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White Paper: 2 Frameworks to Help You Understand Every B2B Decision Making Unit

Written by Matthew Harrison

Who should you target and which needs should you focus on? Here are 2 crucial frameworks to help you understand every B2B decision making unit.

White Paper: Value Marketing & Value Selling In B2B Markets

Written by Matthew Harrison

In response to increasing competition in many business-to-business markets, there is an acceptance that prices have to be reduced, margins squeezed and businesses less profitable. We at B2B International vehemently disagree with this view.

White Paper: Using the Focus Group in Market Research

Written by Carol-Ann Morgan

Focus groups are essentially group discussions which rely heavily on the interaction between group members and the relationship between the researcher and the respondents. Focus groups have been a dominant form of qualitative data collection in market research for more than 30 years.

White Paper: Rehearsing The Future – Making Better Strategic Decisions

Written by David Seaman and Liz Barnham

Before developing a strategy, organisations need to analyse and understand their environment, both as it is now and as it will be. The major focus of strategic decision-making is how best to ensure a fit between the organisation and its environment. However that fit is not static and the task is to look at likely changes in the future.

White Paper: Marketing and Selling to Chinese Businesses

Written by Matthew Harrison and Mark Hedley

The question of how to market and sell to companies based in China is one that is debated endlessly by foreign companies seeking to profit from the huge potential of the country. The aim of this paper is to explore the reasons behind both successful and unsuccessful marketing and sales approaches in China.

White Paper: Business-to-Business Market Research in China

Written by Matthew Harrison

The importance of China has had an impact across industries, and the market research industry is no different. The message for market research companies – there is now a serious and extensive requirement for information on Chinese business-to-business markets.

White Paper: Customer Satisfaction Surveys & Customer Satisfaction Research

Written by Paul Hague and Nick Hague

Satisfied customers usually return and buy more, they tell other people about their experiences, and they may well pay a premium for the privilege of doing business with a supplier they trust. Therefore, when we win a customer, we should hang on to them.

White Paper: Brand Equity Research: Net Value Score – The Metric For Judging A Company’s Success

Written by Julia Cupman and Paul Hague

Many research studies provide measures on satisfaction and loyalty, but few provide measurements on perceived value. So, there is a need for a new tool that more accurately measures perceived value; this is where the Net Value Score comes in.

White Paper: Brand Name Research: What’s In A Name?

Written by Paul Hague

A brand name is one of the most important assets we have, providing instant recognition and a shorthand for our brand values. So, it pays to understand the importance of yours.

White Paper: Business Promotions & B2B Advertising: Ad Testing Research

Written by Paul Hague

What is the role of promotion and advertising in B2B markets and how can you measure its effectiveness? In this white paper we aim to answer the most important questions about b2b advertising and promotions.

I was impressed by B2B International's outstanding abilty to execute on a compressed timeline as well as their abilty to analyze and communicate extensive data in a concise and meaningful way.

Tufts University

B2B had to be very flexible and adapt fast while working with us. The execution in different markets is not easy to do as well as gathering all the necessary information. With their report we went further than the normal/expected reporting of qualitative research. My internal customers are also very happy with the work carried out by B2B International.

Nestlé