A Marketing Strategy Built On Knowledge
A marketing strategy must be built on firm foundations of knowledge. In this white paper we present a checklist of questions (or an audit) that will help develop an effective marketing strategy. ...
The Importance of the Value Equivalence Line
Understanding the position of brands on the Value Equivalence Line (VEL) is important as it leads to strategic decisions on both pricing and product development. This article looks at how a brand can determine its position in relation to the VEL and ...
Laddering Technique: A method to discover what people value
A ladder is a tool designed to allow you to reach something otherwise unreachable. In the same way, “laddering” as applied to market research is a technique designed to acquire nuggets of information which are otherwise very difficult to get at. ...
Comparing Apples to Pommes: Understanding and Accounting for Cultural Bias in Global B2B Research
Accounting for cultural bias in B2B research ...
Doing Business in China Guide
The Doing Business in China Guide is a handy reference tool for all businesses interested in China, providing you with everything you need to know about doing business in China. The guide covers topics such as the economy, business culture, potential ...
B2B Branding: How to Build a B2B Brand Strategy
A brand has grown to mean much more than a logo. Branding sits at the core of a company’s philosophy because a company’s brand is what that company is. ...
2 Frameworks to Help You Understand Every B2B Decision Making Unit
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. ...
B2B Marketing Survey
In the summer of 2014, 226 business-to-business marketers took part in a survey commissioned by B2B International across North America and Europe. This articles provides a brief synopsis of the most important findings from the research. ...
Improving Research Quality Through Respondent Selection
Good research comes from asking the right question of the right person. Of course, there is much more to market research than this truism. The design of the study, the interpretation of the findings and the presentation of results can be just as impo ...
Value Marketing & Value Selling In B2B Markets
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. ...