How To Choose An Industrial Sample

If business to business marketers experience twinges of inadequacy when compared to their counterparts in consumer fields, sampling is often the reason. So, how should you go about choosing an industrial sample? ...

Questionnaire Design: Best and Worst Practices

How often have you struggled to respond to a questionnaire which just isn't quite right for your answers? No doubt you became annoyed, frustrated and maybe even cynical about market research. These problems arise because of poor questionnaire design. ...

Using Market Research For Product Development

This white paper shows how market research, when used correctly in product development research, will minimize the risk of failure. It also explains that market research does not always give a clear-cut answer – considerable insights and experienc ...

Written by Julia Cupman

The Growth Debate – China & India

China and India are booming. Superficially it is easy to be impressed. The two purposes of this White Paper are (i) to compare and contrast the high growth rates in the two countries and (ii) to assess the likely outcomes and impact. ...

Written by Daniel Park

Online Focus Groups As A Business-to-Business Research Technique

Reliable market research data mostly depends on the market researcher choosing a data collection methodology through which the target audience is comfortable communicating. This paper outlines the principles of online focus groups, before examining t ...

Written by Matthew Harrison

Market Segmentation in B2B Markets

Satisfying people's needs and making a profit along the way is the purpose of marketing. However, people's needs differ and therefore satisfying them may require different approaches. Identifying needs and recognising differences between groups of cu ...

Written by Paul Hague and Matthew Harrison

Loyalty – How To Win Devotion From Your Customers

Everybody is talking about loyalty nowadays. It is not that customer satisfaction has fallen by the wayside; rather it is that businesses recognise that a satisfied customer isn't necessarily a loyal one. ...

Written by Paul Hague

Implementing Organisational Service Excellence

Good implementation of service excellence can create stronger customer loyalty, worthwhile differentiation and sustainable competitive advantage. It’s therefore critical to implement well and the following should help those looking for ways to do t ...

Written by Chris Daffy

Identifying The Driving Forces Of Your Business

Many companies find it hard to identify what makes them special to their customers and potential customers. Equally, many struggle to describe their unique selling points and their core competences - the central, driving forces of their business. So, ...

Written by Julia Cupman