Companies that sell raw materials or simple components face a marketing problem - how to give their products recognisable benefits which differentiate them from competitors. This article seeks to show how to avoid price cuts by adopting a more profes ...
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 marke ...
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. ...
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 ...
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-busi ...
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 t ...
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. ...
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. ...
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. ...
There are many differences between B2B and B2C marketing. We feel it is worth pointing out the implications of these differences when it comes to implementing a b2b marketing strategy. ...