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White Paper

Do Emotions Play a Part in Business-to-Business Decision Making?

Written by Paul Hague

The workplace is full of decisions and many of them are costly. The cost can run to many thousands if not millions of dollars. With such large sums at stake, we would expect decision-making to be far more rational than our choice of toothpaste in the supermarket. But is it and what role do emotions play?

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Introducing the Business-To-Business Hierarchy of Needs

Written by Matthew Harrison & Catherine Firth

Like humans, businesses have needs too!

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A Marketing Strategy Built On Knowledge

Written by Paul Hague

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.

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Comparing Apples to Pommes: Understanding and Accounting for Cultural Bias in Global B2B Research

Written by Conor Wilcock

Accounting for cultural bias in B2B research

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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.

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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.

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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.

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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.

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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.

Throughout we felt assured that you did understand our brief/needs and that the recommended methodology would achieve the desired result.

BOC

From implementation and analysis through to usefulness of the information provided, it was a very positive experience.

BRUSH