Business-To-Business Marketing Research

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Recent Articles

Below are the 5 most recent articles on this topic. These articles were published within the last three years and are only available to registered subscribers.

When using laddering in B2B research, target your probes effectively: Responding to an October Quirk’s article on using laddering in consumer research, the author adds her own insights on how to make laddering work in the B2B setting by adjusting the process to better meet a busy professional’s mind-set.
Why online focus groups can work for B2B research: The author outlines 13 strengths of online focus groups for B2B research, including their ability to easily assemble far-flung and specialized audiences, and opines on how the method might evolve to keep pace with changes in technology.
How to take your in-house research practices to the next level: Using the 10 key performance indicators detailed here, client-side researchers can install a continuous improvement process to add rigor and impact to their department’s practices.
How to transform market research from vulnerable to valuable: The authors draw from in-depth interviews with top researchers to provide concrete steps that MR departments can take to raise their internal profile.
Considerations in quantitative data collection in China: Conducting commercial quantitative research in China presents methodological and cultural issues that either don’t exist or that have already been solved in Western society. Researchers must take heed in this relatively-virgin territory and adapt their strategies to cater to China’s unique circumstances.

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There are 104 articles in our archive related to this topic. Below are 5 selected at random and available to all users of the site.

Trade Talk: Two new B2B research books double your pleasure
Overcoming the hurdles: When recruiting for business-to-business research, the researcher encounters number of barriers, from secretaries to voice mail. The author explains how to cope with these problems and offers advice on how to conduct the interview once the respondent has been successfully recruited.
Issues in business-to-business qualitative research: Conducting business-to-business qualitative research may seem the same as conducting consumer qualitative research, but business-to-business interviewing is unique. This article discusses the issues of business-to-business qualitative research, including the need for a plan, management buy-in, focus and an understanding of qualitative research.
Going for the gold: Mannington Resilient Floors used several research strategies to develop its successful flooring product. In addition to a telephone survey, Mannington used HTI Custom Research's monthly mail omnibus study to determine some basic purchase dynamics and the demographics of purchasers of floor coverings. Consumers were asked about their level of satisfaction with different kinds of floor coverings and what the coverings’ strong and weak points were. Mannington also studied retailers and others in the trade to gauge perceptions compared to its competitors and to determine how to increase and improve its industry profile.
B2B marketing in troubled times: Many IT companies have great product ideas and rush to market without testing the viability of those ideas. The author cites the examples of an IT consulting firm and a maker of prison phone systems and how both used research to fine-tune their offerings.

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Related Glossary Terms

Business-to-business research: Research directed specifically towards companies whose customers are primarily other businesses.

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Related Associations

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Related Events

VISION 2010: May 10-12, 2010; Vovici will hold its Vision 2010 conference on May 10-12 at the Reston Hyatt in Reston, Va.
BIG CONFERENCE 2010: May 12-14, 2010; The Business Intelligence Group will hold its annual BIG Conference, themed 'Back to Black? Prospects for B2B Research,' on May 12-14 at the Marriott St. Pierre in Chepstow, South Wales, U.K.

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