Business-To-Business Research

We've grouped together all the information our site contains on business-to-business research to help you quickly and easily find related articles, suppliers, events, jobs, associations, glossary definitions and more.

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.

Data Use: An indexing approach to brand equity: Following up on an earlier article, the author explores a real-world example of the application of a series of techniques to measure customer satisfaction and its resulting impact on brand equity. The techniques seek to uncover and measure what is truly important to customers, in this case in the biomedical industry, rather than assuming standard attributes to be important.
Get their stamp of approval: Many companies measure customer satisfaction but few of them stop to ask customers an important question: "What is the experience you want from us?" Pitney Bowes used research to find out what its customers wanted and changed a number of internal practices to better align with customer needs.
Going beyond the numbers: Business-to-business research can often suffer from "death by bar chart." To really generate useful information and analysis, B2B researchers need to generate insights in addition to data, and take the time in reporting on the data to make outcomes and actions clear and understandable to their end clients.
Growth or stabilization?: The author examines recent trends in the market for customer information systems (CIS) and explores some of the factors that utilities rated as important in a CIS.
Local knowledge, global implications: Shanghai-based researcher Laura Mitchelson draws from her own experiences interviewing Chinese businesspeople to show readers the ins and outs of conducting business-to-business research in a vast and fast-paced country.

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There are 91 articles in our archive related to this topic. Below are 5 selected at random and available to all users of the site.

Gaining strategic business advantage through customer value measurement: Market research firms are increasingly adding customer value measurement (CVM) to their list of services. This article discusses CVM, including CVM basics and illustrative anecdotes.
Cyber-intelligence and market intelligence: Over the next several years, a new form of business intelligence will emerge. This article discusses cyber-intelligence, including its many building blocks: competitive intelligence, strategic intelligence, market intelligence, crisis management, benchmarking, reverse engineering and defensive intelligence.
A global enterprise: IBM conducts a tracking study twice a year in 14 languages in 27 countries throughout Europe, North America, South America and Asia to capture trend data on a variety of topics.
Uses and misuses of business-to-business focus groups: This article summarizes several common mistakes commonly made in the design of business-to-business focus groups and provides guidance on when to use focus groups as well as best practices strategies when choosing this qualitative research method. The article offers a number of examples of how specific businesses have successfully used focus groups.
Hear from the right people: Business-to-business focus groups present unique challenges, such as technically complex subjects and dominant respondents. Strategies are outlined for solving these and other problems, including issues related to incentives and client sponsorship of research.

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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

AMA SUMMER MARKETING EDUCATOR"S CONFERENCE: August 8-11, 2008; The American Marketing Association will hold its summer marketing educator’s conference on August 8-11 at the Sheraton San Diego Hotel & Marina in San Diego. For more information visit www.marketingpower.com/research.
AMA ANNUAL RESEARCH CONFERENCE: September 14-17, 2008; The American Marketing Association will hold its annual marketing research conference on September 14-17 at the Boston Marriott Copley Place in Boston. For more information visit www.marketingpower.com/research.

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