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STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this.MARKET INTELLIGENCE
Market intelligence can be used to assist with more or less every decision faced by a company (whether they are operating on a local, regional, national or international level). The overriding purpose of most market intelligence is to help the company grow – to increase revenue, profit, or market share. Good market intelligence cantherefore
TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM 2 FRAMEWORKS TO UNDERSTAND EVERY B2B DECISION MAKING UNIT 2 Frameworks to Help You Understand Every B2B Decision Making Unit. Written by Matthew Harrison. Of the many differences that distinguish business-to-business markets from consumer markets, two are particularly notable. First, the more complex nature of the b2b decision making unit. Whereas the decision to choose a particularconsumer good is
CHINA MARKET ENTRY STRATEGY: A GUIDE TO ENTERING CHINESE China Market Entry Strategy: A Guide To Entering Chinese Business-to-Business Markets. Written by Mark Hedley. The challenge of China market entry has become an increasingly important one of Western companies of all shapes and sizes. Despite a difficult economic climate in Europe and the United States, China’s economy has continued to grow by DIFFERENCE BETWEEN QUALITATIVE AND QUANTITATIVE RESEARCH Quantitative research is concerned with measurement of a market or population. Within market research, this may include, but is not limited to: Market sizing: For instance, estimating market sizes through asking questions about purchasing patterns, frequencies and future buying intent; Measuring brand health: e.g. measuring brand awareness, consideration, usage and advocacy. THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. B2B CUSTOMER EXPERIENCE: 6 STEPS FOR SUCCESS 6. Evolution: Continually seeking to improve the b2b customer experience. Customer needs, behaviors and attitudes can change any time, as can competitive threats and influences such as technology and legislation. Thus companies that already perform well on delivering an excellent customer experience cannot be complacent. B2B BRANDING: HOW TO BUILD A BRAND IN BUSINESS-TO-BUSINESS It bears repeating: in most business to business markets, the B2B brand of any value is most often the name of the company itself and the product labels that try to pass as brands could just as easily be numbers or codes. The company name is the brand that customers thinkof. It
STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this.MARKET INTELLIGENCE
Market intelligence can be used to assist with more or less every decision faced by a company (whether they are operating on a local, regional, national or international level). The overriding purpose of most market intelligence is to help the company grow – to increase revenue, profit, or market share. Good market intelligence cantherefore
TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM 2 FRAMEWORKS TO UNDERSTAND EVERY B2B DECISION MAKING UNIT 2 Frameworks to Help You Understand Every B2B Decision Making Unit. Written by Matthew Harrison. Of the many differences that distinguish business-to-business markets from consumer markets, two are particularly notable. First, the more complex nature of the b2b decision making unit. Whereas the decision to choose a particularconsumer good is
CHINA MARKET ENTRY STRATEGY: A GUIDE TO ENTERING CHINESE China Market Entry Strategy: A Guide To Entering Chinese Business-to-Business Markets. Written by Mark Hedley. The challenge of China market entry has become an increasingly important one of Western companies of all shapes and sizes. Despite a difficult economic climate in Europe and the United States, China’s economy has continued to grow by DIFFERENCE BETWEEN QUALITATIVE AND QUANTITATIVE RESEARCH Quantitative research is concerned with measurement of a market or population. Within market research, this may include, but is not limited to: Market sizing: For instance, estimating market sizes through asking questions about purchasing patterns, frequencies and future buying intent; Measuring brand health: e.g. measuring brand awareness, consideration, usage and advocacy. THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEED Figure 1: The Marketing Bow-Tie. Some of the key challenges faced by businesses include: Building brand awareness and attracting new customers. Generating interest by aligning their offering with the needs of customers. Encouraging advocacy by striving to maintain the loyalty of current customers. CUSTOMER JOURNEY RESEARCH: MAPPING AND OPTIMIZING THE Customer Journey Research: Mapping the moments of truth throughout the buyer journey. Customer journey research uses customer journey mapping or buyer journey mapping to identify, structure and improve the complex interactions that customers experience across their relationship with your company, helping you to become more customercentric.
B2B BRANDING: HOW TO BUILD A BRAND IN BUSINESS-TO-BUSINESS It bears repeating: in most business to business markets, the B2B brand of any value is most often the name of the company itself and the product labels that try to pass as brands could just as easily be numbers or codes. The company name is the brand that customers thinkof. It
COVID-19 TRACKER: A REVIEW OF BUSINESS STRATEGIES POST-COVID Data from our latest wave of research shows an abatement in concern about business strategies being disrupted due to COVID-19: The chart below shows that in our latest week of data, those expressing high levels of concern about this issue has fallen to 43% among business decision-makers. This is from a high point in the mid-to-high 50%range
MARKET INTELLIGENCE
Market intelligence can be used to assist with more or less every decision faced by a company (whether they are operating on a local, regional, national or international level). The overriding purpose of most market intelligence is to help the company grow – to increase revenue, profit, or market share. Good market intelligence cantherefore
DIFFERENCE BETWEEN QUALITATIVE AND QUANTITATIVE RESEARCH Quantitative research is concerned with measurement of a market or population. Within market research, this may include, but is not limited to: Market sizing: For instance, estimating market sizes through asking questions about purchasing patterns, frequencies and future buying intent; Measuring brand health: e.g. measuring brand awareness, consideration, usage and advocacy. 7 TIPS FOR KEEPING YOUR PATH-TO-PURCHASE RESEARCH ON THE Example path-to-purchase/buyer journey map. The idea of exploring buyer habits and behaviours has of course been around for a while, but it is only in the last 18 months that it has begun to gain momentum as a piece of research in its own right. Here are 7 tips for maximising the value of path-to-purchase research: 1. Start at the verybeginning.
HOW LONG SHOULD A QUESTIONNAIRE BE? In general, questionnaire length (average LOI) should be limited to: 10 to 15 minutes for self-administered online surveys. 20 to 30 minutes for semi-structured telephone interviews. 30 to 60 minutes for in-depth, structured telephone or face-to-face interviews. CATI MARKET RESEARCH CATI research has considerable advantages: The interviewer is left free to concentrate on the interview itself as the routing instructions are taken care of. Data is entered directly into the survey database in a structured format. This eliminates the need foradditional
THE KEY PRINCIPLES OF EFFECTIVE QUESTIONNAIRE DESIGN Questionnaire design is one of the hardest and yet one of the most important parts of the market research process. Given the same objectives, two researchers would probably never design the same questionnaire. The following seven steps will help you when designing a questionnaire: Step 1: Decide what information is required Thestarting point is
B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. THE ‘STATE OF B2B’ SURVEY 2019 WINNING WITH EMOTION: HOW Suppliers should aim to: Build an emotional connection between buyer and brand: The research revealed that the brand affinity is most important at the very beginning and at the very end of the buyerjourney.
B2B INSIGHTS PODCAST #3: THE POWER OF BRAND The B2B Insights Podcast was created to help marketing and insights professionals navigate the rapidly-changing world of b2b markets and develop the strategies that will propel their brand to the top.. Subscribe today for your monthly dose of exclusive insights from the b2b market experts. This week I’m joined by Antoine Philippe, a hugely experienced and lifelong b2b marketer. Antoine’s COVID-19 TRACKER: A REVIEW OF BUSINESS STRATEGIES POST-COVID Data from our latest wave of research shows an abatement in concern about business strategies being disrupted due to COVID-19: The chart below shows that in our latest week of data, those expressing high levels of concern about this issue has fallen to 43% among business decision-makers. This is from a high point in the mid-to-high 50%range
THE IMPACT OF COVID-19 ON SUPPLY CHAINS The COVID-19 outbreak has upended our day-to-day life and significantly impacted the global economy. In the US, an analysis by Moody’s estimates the daily US economic output has fallen 29% compared with the first week of March 1 prior to extensive closures. Industries like travel and hospitality face a devastating impact fromthe virus.
TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM PRICING RESEARCH METHODS Our pricing research methods and techniques. Understanding why and how much customers value our products and services, and recognising any trade-offs they would be willing to make, gives us a wealth of knowledge that can help us construct the most suitable – and profitable – offerings. Nowadays, a host of sophisticated pricingresearch
AN INTRODUCTION TO QUESTIONNAIRE DESIGN interviews are to be used; self completed if it will be a self comple-tion questionnaire). Time and money can preclude a proper pilot so at the very least it should be tested on one or two colleagues for THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
OIL AND GAS MARKET RESEARCH Barclays commissioned B2B international to conduct a forecasting research study into the oil and gas market in the North Sea. The key aim was to understand the impact and needs of future investment in the area as well as the general market optimism in the oil and gas industry. Speaking to oil and gas operators with high levels ofknowledge and
B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. COVID-19 TRACKER: A REVIEW OF BUSINESS STRATEGIES POST-COVID Data from our latest wave of research shows an abatement in concern about business strategies being disrupted due to COVID-19: The chart below shows that in our latest week of data, those expressing high levels of concern about this issue has fallen to 43% among business decision-makers. This is from a high point in the mid-to-high 50%range
THE IMPACT OF COVID-19 ON SUPPLY CHAINS The COVID-19 outbreak has upended our day-to-day life and significantly impacted the global economy. In the US, an analysis by Moody’s estimates the daily US economic output has fallen 29% compared with the first week of March 1 prior to extensive closures. Industries like travel and hospitality face a devastating impact fromthe virus.
PRICING RESEARCH METHODS Our pricing research methods and techniques. Understanding why and how much customers value our products and services, and recognising any trade-offs they would be willing to make, gives us a wealth of knowledge that can help us construct the most suitable – and profitable – offerings. Nowadays, a host of sophisticated pricingresearch
OIL AND GAS MARKET RESEARCH Barclays commissioned B2B international to conduct a forecasting research study into the oil and gas market in the North Sea. The key aim was to understand the impact and needs of future investment in the area as well as the general market optimism in the oil and gas industry. Speaking to oil and gas operators with high levels ofknowledge and
TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM B2B INSIGHTS PODCAST #3: THE POWER OF BRAND The B2B Insights Podcast was created to help marketing and insights professionals navigate the rapidly-changing world of b2b markets and develop the strategies that will propel their brand to the top.. Subscribe today for your monthly dose of exclusive insights from the b2b market experts. This week I’m joined by Antoine Philippe, a hugely experienced and lifelong b2b marketer. Antoine’s THE ‘STATE OF B2B’ SURVEY 2019 WINNING WITH EMOTION: HOW Suppliers should aim to: Build an emotional connection between buyer and brand: The research revealed that the brand affinity is most important at the very beginning and at the very end of the buyerjourney.
THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
AN INTRODUCTION TO QUESTIONNAIRE DESIGN interviews are to be used; self completed if it will be a self comple-tion questionnaire). Time and money can preclude a proper pilot so at the very least it should be tested on one or two colleagues for B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. MARKET RESEARCH AGENCY IN LOS ANGELES B2B International is a leading business-to-business market research specialist with offices across North America in Los Angeles, New York, Boston & Chicago.We also have a network of offices around the world, with teams situated across the UK, mainland Europe and Asia-Pacific. LOGISTICS MARKET RESEARCH Examples of studies completed: Branding Research: Evaluating brand health for a third-party logistics provider with decision makers at both shippers and carriers.. Opportunity Assessment: Understanding what shippers need from carriers in terms of delivery speeds, package tracking, customer service and added-value delivery services (e.g. photo-on-delivery, signature required, etc.). CUSTOMER JOURNEY RESEARCH: MAPPING AND OPTIMIZING THE Customer Journey Research: Mapping the moments of truth throughout the buyer journey. Customer journey research uses customer journey mapping or buyer journey mapping to identify, structure and improve the complex interactions that customers experience across their relationship with your company, helping you to become more customercentric.
PRICING RESEARCH METHODS Our pricing research methods and techniques. Understanding why and how much customers value our products and services, and recognising any trade-offs they would be willing to make, gives us a wealth of knowledge that can help us construct the most suitable – and profitable – offerings. Nowadays, a host of sophisticated pricingresearch
MATTHEW POWELL PROMOTED TO VP & EXECUTIVE DIRECTOR, NORTH B2B International is excited to announce that Matthew Powell, who previously served as Managing Director of B2B International’s London office, has been promoted to the role of Vice President and Executive Director, North America, and will lead B2B International’s Los Angeles office.. Julia Doheny, President, B2B International North America, said, “The West Coast accounts for a OIL AND GAS MARKET RESEARCH Speaking to oil and gas operators with high levels of knowledge and involvement in the North Sea oil and gas industry, B2B International was able to gain the views into challenges that are currently being faced in the industry, the anticipated employment rates over the next five years and what the future holds for the region including anticipated investment in the North Sea oil and gas industry. DO EMOTIONS PLAY A PART IN BUSINESS-TO-BUSINESS DECISION The title of this discussion paper has an obvious answer – of course emotions play a part in business to business decision making. The real question is “how much of a part do they play?”. The workplace is full of decisions and many of them are costly. The cost can run to many thousands if not millions of dollars. STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this. HOW TO COMPETE IN A COMMODITIZED MARKET The only thing that could commoditize the market is the failure of a supplier to recognise these differences and fall into the trap of lowering its prices, not knowing what else to do. In order to counteract buyers who seek to commoditize their suppliers, a b2b company has to find ways other than lowering its prices to differentiate its offering. B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. COVID-19 TRACKER: A REVIEW OF BUSINESS STRATEGIES POST-COVID Data from our latest wave of research shows an abatement in concern about business strategies being disrupted due to COVID-19: The chart below shows that in our latest week of data, those expressing high levels of concern about this issue has fallen to 43% among business decision-makers. This is from a high point in the mid-to-high 50%range
THE IMPACT OF COVID-19 ON SUPPLY CHAINS The COVID-19 outbreak has upended our day-to-day life and significantly impacted the global economy. In the US, an analysis by Moody’s estimates the daily US economic output has fallen 29% compared with the first week of March 1 prior to extensive closures. Industries like travel and hospitality face a devastating impact fromthe virus.
PRICING RESEARCH METHODS Our pricing research methods and techniques. Understanding why and how much customers value our products and services, and recognising any trade-offs they would be willing to make, gives us a wealth of knowledge that can help us construct the most suitable – and profitable – offerings. Nowadays, a host of sophisticated pricingresearch
COVID-19: EXPLORING BUSINESS SENTIMENT AND THE EMOTIONALSEE MORE ON B2BINTERNATIONAL.COM B2B INSIGHTS PODCAST #3: THE POWER OF BRAND The B2B Insights Podcast was created to help marketing and insights professionals navigate the rapidly-changing world of b2b markets and develop the strategies that will propel their brand to the top.. Subscribe today for your monthly dose of exclusive insights from the b2b market experts. This week I’m joined by Antoine Philippe, a hugely experienced and lifelong b2b marketer. Antoine’s TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this. THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
AN INTRODUCTION TO QUESTIONNAIRE DESIGN interviews are to be used; self completed if it will be a self comple-tion questionnaire). Time and money can preclude a proper pilot so at the very least it should be tested on one or two colleagues for B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. COVID-19 TRACKER: A REVIEW OF BUSINESS STRATEGIES POST-COVID Data from our latest wave of research shows an abatement in concern about business strategies being disrupted due to COVID-19: The chart below shows that in our latest week of data, those expressing high levels of concern about this issue has fallen to 43% among business decision-makers. This is from a high point in the mid-to-high 50%range
THE IMPACT OF COVID-19 ON SUPPLY CHAINS The COVID-19 outbreak has upended our day-to-day life and significantly impacted the global economy. In the US, an analysis by Moody’s estimates the daily US economic output has fallen 29% compared with the first week of March 1 prior to extensive closures. Industries like travel and hospitality face a devastating impact fromthe virus.
PRICING RESEARCH METHODS Our pricing research methods and techniques. Understanding why and how much customers value our products and services, and recognising any trade-offs they would be willing to make, gives us a wealth of knowledge that can help us construct the most suitable – and profitable – offerings. Nowadays, a host of sophisticated pricingresearch
COVID-19: EXPLORING BUSINESS SENTIMENT AND THE EMOTIONALSEE MORE ON B2BINTERNATIONAL.COM B2B INSIGHTS PODCAST #3: THE POWER OF BRAND The B2B Insights Podcast was created to help marketing and insights professionals navigate the rapidly-changing world of b2b markets and develop the strategies that will propel their brand to the top.. Subscribe today for your monthly dose of exclusive insights from the b2b market experts. This week I’m joined by Antoine Philippe, a hugely experienced and lifelong b2b marketer. Antoine’s TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this. THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
AN INTRODUCTION TO QUESTIONNAIRE DESIGN interviews are to be used; self completed if it will be a self comple-tion questionnaire). Time and money can preclude a proper pilot so at the very least it should be tested on one or two colleagues for B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. CUSTOMER JOURNEY RESEARCH: MAPPING AND OPTIMIZING THE Customer Journey Research: Mapping the moments of truth throughout the buyer journey. Customer journey research uses customer journey mapping or buyer journey mapping to identify, structure and improve the complex interactions that customers experience across their relationship with your company, helping you to become more customercentric.
PRICING RESEARCH METHODS Our pricing research methods and techniques. Understanding why and how much customers value our products and services, and recognising any trade-offs they would be willing to make, gives us a wealth of knowledge that can help us construct the most suitable – and profitable – offerings. Nowadays, a host of sophisticated pricingresearch
MATTHEW POWELL PROMOTED TO VP & EXECUTIVE DIRECTOR, NORTH B2B International is excited to announce that Matthew Powell, who previously served as Managing Director of B2B International’s London office, has been promoted to the role of Vice President and Executive Director, North America, and will lead B2B International’s Los Angeles office.. Julia Doheny, President, B2B International North America, said, “The West Coast accounts for a STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this. DO EMOTIONS PLAY A PART IN BUSINESS-TO-BUSINESS DECISION The title of this discussion paper has an obvious answer – of course emotions play a part in business to business decision making. The real question is “how much of a part do they play?”. The workplace is full of decisions and many of them are costly. The cost can run to many thousands if not millions of dollars. CUSTOMER EXPERIENCE: MAKE IT MEMORABLE Recovery. It’s also been shown that the most memorable positive significant event that can happen to a customer is the experience of a great service recovery. Yet this too is something that is either not understood or ignored by most organisations. It’s therefore easy to differentiate an organisation from its competitors and to create THE RELATIONSHIP BETWEEN MARKET SHARE AND CUSTOMER The Relationship Between Market Share and Customer Satisfaction. Written by B2B International. A recent research paper, ‘Reexamining the Market Share-Customer Satisfaction Relationship’, examined the longitudinal relationship between market share and customer satisfaction of US businesses. Contradictory to popular thought, itfound that not
HOW TO COMPETE IN A COMMODITIZED MARKET The only thing that could commoditize the market is the failure of a supplier to recognise these differences and fall into the trap of lowering its prices, not knowing what else to do. In order to counteract buyers who seek to commoditize their suppliers, a b2b company has to find ways other than lowering its prices to differentiate its offering. THE KEY PRINCIPLES OF EFFECTIVE QUESTIONNAIRE DESIGN Questionnaire design is one of the hardest and yet one of the most important parts of the market research process. Given the same objectives, two researchers would probably never design the same questionnaire. The following seven steps will help you when designing a questionnaire: Step 1: Decide what information is required Thestarting point is
B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. ABOUT B2B INTERNATIONALB2B USACHINA B2B MARKETINTERNATIONAL B2BWEBSITES
About B2B International. B2B International is a global, full-service market research firm dedicated to researching business-to-business markets. We help clients to make smarter decisions driven by exclusive insights, empowering them to grow. We have a wide range of research services available, and each project is tailored to the specific STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this. B2B INSIGHTS PODCAST #3: THE POWER OF BRAND The B2B Insights Podcast was created to help marketing and insights professionals navigate the rapidly-changing world of b2b markets and develop the strategies that will propel their brand to the top.. Subscribe today for your monthly dose of exclusive insights from the b2b market experts. This week I’m joined by Antoine Philippe, a hugely experienced and lifelong b2b marketer. Antoine’s TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM B2B CUSTOMER JOURNEY MAPPING: EXAMPLES FROM B2B MARKETSSEE MORE ON B2BINTERNATIONAL.COMB2B CUSTOMER JOURNEY MAPB2B CUSTOMER SUPPORT THE 4 MOST IMPORTANT STEPS TO IMPROVE CUSTOMER SATISFACTION 2. Establish Workgroups To Determine Strategies And Tactics For Improving Customer Satisfaction. Intuitively, people who are at first exposed to customer satisfaction findings believe that the way forward is to examine individual responses and deal with each of them in turn. CHINA MARKET ENTRY STRATEGY: A GUIDE TO ENTERING CHINESE China Market Entry Strategy: A Guide To Entering Chinese Business-to-Business Markets. Written by Mark Hedley. The challenge of China market entry has become an increasingly important one of Western companies of all shapes and sizes. Despite a difficult economic climate in Europe and the United States, China’s economy has continued to grow by HOW TO COMPETE IN A COMMODITIZED MARKET The only thing that could commoditize the market is the failure of a supplier to recognise these differences and fall into the trap of lowering its prices, not knowing what else to do. In order to counteract buyers who seek to commoditize their suppliers, a b2b company has to find ways other than lowering its prices to differentiate its offering. THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. ABOUT B2B INTERNATIONALB2B USACHINA B2B MARKETINTERNATIONAL B2BWEBSITES
About B2B International. B2B International is a global, full-service market research firm dedicated to researching business-to-business markets. We help clients to make smarter decisions driven by exclusive insights, empowering them to grow. We have a wide range of research services available, and each project is tailored to the specific STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this. B2B INSIGHTS PODCAST #3: THE POWER OF BRAND The B2B Insights Podcast was created to help marketing and insights professionals navigate the rapidly-changing world of b2b markets and develop the strategies that will propel their brand to the top.. Subscribe today for your monthly dose of exclusive insights from the b2b market experts. This week I’m joined by Antoine Philippe, a hugely experienced and lifelong b2b marketer. Antoine’s TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM B2B CUSTOMER JOURNEY MAPPING: EXAMPLES FROM B2B MARKETSSEE MORE ON B2BINTERNATIONAL.COMB2B CUSTOMER JOURNEY MAPB2B CUSTOMER SUPPORT THE 4 MOST IMPORTANT STEPS TO IMPROVE CUSTOMER SATISFACTION 2. Establish Workgroups To Determine Strategies And Tactics For Improving Customer Satisfaction. Intuitively, people who are at first exposed to customer satisfaction findings believe that the way forward is to examine individual responses and deal with each of them in turn. CHINA MARKET ENTRY STRATEGY: A GUIDE TO ENTERING CHINESE China Market Entry Strategy: A Guide To Entering Chinese Business-to-Business Markets. Written by Mark Hedley. The challenge of China market entry has become an increasingly important one of Western companies of all shapes and sizes. Despite a difficult economic climate in Europe and the United States, China’s economy has continued to grow by HOW TO COMPETE IN A COMMODITIZED MARKET The only thing that could commoditize the market is the failure of a supplier to recognise these differences and fall into the trap of lowering its prices, not knowing what else to do. In order to counteract buyers who seek to commoditize their suppliers, a b2b company has to find ways other than lowering its prices to differentiate its offering. THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
B2B BRANDING: HOW TO BUILD A BRAND IN BUSINESS-TO-BUSINESS It bears repeating: in most business to business markets, the B2B brand of any value is most often the name of the company itself and the product labels that try to pass as brands could just as easily be numbers or codes. The company name is the brand that customers thinkof. It
TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEED Figure 1: The Marketing Bow-Tie. Some of the key challenges faced by businesses include: Building brand awareness and attracting new customers. Generating interest by aligning their offering with the needs of customers. Encouraging advocacy by striving to maintain the loyalty of current customers. CUSTOMER JOURNEY RESEARCH: MAPPING AND OPTIMIZING THE Customer Journey Research: Mapping the moments of truth throughout the buyer journey. Customer journey research uses customer journey mapping or buyer journey mapping to identify, structure and improve the complex interactions that customers experience across their relationship with your company, helping you to become more customercentric.
A GUIDE TO MEASURING BRAND HEALTH Measuring levels of awareness and use is a critical component of brand health. Brand positioning – your brand has to stand for something and that something should be what customers and potential customers want. Brand delivery – the brand must live up to its promise. These three important components of brand health can be further broken down CHINA MARKET ENTRY STRATEGY: A GUIDE TO ENTERING CHINESE China Market Entry Strategy: A Guide To Entering Chinese Business-to-Business Markets. Written by Mark Hedley. The challenge of China market entry has become an increasingly important one of Western companies of all shapes and sizes. Despite a difficult economic climate in Europe and the United States, China’s economy has continued to grow by CUSTOMER EXPERIENCE: MAKE IT MEMORABLE Recovery. It’s also been shown that the most memorable positive significant event that can happen to a customer is the experience of a great service recovery. Yet this too is something that is either not understood or ignored by most organisations. It’s therefore easy to differentiate an organisation from its competitors and to create GETTING PEOPLE TO SWITCH This is because we b2b marketers operate in a world complicated by the multi-faceted decision making unit comprising buyers, technicians, management policy setters and so on – all who claim to make their decisions rationally. This white paper offers thoughts on b2b switching behaviour and the forces that shape these decisions. HOW TO COMPETE IN A COMMODITIZED MARKET The only thing that could commoditize the market is the failure of a supplier to recognise these differences and fall into the trap of lowering its prices, not knowing what else to do. In order to counteract buyers who seek to commoditize their suppliers, a b2b company has to find ways other than lowering its prices to differentiate its offering. CATI MARKET RESEARCH CATI research has considerable advantages: The interviewer is left free to concentrate on the interview itself as the routing instructions are taken care of. Data is entered directly into the survey database in a structured format. This eliminates the need foradditional
THE KEY PRINCIPLES OF EFFECTIVE QUESTIONNAIRE DESIGN Questionnaire design is one of the hardest and yet one of the most important parts of the market research process. Given the same objectives, two researchers would probably never design the same questionnaire. The following seven steps will help you when designing a questionnaire: Step 1: Decide what information is required Thestarting point is
B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. ABOUT B2B INTERNATIONALB2B USACHINA B2B MARKETINTERNATIONAL B2BWEBSITES
About B2B International. B2B International is a global, full-service market research firm dedicated to researching business-to-business markets. We help clients to make smarter decisions driven by exclusive insights, empowering them to grow. We have a wide range of research services available, and each project is tailored to the specific STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this. B2B INSIGHTS PODCAST #3: THE POWER OF BRAND The B2B Insights Podcast was created to help marketing and insights professionals navigate the rapidly-changing world of b2b markets and develop the strategies that will propel their brand to the top.. Subscribe today for your monthly dose of exclusive insights from the b2b market experts. This week I’m joined by Antoine Philippe, a hugely experienced and lifelong b2b marketer. Antoine’s TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM B2B CUSTOMER JOURNEY MAPPING: EXAMPLES FROM B2B MARKETSSEE MORE ON B2BINTERNATIONAL.COMB2B CUSTOMER JOURNEY MAPB2B CUSTOMER SUPPORT THE 4 MOST IMPORTANT STEPS TO IMPROVE CUSTOMER SATISFACTION 2. Establish Workgroups To Determine Strategies And Tactics For Improving Customer Satisfaction. Intuitively, people who are at first exposed to customer satisfaction findings believe that the way forward is to examine individual responses and deal with each of them in turn. CHINA MARKET ENTRY STRATEGY: A GUIDE TO ENTERING CHINESE China Market Entry Strategy: A Guide To Entering Chinese Business-to-Business Markets. Written by Mark Hedley. The challenge of China market entry has become an increasingly important one of Western companies of all shapes and sizes. Despite a difficult economic climate in Europe and the United States, China’s economy has continued to grow by HOW TO COMPETE IN A COMMODITIZED MARKET The only thing that could commoditize the market is the failure of a supplier to recognise these differences and fall into the trap of lowering its prices, not knowing what else to do. In order to counteract buyers who seek to commoditize their suppliers, a b2b company has to find ways other than lowering its prices to differentiate its offering. THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
B2B MARKET RESEARCH COMPANY We are the leading B2B market research company. We have b2b research specialists on 3 continents, across 7 offices. With over 3000 bespoke insight projects completed and detailed industry-specific experience, we can help your b2b brand to reach its potential. ABOUT B2B INTERNATIONALB2B USACHINA B2B MARKETINTERNATIONAL B2BWEBSITES
About B2B International. B2B International is a global, full-service market research firm dedicated to researching business-to-business markets. We help clients to make smarter decisions driven by exclusive insights, empowering them to grow. We have a wide range of research services available, and each project is tailored to the specific STAKEHOLDER CONSULTATION: KEEP YOUR EARS TO THE GROUND In the “planning” stage, the aims and objectives need to be clarified, along with identification of the usefulness of the process, i.e. the likelihood that stakeholder views will be incorporated into strategic planning. The availability of resources to carry out the process will need to be established and a method of consultation designed that is reflective of this. B2B INSIGHTS PODCAST #3: THE POWER OF BRAND The B2B Insights Podcast was created to help marketing and insights professionals navigate the rapidly-changing world of b2b markets and develop the strategies that will propel their brand to the top.. Subscribe today for your monthly dose of exclusive insights from the b2b market experts. This week I’m joined by Antoine Philippe, a hugely experienced and lifelong b2b marketer. Antoine’s TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEEDSEE MORE ON B2BINTERNATIONAL.COM B2B CUSTOMER JOURNEY MAPPING: EXAMPLES FROM B2B MARKETSSEE MORE ON B2BINTERNATIONAL.COMB2B CUSTOMER JOURNEY MAPB2B CUSTOMER SUPPORT THE 4 MOST IMPORTANT STEPS TO IMPROVE CUSTOMER SATISFACTION 2. Establish Workgroups To Determine Strategies And Tactics For Improving Customer Satisfaction. Intuitively, people who are at first exposed to customer satisfaction findings believe that the way forward is to examine individual responses and deal with each of them in turn. CHINA MARKET ENTRY STRATEGY: A GUIDE TO ENTERING CHINESE China Market Entry Strategy: A Guide To Entering Chinese Business-to-Business Markets. Written by Mark Hedley. The challenge of China market entry has become an increasingly important one of Western companies of all shapes and sizes. Despite a difficult economic climate in Europe and the United States, China’s economy has continued to grow by HOW TO COMPETE IN A COMMODITIZED MARKET The only thing that could commoditize the market is the failure of a supplier to recognise these differences and fall into the trap of lowering its prices, not knowing what else to do. In order to counteract buyers who seek to commoditize their suppliers, a b2b company has to find ways other than lowering its prices to differentiate its offering. THE RISKS OF CONDUCTING MARKET RESEARCH IN CHINA The Risks of Conducting Market Research in China. In the early 1980s, almost no market research companies existed in China. By 1998, following the open door policy in the country which encouraged a great influx of private investment, there were 850 market research companies registered in China. These are made up of both Chinese andjoint-ventures.
B2B BRANDING: HOW TO BUILD A BRAND IN BUSINESS-TO-BUSINESS It bears repeating: in most business to business markets, the B2B brand of any value is most often the name of the company itself and the product labels that try to pass as brands could just as easily be numbers or codes. The company name is the brand that customers thinkof. It
TWO OF THE MOST IMPORTANT STATISTICAL TOOLS YOU WILL EVER NEED Figure 1: The Marketing Bow-Tie. Some of the key challenges faced by businesses include: Building brand awareness and attracting new customers. Generating interest by aligning their offering with the needs of customers. Encouraging advocacy by striving to maintain the loyalty of current customers. CUSTOMER JOURNEY RESEARCH: MAPPING AND OPTIMIZING THE Customer Journey Research: Mapping the moments of truth throughout the buyer journey. Customer journey research uses customer journey mapping or buyer journey mapping to identify, structure and improve the complex interactions that customers experience across their relationship with your company, helping you to become more customercentric.
A GUIDE TO MEASURING BRAND HEALTH Measuring levels of awareness and use is a critical component of brand health. Brand positioning – your brand has to stand for something and that something should be what customers and potential customers want. Brand delivery – the brand must live up to its promise. These three important components of brand health can be further broken down CHINA MARKET ENTRY STRATEGY: A GUIDE TO ENTERING CHINESE China Market Entry Strategy: A Guide To Entering Chinese Business-to-Business Markets. Written by Mark Hedley. The challenge of China market entry has become an increasingly important one of Western companies of all shapes and sizes. Despite a difficult economic climate in Europe and the United States, China’s economy has continued to grow by CUSTOMER EXPERIENCE: MAKE IT MEMORABLE Recovery. It’s also been shown that the most memorable positive significant event that can happen to a customer is the experience of a great service recovery. Yet this too is something that is either not understood or ignored by most organisations. It’s therefore easy to differentiate an organisation from its competitors and to create GETTING PEOPLE TO SWITCH This is because we b2b marketers operate in a world complicated by the multi-faceted decision making unit comprising buyers, technicians, management policy setters and so on – all who claim to make their decisions rationally. This white paper offers thoughts on b2b switching behaviour and the forces that shape these decisions. HOW TO COMPETE IN A COMMODITIZED MARKET The only thing that could commoditize the market is the failure of a supplier to recognise these differences and fall into the trap of lowering its prices, not knowing what else to do. In order to counteract buyers who seek to commoditize their suppliers, a b2b company has to find ways other than lowering its prices to differentiate its offering. CATI MARKET RESEARCH CATI research has considerable advantages: The interviewer is left free to concentrate on the interview itself as the routing instructions are taken care of. Data is entered directly into the survey database in a structured format. This eliminates the need foradditional
THE KEY PRINCIPLES OF EFFECTIVE QUESTIONNAIRE DESIGN Questionnaire design is one of the hardest and yet one of the most important parts of the market research process. Given the same objectives, two researchers would probably never design the same questionnaire. The following seven steps will help you when designing a questionnaire: Step 1: Decide what information is required Thestarting point is
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THE B2B MARKET RESEARCH COMPANY We help the world's best b2b brands make smarter decisions driven by insights, empowering them to grow. Our Research Services THE WORLD’S MOST EXPERIENCED B2B MARKET RESEARCH COMPANY. BY FAR. At B2B International, we’ve carried out more b2b research studies, in more languages, in more markets, than anyone. So, we have a unique understanding of the questions to ask, the people to talk to, and the decisions that need to be taken. THE DYNAMICS OF CHANGE In the business world, change is happening all around us, faster than ever - driven by digital transformation, evolving geo-political landscapes, and the global challenge of sustainability. Every opportunity is a multi-dimensional challenge. Every decision involves the heart and the head. And all of it is complex. At B2B International we combine unique global experience, advanced research techniques, and a truly forward-thinking attitude to offer the multi-layered approach you need – to understand the dynamics ofchange.
About B2B International OUR RESEARCH SERVICES CUSTOMER RESEARCH & SEGMENTATION Our b2b-focussed approach combines active listening at every touchpoint with sophisticated analytical and segmentation techniques to bring the voice of the customer into the heart of your business. PRODUCT, PROPOSITION & PRICING RESEARCH Our end-to-end solution for product and pricing research is designed to help b2b businesses innovate successfully and profitably. MARKETS & OPPORTUNITIES RESEARCH Our market and opportunity research helps b2b businesses develop a sustainable and profitable go-to-market plan. BRAND & COMMUNICATIONS RESEARCH Our specialist brand and marketing research solution helps clients to measure brand value and track brand health over time. THOUGHT LEADERSHIP RESEARCH Use our exclusive research and insights to create compelling and evidence-based marketing content and thought leadership initiatives. OUR B2B RESEARCH EXPERIENCE We focus on researching complex and niche markets, and reaching hard-to-reach decision makers. We have covered every industry vertical in every corner of the world. Industries We’ve Worked Inslide 1 of 4
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B2B International did a great job in what was a specialist and difficult study to bring clarity and useful recommendations.AKZONOBEL
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B2B International has done a great job of finding specific groups of professionals that provide insights relevant to our business. The quality of work throughout the process from initial quote to final presentation is outstanding.HENKEL
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Very impressed following our first project with you. Your expertise in the B2B area was apparent and you delivered an excellent standard of deliverable. My stakeholders were very happy with the output and will use it as an integral part to their strategic planning.SAMSUNG
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It was great working with B2B International. They were very knowledgeable, professional and responsive to our needs from the design of the survey to delivery of the information. This research has been a valuable input into generating good discussions and actions around transforming our current offerings to distributors.BP CASTROL
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B2B International immersed themselves in our operations to fully understand our requirements. The attention to detail was first class and they were very receptive and responsive to requests during surveyprocess.
AJ Gallagher
Thank you so much for your consultation on this project. We've very much enjoyed and valued our time together and look forward to working together more as we move this project forward.PwC
We were very pleased with the work done and impressed with the quick turnaround of the job on a very tight deadline...I would use B2B International again.AXA
The final report was one of the best synthesized and easy to understand pieces of complex information I have seen in a long time.Pall Corporation
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