Customer Visits: Building a Better Market Focus

Customer Visits: Building a Better Market Focus

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  • Author: Edward F. McQuarrie
  • Publisher: Routledge
  • ISBN: 1317473485
  • Category : Business & Economics
  • Languages : en
  • Pages : 256

Visits to customers by a cross-functional team of marketers and engineers play an important role in new product development, entry into new markets, and in exploring customer satisfaction and dissatisfaction. The new edition of this widely used professional resource provides step-by-step instructions for making effective use of this market research technique.Using a wealth of specific examples, Edward F. McQuarrie explains how to set feasible objectives and how to select the right number of the right kind of customers to visit. One of the leading experts in the field, McQuarrie demonstrates how to construct a discussion guide and how to devise good questions, and offers practical advice on how to conduct face-to-face interviews.Extensively updated throughout, this third edition includes three new chapters as well as expanded coverage of the analysis of visit data. It also discusses which industries and product categories are most (and least) suitable to the customer visit technique. The author also covers how the customer visit technique compares to other market research techniques such as focus groups.


The Market Research Toolbox

The Market Research Toolbox

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  • Author: Edward F. McQuarrie
  • Publisher: SAGE
  • ISBN: 1412991730
  • Category : Business & Economics
  • Languages : en
  • Pages : 273

An ideal resource for those who want to conduct market research but have little experience in doing so, this book describes how each technique works along with its costs and uses, tips for success, when and how to use certain techniques and precautions to take while using them.


Marketing of High-technology Products and Innovations

Marketing of High-technology Products and Innovations

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  • Author: Jakki J. Mohr
  • Publisher: Pearson Prentice Hall
  • ISBN: 9780136049968
  • Category : Business & Economics
  • Languages : en
  • Pages : 584

This title provides a thorugh overview of the issues high-tech marketers must address, and provides a balance between conceptual discussions and examples; small and big business; products and services; and consumer and business-to-business marketing contexts.


Secrets of the Marketing Masters

Secrets of the Marketing Masters

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  • Author: Dick MARTIN
  • Publisher: AMACOM Div American Mgmt Assn
  • ISBN: 0814410227
  • Category : Business & Economics
  • Languages : en
  • Pages : 289

All the old rules of marketing are up for grabs. Markets are fragmenting and globalizing; consumers have greater control over when and what media they use; and digital technologies have changed how people shop, work, and relax. But a small number of senior marketing leaders know how to engage consumers and keep them coming back. This book reveals the secrets to their success. Featuring exclusive interviews with top consumer and business-to-business marketers at companies like P&G, Unilever, GE, Nortel and American Express, Secrets of the Marketing Masters offers insight and practical advice, from how to gain the confidence of your colleagues on the senior team to how win your customers’ trust. Marketers will discover how to: • build a marketing culture • share results that matter–good and bad • connect with customers on an emotional level • find ways to amplify the customer voice within their company • run marketing like a professional service • cultivate positive word of mouth both on and offline • build customer listening posts • develop forward sensing mechanisms to spot new trends With this real-world, insider advice, readers can discover the techniques that will set them apart from the crowd and create lasting customer loyalty.


The Market Research Toolbox

The Market Research Toolbox

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  • Author: Edward F. McQuarrie
  • Publisher: SAGE Publications
  • ISBN: 148331359X
  • Category : Business & Economics
  • Languages : en
  • Pages : 401

Understanding marketing research to make better business decisions An ideal resource for busy managers and professionals seeking to build and expand their marketing research skills, The Market Research Toolbox, Fourth Edition describes how to use market research to make strategic business decisions. This comprehensive collection of essential market research techniques, skills, and applications helps readers solve real-world business problems in a dynamic and rapidly changing business atmosphere. Based on real-world experiences, author Edward F. McQuarrie gives special attention to business-to-business markets, technology products, Big Data, and other web-enabled approaches. Readers with limited time or resources can easily translate the approaches from mass markets, simple products, and stable technologies to their own situations. Readers will master background context and the questions to ask before conducting research, as well as develop strategies for sorting through the extensive specialized material on market research.


Wellsprings of Knowledge

Wellsprings of Knowledge

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  • Author: Dorothy Leonard-Barton
  • Publisher: Harvard Business Press
  • ISBN: 9780875848594
  • Category : Business & Economics
  • Languages : en
  • Pages : 334

Argues that knowledge is a renewable asset and a competitive advantage, and shows ways companies can effectively build and manage knowledge


Customer Visits

Customer Visits

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  • Author: Edward F. McQuarrie
  • Publisher: SAGE Publications, Incorporated
  • ISBN:
  • Category : Business & Economics
  • Languages : en
  • Pages : 196

Drawing on best practices found at leading technology firms, this book offers a complete guide to all aspects of planning and executing a programme of customer visits, and explains how these can assist new product development and the improvement of customer satisfaction. A wealth of specific advice is offered on topics such as: kinds of objective; how many customers to visit; how to prepare a discussion guide; how to coordinate visits with the sales force; how to build rapport; effective and ineffective questions to ask customers; and traps and pitfalls in the analysis of data from visit programmes.


Ten Key Customer Insights

Ten Key Customer Insights

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  • Author: Robert Schieffer
  • Publisher: South Western Educational Publishing
  • ISBN:
  • Category : Consumers' preferences
  • Languages : en
  • Pages : 280

Develop effective marketing strategies and tactics, by gaining deeper insights into the perceptions, needs, motivations and preferences of your target customers with CUSTOMER INSIGHTS: UNLOCKING THE MIND OF THE MARKET. Companies that implement these strategies and tactics can expect to attract and retain more customers, grow their share of market, increase the productivity of their marketing efforts, and increase their profitability.


The Journal of Product Innovation Management

The Journal of Product Innovation Management

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  • Author: Product Development & Management Association
  • Publisher:
  • ISBN:
  • Category :
  • Languages : en
  • Pages : 656


The Innovator's Hypothesis

The Innovator's Hypothesis

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  • Author: Michael Schrage
  • Publisher: MIT Press
  • ISBN: 0262028360
  • Category : Business & Economics
  • Languages : en
  • Pages : 254

What is the best way for a company to innovate? That's exactly the wrong question.The better question: How can organizations get the maximum possible value from their innovationinvestments? Advice recommending "innovation vacations" and the luxury of failure may bewonderful for organizations with time to spend and money to waste. But this book addresses theinnovation priorities of companies that live in the real world of limits. They want fast, frugal,and high impact innovations. They don't just seek superior innovation, they want superiorinnovators. In The Innovator's Hypothesis, innovation expertMichael Schrage advocates a cultural and strategic shift: small teams, collaboratively--andcompetitively -- crafting business experiments that make top management sit up and take notice.Creativity within constraints -- clear deadlines and clear deliverables -- is what seriousinnovation cultures do. Schrage introduces the 5X5 framework: giving diverse teams of five people upto five days to come up with portfolios of five business experiments costing no more than $5,000each and taking no longer than five weeks to run. The book describes multiple portfolios of 5X5experiments drawn from Schrage's advisory work and innovation workshops worldwide. These includefinancial service approaches for improving customer service and addressing security challenges; apharmaceutical company's hypotheses for boosting regulatory compliance; and a diaper divisions'efforts to give babies and parents alike better "diapering experiences" withglow-in-the-dark adhesives, diagnostic capability, and bundled wipes. Schrage's5X5 is enterprise innovation gone viral: Successful 5X5s make people more effective innovators, andmore effective innovators mean more effective innovations.