By Andrew Dalglish - 3rd June 2015
In his latest blog for the Market Research Society’s news and insight hub Research Live, Circle Research’s Andrew Dalglish explores why business-to-business companies need research just as much as consumer-facing ones…
The research industry is full of dichotomies: qualitative and quantitative; domestic and international; B2C and B2B. There’s no value judgement within these pairings. Each side of the coin meets a different need and requires a different skill set. However, while there might not be a conceptual value judgement, there is a commercial one. This is especially stark when B2C is compared with B2B. ESOMAR estimates that a whopping 16 times more is spent on B2C research than B2B (the Global Market Research 2014 Report estimates that 6% of global research spend is on B2B).
Are there 16 consumer companies for every one ‘industrial’ company? No, in fact the opposite is true. Behind every single consumer product sit many, many B2B products.
Take a humble tin of Heinz Baked Beans…
Read the rest of the article on Research-Live.com
Find out more about Circle Research’s B2B research services here.
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Generate and test new B2B product and service concepts
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Improve customer satisfaction and loyalty
Map the B2B buying journey and drivers of supplier choice
Map the B2B market structure and profile competitors
Market research design and methods
Segment based on behaviours, needs and attitudes
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Andrew has specialised in B2B research for over a decade and co-founded Circle Research in 2006. He is a columnist for B2B Marketing Magazine, a regular contributor to Research Live and frequent speaker at leading events such as the B2B Leaders Forum, Customer Experience Live and the Social Media World Forum. Andrew is a Chartered Member of the MRS, teaches the MRS B2B research course and holds an MA in Psychology from Aberdeen University alongside an MSc in Marketing from Strathclyde University.
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