Sign Up Now
Get instant access to over 1 million+ study documents
OR
Already registered? click here to login
By creating your account, you agree to our terms of service, privacy policy and student honor code.
Research Strategy
In defining the research strategy to determine the best possible multichannel strategy for selling the JINI into the U.S. market, a combination of primary and secondary data needs to be collected. One of the most important critical success factors for creating a profitable B2B strategy is qualifying distributors, dealers and channel partners with regard to their service expertise (Raddats, Easingwood, 2010). Second is finding those distributors who have insights into how they can sell effectively to retailers, mass merchandisers and smaller offices (Stanley, Wojcik, 2005). JINI needs to set service quality as one of its most importation criterion for evaluating potential new resellers, distributors and dealers who can reach the 228M computer users in the U.S. The research strategy to accomplish this is as follows with secondary research being used to define the overall requirements followed by primary research including interviews with members of the distribution channel.
Secondary Research
First Stage: Define the research objectives of the entire research project including the definition of multichannel distributors, dealers and resellers and most critical success factors for the JINI product introduction.
Second Stage: Collect and aggregate secondary studies of PC users who spend over 50% of their time on their computers and who have a medium to high level of disposable income.
Third Stage: Capture secondary data on each of the potential distribution channels and build a statistical model showing...
Test the questionnaire and ensure it is representative of the factors being tracked.
Phase 3: Complete the survey with respondents online and when possible, in person.
Phase 4: Analysis of the survey results and definition of the distribution strategy and product introduction plan.
References
Bonvissuto, K. (2009). Specialty eyewear has never looked so good. Ophthalmology Times, 34(12), 37-38,41.
Farres, R. (2012). Optimal pricing models in B2B organizations. Journal of Revenue and Pricing Management, 11(1), 35-39.
Grobart, S. (2013, Feb 04). Browsing the web will become more like using an app. Business Week,, 1.
Irving, H.B. (2001). The trusted advisor revealed. Consulting to Management, 12(2), 35-37.
Institutional market -- a market segmentation term that refers to defining markets by the demographics of public and private institutions first, and often by purchasing role second. Role-based segmentation in institutional markets is often used to better understand the needs and preferences of customers. Modified rebuy -- a sourcing or procurement strategy relied on by organizations to purchase goods from different suppliers or to modify the product attributes to reflect the
(Marketing Pros: B2B vs. B2C Marketing) At present in excess of 700 B2B markets are either carrying their business or in the pipeline. Even though B2Bs are positively anticipated to clock sales of $5 trillion by 2004, the latest slowdown in the online business-to-consumer market has put some doubts into a sector which on other fronts is a promising sector. (Harbour, 2001) In the thinking pattern of individuals performing the
All these aspects of a B2B transaction, when consistently executed on, create a level of trust that becomes one of the strongest and most unassailable differentiators there are in a market. Companies occupying the second highest layer, Collaborating, are using portals and other Internet-based tools to maximize information sharing and co-development of strategies and the co-sharing of communications tools and ultimately platforms. Security, DRM and digital signature strategies all aimed
E-Marketing Strategies at Apple Orchestrating rapid new product development cycles that in many cases deliver products and services that create new markets, while at the same ensuring the continual strengthening and fidelity of a global brand is a daunting strategic challenge. Incorporating the most effective approaches to Integrated Marketing Communications (IMC) strategies today across a spectrum of established and emerging e-marketing channels must be managed with goals in mind first,
2.0 Strategic Situation Analysis In order to understand the nature of aircraft manufacture at Boeing, it is important to have a clear vision of how outsourcing plays into the manufacture of aircraft. Let us use the example of Boeing's Dreamliner. The following illustration explains how outsourcing plays a key role in Boeing's business strategy. These represent TIER 1 suppliers. Figure 1. Source http://seekingalpha.com/article/17727-boeing-s-outsourcing-for-the-787-dreamliner From here, the parts go to the plant in Everett and
Supply Chain at Ford vs. Dell Supply Chain Management -- SCM is fundamentally a process that entails the flow and conversion of materials and other resources into products and services, which fulfill the demands of the ultimate consumer. Supply Chains are considered as regards processes, activities and organization. The processes link the activities which carry out this transformation. Processes focus towards the end product for an end user in mind. The