Urban Wallace Associates
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Using Research to Identify Purchase Logic

Customers and prospects will not tell you what their Purchase Logic is. In some measure this is because they do not know themselves. However, they also cannot be expected to take the time required to try. They are busy with their own businesses and lack the incentive to worry at length about how you could serve them better than your competitors. The lion's share of the work therefore rests on your shoulders.

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The Five Rules for Reliable Marketing Research

The purpose of customer research is to develop new knowledge about a market. In order to do this, surveys must be designed to gather accurate, reliable data about customer preferences. Then, the collected data must be tabulated so that it reveals information and analyzed to produce new insights.

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Matthew Holmresearch