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  • Author or Editor: T. Keszey x
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In the future, competitors will have more and more opportunities to buy the same information; therefore the companies’ competitiveness will not primarily depend on how much information they possess, but rather on how they can “translate” it to their own language. This study aims to examine those factors that have the most significant impact on the degree to which market studies are utilised by companies. Most of the work in this area has studied the use of information in strategic decisions a priori. This paper — while reflecting on the findings of research on organisational theories of information processing — aims to bridge this gap. It proposes and tests a new conceptual framework that examines the use of managerial market research information in decision-making and knowledge creation within one single model. Collected survey data, including all the top-income business enterprises in Hungary indicate that market research findings are efficiently incorporated into the marketing information system only if the marketing manager has trust in the researcher, and believes that the market study is of high quality. Decision-makers are more likely to learn from market studies facilitating the resolution of some specific problem than descriptive studies of a more general nature.

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The research focuses on the application of the Internet in three major areas: sales, purchasing and advertising, which, from a marketing point of view, are the most relevant activities in a company. It is argued that by the end of the 1990s in Hungary Internet-related business activities had become new and increasingly important areas of competition - and this observation holds even though the penetration of the Internet amongst the Hungarian population remains low, so that consumer fears are major obstacles to the more widespread use of this type of media. In this research, the “supply side” of business activities is investigated - that is, companies. In this article (which relies on a large-scale representative national survey carried out in 2000), there will first of all be provided an overview of the intensity of Internet usage among Hungarian companies in relation to marketing activity. Second, based on cutting-edge international literature, the possible factors in the model which determine Internet usage in companies' purchasing, sales and advertising activities will be outlined. Finally, there is an empirical testing of the given model on a representative sample of Hungarian companies.

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