In this 18-page paper, author Gord Hotchkiss examines differing buyer roles, the identified risk control mechanisms, and the relative effect of a vendor's credibility and positioning. The paper also presents a mapping process for marketers to gain the necessary external perspective on their products, marketplace, and business buyers in order to more effectively reach and engage their potential customers.

In this second paper of the BuyerSphere series, we look at the power of face-to-face when businesses sell to other businesses. As a company engages with prospects, there are numerous ways to leverage online marketing, digital correspondence, and face-to-face meetings.

In this third paper of the BuyerSphere series, find out what kinds of search terms indicate the intent to purchase, as well as typical website scanning methods used by your customers depending on where they are in the buying funnel. This white paper also explains the significance of price and value as opposed to legacy when choosing a vendor.

This white paper includes never before seen eye tracking results on how to maximize the effectiveness of email follow up, as well as the typical order of scanning on a website page.

Enquiro's BuyerSphere research found a very interesting difference in behavior between those under the age of 30 and those over 30. They interacted with online in significantly different ways. The under-30's used social media and internet messaging more. The over-30's relied more on email. Under-30's experimented with online crowd sourcing. Over-30's still depended on traditional face-to-face bonding.

In this paper, you'll learn about the complex interplay between page elements such as top sponsored links, OneBox results, organic results and side sponsored ads. You'll learn in detail how our eyes move around the page, how we scan listings, what catches our eye and what motivates us to click on one listing over another.

This white paper examines the question of whether Yahoo! and MSN users interact with search results in the same way as Google users. It attempts to explain some of the differences in search behavior noticed on Yahoo! and MSN and delves into the factors that appear to influence the way in which users interact with search results.

With the use of heatmaps, Enquiro Research shows how webpage graphics can act as either a barrier or a gateway to essential information. Can graphics prevent user navigation? Do graphics coax users towards essential website information? Does multimedia coax users into a website or trap them?

Enquiro Research continues to explore visual barriers on web pages, this time specifically on search engine results pages (SERP's). Can white space divide a page? Do local listings enable vertical scanning of the page? How do Wikipedia listings affect the way we search a page?

Comparing the two search engines predominantly used by Chinese searchers - Baidu and Google.cn - Enquiro conducted an eye tracking study with Chinese students to answer how Search user interaction can differ between cultures, languages and reading patterns. How do Google and Baidu compare? And how do Chinese searchers use organic vs. paid listings?

Digital Natives (usually 30 and under) are those of us who have grown up immersed in technology, Digital Immigrants have adopted technology at a later date, but were not developmentally immersed in it. Experientially, there are significant differences between the two groups in the ways they look at life, work and themselves.

Business to business (B2B) advertisements which are relevant to their context can lift purchasing intent amongst viewers by up to 36% above a non-relevant placement. This finding comes from a new study commissioned by Google which examines high-level B2B purchasers and effectiveness of Internet advertising as it relates to brand, messaging and recall.

Using Honda as a test brand, this first-of-its-kind online study conducted by Enquiro and commissioned by Google sought to quantify the branding impact of differing brand listing placements on the search results page. The research discovered a significant correlation between companies in the top organic and sponsored ad placements and consumer brand affinity, brand recall and purchase intent.

Based on Enquiro's B2B Survey 2007, this new 60-page report identifies one of the major players in business-to-business purchase decisions: the technical buyer. Distributors' websites, microsites, trade shows and vertical search are all measured and assessed as it relates to the B2B marketer.

The results of an intensive focus group research project held in February, 2004. It's been recognized as ground breaking research by many industry experts, including Danny Sullivan, editor of Searchenginewatch.com and Anne Holland, editor of MarketingSherpa. The 30 page report has discovered some startling findings about the way consumers search.

Complementary research to the previously released "Inside the Mind of the Searcher." This 59 page detailed research paper, conducted in January and February of 2004, surveyed respondents on search engine usage.

Leading search experts were interviewed in 2007 to speculate on what search engines may look like in the future, including personalization and universal search. What do the next three years hold for the world of search? Will the search results page in 2010 look similar to what we saw in 2007?

This white paper is a high level overview of how business-to-business search behavior is influenced by the role of the buyer and the phase of the buying cycle. Data was collected online in March 2007 and included over 1000 business-to-business respondents.

The purpose of this survey was to provide insight in how search might be used on business-to-business transactions and to determine the similarities and differences with consumer search behavior.