Forbes.com, Bitpipe study examines white paper usage

According to the study, which was conducted by market research company Insight Express, 63% of survey participants said they use white papers or case studies to evaluate technology products and services.

The study also found that after reading a white paper or case study, 78% of all respondents passed it on to a colleague.

Also, 93% of respondents said high-quality vendor white papers positively influenced a company's image

But what really matters is "Does it make them want to buy?" Yep - they help in that area too! 57% said that the reading of white paper content influenced thier purchase decision (let's feel good about this and think that a positive impression was made).