Segmenting the Industrial Market
Author | : Thomas V. Bonoma |
Publisher | : Free Press |
Total Pages | : 126 |
Release | : 1984 |
Genre | : Business & Economics |
ISBN | : 9780669094695 |
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Author | : Thomas V. Bonoma |
Publisher | : Free Press |
Total Pages | : 126 |
Release | : 1984 |
Genre | : Business & Economics |
ISBN | : 9780669094695 |
Author | : Thomas V. Bonoma |
Publisher | : Gower Publishing Company, Limited |
Total Pages | : 126 |
Release | : 1983-01-01 |
Genre | : Industrial market |
ISBN | : 9780669065787 |
Author | : Art Weinstein |
Publisher | : Psychology Press |
Total Pages | : 268 |
Release | : 2004 |
Genre | : Business & Economics |
ISBN | : 9780789021571 |
This is a practical how-to guide to what marketers need to know about defining, segmenting and targeting business markets: assessing customer needs; gauging the competition; designing winning strategies; and maximising corporate resources.
Author | : Jean Marie Choffray |
Publisher | : New York : Wiley |
Total Pages | : 320 |
Release | : 1980 |
Genre | : Business & Economics |
ISBN | : |
Author | : Jean-Marie Choffray |
Publisher | : Forgotten Books |
Total Pages | : 52 |
Release | : 2018-01-29 |
Genre | : Business & Economics |
ISBN | : 9780267132034 |
Excerpt from A New Approach to Industrial Market Segmentation Market segmentation strategies are often used successfully in consumer markets. A procedure is presented here which segments industrial markets on the basis of the purchasing process in buying organizations. A measure ment tool, called a decision matrix, is developed and used in a segmenta tion procedure based on cluster analysis. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
Author | : Philippe Malaval |
Publisher | : Springer Science & Business Media |
Total Pages | : 600 |
Release | : 2013-11-12 |
Genre | : Business & Economics |
ISBN | : 3319013548 |
This book presents an overall picture of both B2B and B2C marketing strategies, concepts and tools, in the aeronautics sector. This is a significant update to an earlier book successfully published in the nineties which was released in Europe, China, and the USA. It addresses the most recent trends such as Social Marketing and the internet, Customer Orientation, Project Marketing and Con current Engineering, Coopetition, and Extended Enterprise. Aerospace Marketing Management is the first marketing handbook richly illustrated with executive and expert inputs as well as examples from parts suppliers, aircraft builders, airlines, helicopter manufacturers, aeronautics service providers, airports, defence and military companies, and industrial integrators (tier-1, tier-2). This book is designed as a ready reference for professionals and graduates from both Engineering and Business Schools.
Author | : Sara Dolnicar |
Publisher | : Springer |
Total Pages | : 332 |
Release | : 2018-07-20 |
Genre | : Business & Economics |
ISBN | : 9811088187 |
This book is published open access under a CC BY 4.0 license. This open access book offers something for everyone working with market segmentation: practical guidance for users of market segmentation solutions; organisational guidance on implementation issues; guidance for market researchers in charge of collecting suitable data; and guidance for data analysts with respect to the technical and statistical aspects of market segmentation analysis. Even market segmentation experts will find something new, including an approach to exploring data structure and choosing a suitable number of market segments, and a vast array of useful visualisation techniques that make interpretation of market segments and selection of target segments easier. The book talks the reader through every single step, every single potential pitfall, and every single decision that needs to be made to ensure market segmentation analysis is conducted as well as possible. All calculations are accompanied not only with a detailed explanation, but also with R code that allows readers to replicate any aspect of what is being covered in the book using R, the open-source environment for statistical computing and graphics.
Author | : Jean-Marie Choffray |
Publisher | : Forgotten Books |
Total Pages | : 66 |
Release | : 2018-02-22 |
Genre | : Business & Economics |
ISBN | : 9780484068321 |
Excerpt from Methodology for Segmenting Industrial Markets: On the Basis of Buying Center Composition Markets, whether industrial or consumer, are heterogeneous. Customers have different needs, constraints, and incentives to satisfy them. As a theory, market segmentation is concerned with grouping poten tial customers into sets that are homogeneous in response to some elements of the marketing mix. This homogeneity of response allows refinement in the development of marketing strategy. A segmentation basis is a criterion according to which potential customers are grouped. The choice of this criterion is critical. The Optimum segmentation basis is that which minimizes the ratio of within segment variance to across segment variance for the response or behavioral variable of interest. Historically, due to the difficulty and cost of transportation, marketers addressed geographically concentrated groups of customers (geographic segmentation basis). Demographic differences age, education, family size) among customers are often associated with different consumption patterns and are used for segmentation as well (demographic segmentation basis). Recent developments in the theory of buyer behavior and in the measurement of customer attitudes have permitted even finer analysis (psychographic segmentation basis). Frank et al. (14) provide a comprehensive review of these develop ments. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
Author | : Ross Brennan |
Publisher | : SAGE |
Total Pages | : 409 |
Release | : 2010-10-20 |
Genre | : Business & Economics |
ISBN | : 1446247783 |
The Second Edition of this bestselling B2B marketing textbook offers the same accessible clarity of insight, combined with updated and engaging examples. Each chapter contains a detailed case study to further engage the reader with the topics examined. - Featuring updated case studies and a range of new examples. - Incorporating additional coverage of B2B branding and the B2B strategic marketing process, and issues of sustainability. - Extended coverage of Key Account Management - Online lecturer support including PowerPoint slides and key web links Drawing on their substantial experience of business-to-business marketing as practitioners, researchers and educators, the authors make this exciting and challenging area accessible to advanced undergraduate and to postgraduate students of marketing, management and business studies. Praise for the Second Edition: 'I found that the first edition of Brennan, Canning and McDowell's text was excellent for raising students' awareness and understanding of the most important concepts and phenomena associated with B2B marketing. The second edition should prove even more successful by using several new case studies and short 'snapshots' to illustrate possible solutions to common B2B marketing dilemmas, such as the design and delivery of business products and services, the selection of promotional tools and alternative routes to market. The new edition also deals clearly with complex issues such as inter-firm relationships and networks, e-B2B, logistics, supply chain management and B2B branding' - Michael Saren, Professor of Marketing, University of Leicester 'This textbook makes a unique contribution to business-to-business teaching: not only does it provide up-to-date cases and issues for discussion that reach to the heart of business-to-business marketing; it also brings in the latest academic debates and makes them both relevant and accessible to the readers. A fantastic addition to any library or course' - Dr Judy Zolkiewski, Senior Lecturer in Business-to-Business Marketing, Manchester Business School 'The advantage of the approach taken by Brennan and his colleagues is that this book manages to convey both the typical North American view of B2B marketing as the optimisation of a set of marketing mix variables, and the more emergent European view of B2B Marketing as being focused on the management of relationships between companies. This updated second edition sees the addition of a number of 'snapshots' in each chapter that bring the subject alive through the description of current examples, as well as some more expansive end-of-chapter case studies. It is truly a most welcome addition to the bookshelves of those students and faculty interested in this facet of marketing' - Peter Naudé, Professor of Marketing, Manchester Business School 'The strength of this text lies in the interconnection of academic theory with real world examples. Special attention has been given to the role that relationships play within the Business-to business environment, linking these to key concepts such as segmentation, targeting and marketing communications, which importantly encompasses the role personal selling as relationshipmmunications building and not just order taking. With good coverage of international cultural differences this is a valuable resource for both students of marketing and sales' - Andrew Whalley, Lecturer in Business-to-Business Marketing, Royal Holloway University of London 'The text provides an authoritative, up-to-date review of organisational strategy development and 'firmographic' market segmentation. It provides a comprehensive literature review and empiric examples through a range of relevant case studies. The approach to strategy formulation, ethics and corporate social responsibility are especially strong' - Stuart Challinor, Lecturer in Marketing, Newcastle University 'This revised second edition offers an excellent contemporary view of Business-to-Business Marketing. Refreshingly, the text is packed with an eclectic mix of largely European case studies that make for extremely interesting reading. It is a 'must read' for any undergraduate or postgraduate Marketing student' - Dr Jonathan Wilson, Senior Lecturer, Ashcroft International Business School, Anglia Ruskin University, Cambridge
Author | : Malcolm McDonald |
Publisher | : Bloomsbury Publishing |
Total Pages | : 393 |
Release | : 1998-06-17 |
Genre | : Business & Economics |
ISBN | : 1349265918 |
This is a major revision of the highly successful first edition of Market Segmentation. In today's marketplace, effectively segmenting the market in order to target profitable customers is key to many companies' own profitability and growth. First published in 1995, this book was the first of its kind to help practitioners tackle this issue head on, providing step-by-step guidance through the difficult terrain of market segmentation. Since its publication the authors have further extended their experience, working with numerous international companies successfully segmenting their markets, experience which is reflected in this edition. Market Segmentation, 2nd edition is written in an even more accessible style and incorporates valuable lessons learnt from working with a wide range of companies in a variety of markets over many years. Containing a new worked case study, this book provides practical guidance to the subject and is a must-read for all business professionals.