Market Segmentation in Practice: Review of Empirical Studies, Methodological Assessment, and Agenda for Future Research

Foedermayr, Eva K.; Diamantopoulos, Adamantios

doi:10.1080/09652540802117140

Cited by 81 publications

(75 citation statements)

References 53 publications

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“…With modifi cations, this study ' s model can be applied to other relationship contexts. This provides further insight into segmentation strategy as Dibb 21 and Foedermayr and Diamantopoulos 23 suggested. Second, this article segments pet owners into three distinct groups based on their demographic and socioeconomic background.…”

Section: Future Studies Limitations and Conclusionmentioning

confidence: 72%

A cluster analysis examination of pet owners’ consumption values and behavior – segmenting owners strategically

Chen¹,

Hung²,

Peng

2012

J Target Meas Anal Mark

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The industry of pet-related products and services has increased 10 times since the late 1990s, yet little is known about how pet owners consume pet-related services, let alone how best to segment owners into distinctive groups and market petrelated products to them strategically. To examine the segments within this market, this study forms its framework by incorporating factors from human -pet relationships, consumption values, information search behaviors and retail selection preferences. The main study included 578 Taiwanese pet owners. By using pet-related services, this research identifi ed three segments of pet owners through cluster analysis. With this study ' s fi ndings, the owners ' characteristics are elaborated with potential strategic implications for the service industry. The contributions of this research ' s fi ndings are discussed in light of recent consumer studies literature.

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Section: Future Studies Limitations and Conclusionmentioning

confidence: 72%

A cluster analysis examination of pet owners’ consumption values and behavior – segmenting owners strategically

Chen¹,

Hung²,

Peng

2012

J Target Meas Anal Mark

View full text Add to dashboard Cite

show abstract

“…30 years later the most recent market segmentation review article suggests status quo. Foedermayr and Diamantopoulos (2008) review 19 empirical studies focusing on firms' segmentation practices. Turning to implementation issues, they state that "surprisingly… the literature offers little practical help and guidance to marketers who are seeking to implement the market segmentation process in their firms" (p. 256).…”

Section: Review Of Market Segmentation Reviewsmentioning

confidence: 99%

“…Barriers such as poor internal communications between functions, lack of confidence in segmentation exercise, and lack of staff hindered organizations from converting plans into action. Foedermayr and Diamantopoulos (2008) added further to this discussion, emphasizing the need for formulating actions that are tangible and usable for marketing and sales personnel. Modifying organizational culture, distribution, sales force set-up etc.…”

Section: From Analysis-plan To Plan-action Conversionmentioning

confidence: 99%

“…Synthesizing the above findings, it is evident that implementation has received limited attention in the segmentation literature and that the implementation centered part of the literature contains very little empirical work. Hence, the thesis that how segmentation should be conducted dominates studies on how it is actually conducted (Foedermayr & Diamantopoulos, 2008) seems to hold true for implementation studies also.…”

Section: Coverage Of Implementationmentioning

confidence: 99%

“…A major challenge is connected to executives failing to change and adapt organizational structures to support segmentation strategies (Foedermayr & Diamantopoulos, 2008;Meadows & Dibb, 1998;Piercy & Morgan, 1993). Companies tend to hold on to existing structures such as product, territory, or industry specific units, despite the adoption of new customer segments, based on criteria that cut across these groupings, generating coordination problems, inefficiency, and failure in responding to customer needs (Abratt, 1993;Dibb & Simkin, 1994;.…”

Section: Organizationmentioning

confidence: 99%

See 2 more Smart Citations

Unfolding implementation in industrial market segmentation

Boejgaard

Ellegaard

2010

Industrial Marketing Management

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Individual differences in consumer value for mass customized products

Hunt

Radford

Evans

2013

J of Consumer Behaviour

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Mass customized products, compared with mass marketed alternatives, offer advantages for optimizing performance outcomes, improving aesthetic appeal, and matching products' symbolic meanings with consumers' expressive desires. Despite having identified these value drivers for mass customized products, extant research has not connected those value drivers to individual differences among consumers. As a result, researchers' and practitioners' abilities to predict consumer value for mass customized products remain limited. This study advances and tests a model of individual differences associated with the perceived value of a customized product and mediated by involvement and perceived risk. A field survey administered to a sample of 240 participants provided data to test the model. Path analysis using structural equations modeling suggests that consumer value for mass customized products differs according to individual differences in need for uniqueness, need for optimization, and centrality of visual product aesthetics. Results also suggest that product category involvement and perceived risk are informative theoretical perspectives from which to study consumer value for mass customized products. The findings hold implications for how firms should approach the design of mass customization toolkits and how they should structure marketing communications promoting mass customized products.

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Market Segmentation in Practice: Review of Empirical Studies, Methodological Assessment, and Agenda for Future Research

Cited by 81 publications

References 53 publications

A cluster analysis examination of pet owners’ consumption values and behavior – segmenting owners strategically

A cluster analysis examination of pet owners’ consumption values and behavior – segmenting owners strategically

Unfolding implementation in industrial market segmentation

Individual differences in consumer value for mass customized products

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