Requirements driven market segmentation

Unfolding implementation in industrial market segmentation

“…customer relationships and interaction (Freytag & Clarke, 2001), internal relationships (Dibb & Simkin, 2000), segmentation teams (Brown, Shivashankar, & Brucker, 1989), and supplier resources (Flodhammer, 1988). This implies that there is something happening after the segmentation plan has been developed, which is essential for the understanding of the execution of such a plan, and thereby for the achievement of the desired outcome of competitive advantage.…”

“…Most concerned with this issue was the study by Dibb and Simkin (2000), who discussed implementation barriers, many of them hindering the effective Table 1 The sample of papers relevant for further study distributed by journal and year of publication. 1950-19591960-19691970-19791980-19891990-19992000 Journal Research agenda actioning of segmentation plans. 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.…”

Co-branding on industrial markets

“…Traditionally brands have been considered as the means of establishing a desired position in the minds of the customers that through perceived added values (Brown, Shivashanker, & Brucker, 1989) could attract loyal customers that willingly pay a price premium for the product or service (de Chernatony & McDonald, 2003). The majority of contemporary branding theories have been developed with an eye to consumer markets.…”

Going Beyond Customers – A Business Segmentation Approach Using Network Pictures to Identify Network Segments

“…some main segmentation variables used in these articles are customer characteristics such as size, volume or location, the customer decision-making unit, as well as buying decision process characteristics or the buying situation (Cardozo 1980, Crittenden, Crittenden, Muzyka 2002, Griffith and Pol 1994, Kalafatis and Cheston 1997. Needs-or benefit-based models have been widely applied, also in the supply chain literature (albert 2003, Bennion 1987, Brown, shivashankar, and Brucker 1989, Kluyver and Whitlark 1986, Moriarty and Reibstein 1986. Often nested (multi-step) models for segmentation are proposed , cheron and Kleinschmidt 1985, Dibb and simkin 1997, Plank 1985, and segmentation models have been related to the complexity of business market situations (Freytag and clarke 2001).…”