Unfolding implementation in industrial market segmentation

Boejgaard, John; Ellegaard, Chris

doi:10.1016/j.indmarman.2010.06.004

Cited by 35 publications

(28 citation statements)

References 54 publications

(102 reference statements)

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“…This policy is a major issue for managers in view of the importance of revenue and profit for organizations. In turn, many studies have investigated this policy; for example, Boejgaard and Ellegaard () stressed the importance of market segmentation strategy. They assessed three main challenging factors linked to implementation of market segmentation, which include organization, motivation, and adaptation.…”

Section: Introduction and Literature Reviewmentioning

confidence: 99%

Coordination of a two‐echelon supply chain in presence of market segmentation, credit payment, and quantity discount policies

Taleizadeh

Rabiei

Noori-daryan

2018

Int Trans Operational Res

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In today's competitive business markets, a revenue optimization method is always one of the most crucial issues ahead of commercial supply chains so that it is utilized by the managers to improve their profitability. On the other hand, enhancing coordination and collaboration between the chains' members has taken a vital role in increasing their efficiency and profitability. Thus, managers tend to employ/design marketing and coordinating incentive mechanisms using the revenue optimization method, as the most influential tools, to motivate the purchasers to order more and subsequently increase their market share. Here, this issue is studied in a two-echelon supply chain by designing incentive contracts in order to evaluate the profit of organizations and enterprises and assess the best contract, which causes the highest profit, as the main goal of the businesses. In this study, a pricing-inventory model is developed for a single-item two-echelon supply chain consisting of a manufacturer and a retailer in the presence of three different scenarios. In the first scenario, a credit payment (delay-in-payment) contract is considered between the chain members. In the second scenario, we studied a market segmentation policy in which the market demand is divided into price and quality oriented customers' demand while a quantity discount contract is assumed as the third one. The profit of supply chain under these new conditions is computed by some numerical examples and then the effects of cost parameters on the decision variables and the profit are analyzed.

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Section: Introduction and Literature Reviewmentioning

confidence: 99%

Coordination of a two‐echelon supply chain in presence of market segmentation, credit payment, and quantity discount policies

Taleizadeh

Rabiei

Noori-daryan

2018

Int Trans Operational Res

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“…From then on more than 1800 papers on segmentation have been published in peer-reviewed scientifi c journals (Boejgaard et al, 2010). Despite the size of segmentation literature, however, only few papers have focused on B2B segmentation compared to B2C (1), on customer-driven segments compared to product-driven segments (2), on unobservable segmentation bases compared to observable bases (3), and fi nally on predictability of segmentation bases compared to their identifi ability (4).…”

Section: Introductionmentioning

confidence: 99%

Do Culture-based Segments Predict Selection of Market Strategy?

Jadczaková¹

2015

Acta Univ. Agric. Silvic. Mendelianae Brun.

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Academists and practitioners have already acknowledged the importance of unobservable segmentation bases (such as psychographics) yet still focusing on how well these bases are capable of describing relevant segments (the identifi ability criterion) rather than on how precisely these segments can predict (the predictability criterion). Therefore, this paper intends to add a debate to this topic by exploring whether culture-based segments do account for a selection of market strategy. To do so, a set of market strategy variables over a sample of 251 manufacturing fi rms was fi rst regressed on a set of 19 cultural variables using canonical correlation analysis. Having found signifi cant relationship in the fi rst canonical function, it was further examined by means of correspondence analysis which cultural segments -if any -are linked to which market strategies. However, as correspondence analysis failed to fi nd a signifi cant relationship, it may be concluded that business culture might relate to the adoption of market strategy but not to the cultural groupings presented in the paper.

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“…In 1956 Wendell Smith pioneered the defi nition of market segmentation for marketing purposes and since then more than 1800 articles in the scientifi c journals have been published (Boejgaard et al, 2010). Conceptually, market segmentation in its broader context means partitioning of customers into segments, within which customers of similar needs are likely to exhibit similar behavior and hence to respond alike to the marketing mix (Weinstein, 2004, p. 4).…”

Section: Introduction and Objectivesmentioning

confidence: 99%

Review of segmentation process in consumer markets

Jadczaková¹

2013

Acta Univ. Agric. Silvic. Mendelianae Brun.

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JADCZAKOVÁ VERONIKA: Review of segmentation process in consumer markets. Acta Universitatis Agriculturae et Silviculturae Mendelianae Brunensis, 2013, LXI, No. 4, pp. 1215-1224 Although there has been a considerable debate on market segmentation over fi ve decades, attention was merely devoted to single stages of the segmentation process. In doing so, stages as segmentation base selection or segments profi ling have been heavily covered in the extant literature, whereas stages as implementation of the marketing strategy or market defi nition were of a comparably lower interest. Capitalizing on this shortcoming, this paper strives to close the gap and provide each step of the segmentation process with equal treatment. Hence, the objective of this paper is two-fold. First, a snapshot of the segmentation process in a step-by-step fashion will be provided. Second, each step (where possible) will be evaluated on chosen criteria by means of description, comparison, analysis and synthesis of 32 academic papers and 13 commercial typology systems. Ultimately, the segmentation stages will be discussed with empirical fi ndings prevalent in the segmentation studies and last but not least suggestions calling for further investigation will be presented. This seven-step-framework may assist when segmenting in practice allowing for more confi dential targeting which in turn might prepare grounds for creating of a diff erential advantage.

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Unfolding implementation in industrial market segmentation

Cited by 35 publications

References 54 publications

Coordination of a two‐echelon supply chain in presence of market segmentation, credit payment, and quantity discount policies

Coordination of a two‐echelon supply chain in presence of market segmentation, credit payment, and quantity discount policies

Do Culture-based Segments Predict Selection of Market Strategy?

Review of segmentation process in consumer markets

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