Article (Scientific journals)
Industrial Market Segmentation by the Structure of the Purchasing Process
Choffray, Jean-Marie; Lilien, Gary L.
1980In Industrial Marketing Management, 9, p. 331-342
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Keywords :
Market segmentation; Industrial products; Market assessment
Abstract :
[en] This article presents a methodology for segmenting industrial markets on the basis of functional involvement in phases of the purchasing decision process. A decision matrix is developed as a structured measurement instrument to collect information about the composition of decision making units within target firms. The implication of this segmentation approach for industrial marketing strategy formulation are discussed.
Disciplines :
Marketing
Author, co-author :
Choffray, Jean-Marie ;  Université de Liège - ULiège > HEC-Ecole de gestion : UER > UER Opérations : Informatique décisionnelle
Lilien, Gary L.
Language :
English
Title :
Industrial Market Segmentation by the Structure of the Purchasing Process
Publication date :
1980
Journal title :
Industrial Marketing Management
ISSN :
0019-8501
eISSN :
1873-2062
Publisher :
Elsevier Science, New York, United States - New York
Volume :
9
Pages :
331-342
Peer reviewed :
Peer Reviewed verified by ORBi
Available on ORBi :
since 16 December 2014

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