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Erratum (1986)ErratumEuropean Journal of Marketing (1991)European Journal of MarketingValue-based strategies for industrial products (1981)Value-based strategies for in…Industrial Marketing Research (1980)Industrial Marketing ResearchIndustrial market segmentation by the structure of the purchasing process (1980)Industrial market segmentatio…An Approach to Normative Segmentation (1978)An Approach to Normative Segm…Industrial market segmentation (1974)Industrial market segmentationIndustrial buying and creative marketing (1967)Industrial buying and creativ…How Marketing Managers Use Market Segmentation: An Exploratory Study (2014)How Marketing Managers Use Ma…Uncovering Customer Profitability Segments for Business Customers (2012)Uncovering Customer Profitabi…Segmenting the energy market: problems and successes (2011)Segmenting the energy market:…Bridging Industrial Segmentation Theory and Practice (2009)Bridging Industrial Segmentat…Exploring the Construct of Segmentation Effectiveness: Insights from International Companies and Experts (2008)Exploring the Construct of Se…Marktsegmentierung (2002)MarktsegmentierungIllusions of marketing planners (2001)Illusions of marketing planne…Normative Models and Practical Applications of Segmentation in Business Markets (1997)Normative Models and Practica…Developing a decision tool for identifying operational and attractive segments (1995)Developing a decision tool fo…Targeting Policy as a Competitive Strategy for European Inward Investment Agencies (1994)Targeting Policy as a Competi…Markt- und Kundensegmentierung in dynamischer Betrachtungsweise (1990)Markt- und Kundensegmentierun…SEGMENTING THE GLOBAL MARKET FOR INDUSTRIAL GOODS: ISSUES AND IMPLICATIONS (1988)SEGMENTING THE GLOBAL MARKET …Psychographics: A Critical Review (1975)Issues and Advances in Segmentation Research (1978)Mail and Telephone Surveys (1979)An intra‐ and inter‐organisational perspective on industrial segmentation (2008)Going Beyond Customers – A Business Segmentation Approach Using Network Pictures to Identify Network Segments (2009)Competitive Arena Mapping: Market Innovation Using Morphological Analysis in Business Markets (2012)Organizational Buying Behavior (1973)Market segmentation (1987)The Impact of Internet Use on Business-to-Business Marketing (2000)Conceptualizing and communicating value in business markets: From value in exchange to value in use (2018)A Model of Industrial Buyer Behavior (1973)Segmentation of Markets Based on Customer Service (1990)Segmenting a market in the making: Industrial market segmentation as construction (2009)Supplier segmentation using fuzzy logic (2013)Multinational Marketing Management (1975)THE GLOBALIZATION OF MARKETS (1983)Can Advertising be Standardized Among Similar Countries? A Cluster-Based Analysis (1991)On the way towards developing a global screening model (1996)Global convergence of consumer spending: Conceptualization and propositions (2018)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)The Competitive Advantage of Nations (1990)The Competitive Advantage of Nations (1991)Regional competitiveness, localised learning, and policy (1999)Localized Learning and Policy: Academic Advice on Enhancing Regional Competitiveness through Learning (2001)Taking Care of Business: Aftercare and the State — Multinational Enterprise Nexus in Wales (2001)A Cluster Analysis Study of Financial Ratios and Industry Characteristics (1972)Approaches to Market Segmentation Analysis (1976)A new approach to market segmentation (1977)Strategic and operational market segmentation: a managerial analysis (1993)Criteria guiding segmentation implementation: reviewing the evidence (1999)Discrete and Continuous Representations of Unobserved Heterogeneity in Choice Modeling (1999)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Antecedents and consequences of trust and satisfaction in buyer‐seller relationships (1998)A review of methods supporting supplier selection (2001)Game theory in marketing science uses and limitations (1986)Defining Product Value in Industrial Markets (1991)Rethinking the Emergence of Relationship Marketing (2008)Managing Business Relationships by Analyzing the Effects and Value of Different Actions (1999)Business Marketing Comes of Age: A Comprehensive Review of the Literature (2000)Understanding Customer Value in Business-to-Business Relationships (2005)How Smaller Born-Global Firms Use Networks and Alliances to Overcome Constraints to Rapid Internationalization (2006)The Role of Hubs in the Adoption Process (2009)“PLS-SEM: indeed a silver bullet” – retrospective observations and recent advances (2022)
this work references cited by second hop

References

  • 1967Industrial buying and creative marketing994 cited
  • 1991European Journal of Marketing839 cited
  • 1974Industrial market segmentation255 cited
  • 1981Value-based strategies for industrial products151 cited
  • 1978An Approach to Normative Segmentation95 cited
  • 1980Industrial market segmentation by the structure of the purchasing process84 cited
  • 1980Industrial Marketing Research44 cited

Cited by

  • 1988SEGMENTING THE GLOBAL MARKET FOR INDUSTRIAL GOODS: ISSUES AND IMPLICATIONS66 cited
  • 1994Targeting Policy as a Competitive Strategy for European Inward Investment Agencies66 cited
  • 1997Normative Models and Practical Applications of Segmentation in Business Markets35 cited
  • 1995Developing a decision tool for identifying operational and attractive segments27 cited
  • 2014How Marketing Managers Use Market Segmentation: An Exploratory Study22 cited
  • 2009Bridging Industrial Segmentation Theory and Practice21 cited
  • 2008Exploring the Construct of Segmentation Effectiveness: Insights from International Companies and Experts20 cited
  • 2012Uncovering Customer Profitability Segments for Business Customers16 cited

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

  • 2001Illusions of marketing planners14 cited
  • 2011Segmenting the energy market: problems and successes9 cited
  • 2002Marktsegmentierung9 cited
  • 1990Markt- und Kundensegmentierung in dynamischer Betrachtungsweise9 cited