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ArticleSegmenting industrial markets

Rodney L. Griffith1994

Article1994

Segmenting industrial markets

Rodney L. Griffith · Louis G. Pol

73 citations·0/0 files stored·Industrial Marketing Management

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Customer churn and segmentation Marketing and Advertising Strategies Consumer Market Behavior and Pricing

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1983Segmenting the industrial market

Cited by

1995A Three-Stage Model of Industrial Trade Show Performance 1997Generalizing about Trade Show Effectiveness: A Cross-National Comparison 2004The complementary effect of trade shows on personal selling 2012MARKET SEGMENT EVALUATION AND SELECTION BASED ON APPLICATION OF FUZZY AHP AND COPRAS-G METHODS 2009Segmenting a market in the making: Industrial market segmentation as construction 2009Organizational resistance to performance‐enhancing technological innovations: a motivation‐threat‐ability framework 1998Balancing Theory and Practice 2016Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function

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1985Risk Handling Strategies in Industrial Vendor Selection Decisionsarticle · 1 shared reference 1989Embedded Influence Patterns in Organizational Buying Systemsarticle · 1 shared reference 1994Getting closer and nicer: partnerships in the supply chainarticle · 1 shared reference 1997Classification of industrial services: A model with strategic implicationsarticle · 1 shared reference 1992Segmenting Customers in Mature Industrial Marketsarticle · 1 shared reference 1990Segmentation of Markets Based on Customer Servicearticle · 1 shared reference

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Year1994

Typearticle

Published1994-02-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations73

Files0 public / 0

ShelfCustomer churn and segmentation

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doi10.1016/0019-8501(94)90025-6

openalex_workW1995253491

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