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ArticleBenefit segmentation in industrial markets

Rowland T. Mariorty1986

Article1986

Benefit segmentation in industrial markets

Rowland T. Mariorty · David J. Reibstein

75 citations·0/0 files stored·Journal of Business Research

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Customer churn and segmentation Customer Service Quality and Loyalty Consumer Market Behavior and Pricing

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References

1973Marketing Management: Analysis, Planning and Control 1956Product Differentiation and Market Segmentation as Alternative Marketing Strategies 1960Consumer Behavior as Risk Taking 1978Issues and Advances in Segmentation Research 1968Benefit Segmentation: A Decision-Oriented Research Tool 1973A Model of Industrial Buyer Behavior 1973Organizational Buying Behavior 1974An Exploratory Assessment of Situational Effects in Buyer Behavior

Cited by

1986Relationship management: Managing the selling and the buying interface 2009Segmenting a market in the making: Industrial market segmentation as construction 2002A new research agenda for business segmentation 1998Managing Intraorganizational Diffusion of Technological Innovations 2009Niche firms and marketing strategy 2002Segmentation analysis for industrial markets

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1995Evaluating alternative segmentation strategies in standard industrial marketsarticle · 7 shared references 1985A critical review of industrial market segmentationarticle · 6 shared references 1985A review of industrial market segmentation research and a proposal for an integrated segmentation frameworkarticle · 5 shared references 2008Managing risks in organizational purchasing through adaptation of buying centre structure and the buying processarticle · 5 shared references 1986Segmenting a business market for a professional servicearticle · 5 shared references 1984Coalitions in organizational buyingarticle · 5 shared references

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Year1986

Typearticle

Published1986-12-01

VenueJournal of Business Research

ISSN-L0148-2963

Languageen

Citations75

Files0 public / 0

ShelfCustomer churn and segmentation

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doi10.1016/0148-2963(86)90009-3

openalex_workW2074594068

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1998

Balancing Theory and Practice

2014Analyzing the Applications of Customer Lifetime Value (CLV) based on Benefit Segmentation for the Banking Sector