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Benefit segmentation in industrial markets
14 references·16 citing·33 second hop
Benefit segmentation in industrial markets (1986)Benefit segmentation in industrial marketsEnvironmental Uncertainty and Buying Group Structure: An Empirical Investigation (1979)Environmental Uncertainty and…Issues and Advances in Segmentation Research (1978)Issues and Advances in Segmen…Assessing Response to Industrial Marketing Strategy (1978)Assessing Response to Industr…Market Segment Response to the Marketing Decision Variables (1974)Market Segment Response to th…Industrial market segmentation (1974)Industrial market segmentationAn Exploratory Assessment of Situational Effects in Buyer Behavior (1974)An Exploratory Assessment of …Organizational Buying Behavior (1973)Organizational Buying BehaviorMarketing Management: Analysis, Planning and Control (1973)Marketing Management: Analysi…A Model of Industrial Buyer Behavior (1973)A Model of Industrial Buyer B…A Comparative Analysis of Attitudinal Predictions of Brand Preference (1973)A Comparative Analysis of Att…Determinant Buying Attitudes: Meaning and Measurement (1968)Determinant Buying Attitudes:…Benefit Segmentation: A Decision-Oriented Research Tool (1968)Benefit Segmentation: A Decis…Consumer Behavior as Risk Taking (1960)Consumer Behavior as Risk Tak…Product Differentiation and Market Segmentation as Alternative Marketing Strategies (1956)Product Differentiation and M…Analyzing the Applications of Customer Lifetime Value (CLV) based on Benefit Segmentation for the Banking Sector (2014)Analyzing the Applications of…Segmenting a market in the making: Industrial market segmentation as construction (2009)Segmenting a market in the ma…Niche firms and marketing strategy (2009)Niche firms and marketing str…Segmenting business‐to‐business markets: a micro‐macro linking methodology (2008)Segmenting business‐to‐busine…Segmentation analysis for industrial markets (2002)Segmentation analysis for ind…Managing intraorganizational diffusion of innovations (2002)Managing intraorganizational …A new research agenda for business segmentation (2002)A new research agenda for bus…Hedonic Price Methods and the Structure of High-Technology Industrial Markets (2001)Hedonic Price Methods and the…Development and Implementation of a Segment Selection Procedure for Industrial Product Markets (1999)Development and Implementatio…Managing Intraorganizational Diffusion of Technological Innovations (1998)Managing Intraorganizational …Balancing Theory and Practice (1998)Balancing Theory and PracticeEvaluating alternative segmentation strategies in standard industrial markets (1995)Evaluating alternative segmen…MIPS—managing industrial positioning strategies (1994)MIPS—managing industrial posi…Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers (1993)Attributes and Behaviors of S…How to identify differences between market segments with attribute analysis (1990)How to identify differences b…Relationship management: Managing the selling and the buying interface (1986)Relationship management: Mana…An Information Processing Theory of Consumer Choice (1979)A Means-End Chain Model Based on Consumer Categorization Processes (1982)A Means-End Chain Model Based on Consumer Categorization Processes (1982)Understanding Heterogeneous Preferences in Random Utility Models: A Latent Class Approach (2002)Advances in Consumer Research (2025)The social psychology of organizing (1969)Designing Complex Organizations (1973)Handbook of Industrial and Organizational Psychology. 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this work references cited by second hop

References

  • 1973Marketing Management: Analysis, Planning and Control2,439 cited
  • 1956Product Differentiation and Market Segmentation as Alternative Marketing Strategies1,909 cited
  • 1960Consumer Behavior as Risk Taking1,879 cited
  • 1978Issues and Advances in Segmentation Research921 cited
  • 1968Benefit Segmentation: A Decision-Oriented Research Tool893 cited
  • 1973A Model of Industrial Buyer Behavior883 cited
  • 1973Organizational Buying Behavior640 cited
  • 1974An Exploratory Assessment of Situational Effects in Buyer Behavior571 cited
  • 1968Determinant Buying Attitudes: Meaning and Measurement381 cited
  • 1979Environmental Uncertainty and Buying Group Structure: An Empirical Investigation273 cited
  • 1974Industrial market segmentation255 cited
  • 1978Assessing Response to Industrial Marketing Strategy167 cited
  • 1973A Comparative Analysis of Attitudinal Predictions of Brand Preference149 cited
  • 1974Market Segment Response to the Marketing Decision Variables102 cited

Cited by

  • 1986Relationship management: Managing the selling and the buying interface124 cited

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2009
Segmenting a market in the making: Industrial market segmentation as construction
91 cited
  • 2002A new research agenda for business segmentation73 cited
  • 1998Managing Intraorganizational Diffusion of Technological Innovations73 cited
  • 2009Niche firms and marketing strategy70 cited
  • 2002Segmentation analysis for industrial markets63 cited
  • 1998Balancing Theory and Practice58 cited
  • 2014Analyzing the Applications of Customer Lifetime Value (CLV) based on Benefit Segmentation for the Banking Sector57 cited
  • 1994MIPS—managing industrial positioning strategies40 cited
  • 1995Evaluating alternative segmentation strategies in standard industrial markets40 cited
  • 2002Managing intraorganizational diffusion of innovations36 cited
  • 1999Development and Implementation of a Segment Selection Procedure for Industrial Product Markets29 cited
  • 2001Hedonic Price Methods and the Structure of High-Technology Industrial Markets27 cited
  • 1993Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers26 cited
  • 2008Segmenting business‐to‐business markets: a micro‐macro linking methodology25 cited
  • 1990How to identify differences between market segments with attribute analysis24 cited