Industrial Market Segmentation by the Structure of the Purchasing Process

[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 :

Pages :

331-342

Peer reviewed :

Peer Reviewed verified by ORBi

Available on ORBi :

since 16 December 2014

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