Business markets; Industrial segmentation; Decision matrix
Abstract :
[en] This paper presents a methodology to segement industrial markets on the basis of the purchasing process in buying organisations. It proposes a measurement tool, called a decision matrix, and associated statistical methods to perform such analyses.
Disciplines :
Marketing
Author, co-author :
Choffray, Jean-Marie ; Université de Liège - ULiège > HEC-Ecole de gestion : UER > UER Opérations : Informatique décisionnelle
