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Journal ArticleDOI

Industrial market segmentation

Yoram Wind, +1 more
- 01 Mar 1974 - 
- Vol. 3, Iss: 3, pp 153-165
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TLDR
A conceptual approach to the segmentation of industrial markets together with results from an exploratory survey of current segmentation practices in industry and two examples to encourage appropriate use of market segmentation in planning and control of marketing strategies are presented.
About: 
This article is published in Industrial Marketing Management.The article was published on 1974-03-01. It has received 251 citations till now. The article focuses on the topics: Market segmentation.

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Book ChapterDOI

The Social Responsibility of Business Is to Increase Its Profits

Milton Friedman
TL;DR: When I hear businessmen speak eloquently about the social responsibilities of business in a free-enterprise system, I am reminded of the wonderful line about the Frenchman who discovered at the age of 70 that he had been speaking prose all his life as mentioned in this paper.
Journal ArticleDOI

Issues and Advances in Segmentation Research

Yoram Wind
- 01 Aug 1978 - 
TL;DR: The author reviews the current status and recent advances in segmentation research, covering segmentation problem definition, research design considerations, data collection approaches, data analysis procedures, and data interpretation and implementation.
Journal ArticleDOI

Environmental Uncertainty and Buying Group Structure: An Empirical Investigation:

Robert E. Spekman, +1 more
- 21 Jan 1979 - 
TL;DR: In this paper, a conceptual and a methodological framework for examining organizational buying behavior from a multiperson level of analysis is presented, focusing on those organizational members who buy products from multiple vendors.
Journal ArticleDOI

The Impact of Internet Use on Business-to-Business Marketing

George J. Avlonitis, +1 more
- 01 Sep 2000 - 
TL;DR: In this paper, the authors document the role of the Internet in business-to-business marketing and identify market-oriented activities that are affected by the use intensity of the internet.
Journal ArticleDOI

Market Segmentation and Positioning in Specialized Industrial Markets

Peter Doyle, +1 more
- 21 Jan 1985 - 
TL;DR: In this paper, the authors describe how companies in basic industries are shifting to speciality products in an effort to boost growth and profits, but such moves require often unfamiliar marketing skills, especially in segmentation.