Journal ArticleDOI
Segmenting B2B Technology Markets via Psychographics: An Exploratory Study
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TLDR
In this article, the authors examined how marketing executives employ psychographics as part of their target marketing strategy in business technology markets and found that psychographic thinking without formal analysis was a commonly used strategy evidenced by 59% of the companies.Abstract:
This article examines how marketing executives employ psychographics as part of their target marketing strategy in business technology markets. In spite of the increased attention in the recent business-to-business segmentation literature, psychographics is not used as a major segmentation dimension (only one in five companies used this base). Psychographic thinking without formal analysis, however, was a commonly used strategy evidenced by 59% of the companies. While there was no difference in target marketing success found between formal and informal psychographics, both approaches fared significantly better than firms not bringing a psychographic mindset to their segmentation strategy. Firmographic and demographic variables did not impact the use of organizational psychographics. Motivation, relationship and risk variables were used by marketing managers as psychographic inputs. Implications for management practice and a research agenda for segmentation scholars are presented.read more
Citations
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Journal ArticleDOI
Rethinking Business Segmentation: A Conceptual Model and Strategic Insights
Art Weinstein,Herbert Brotspies +1 more
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Exploring relationship variables and Information and Communication Technologies use in industrial segmentation
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References
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TL;DR: In this paper, the authors present a framework for closing the gap between results promised and results delivered, with a focus on the three core processes of any business together: people, strategy and operations.
Journal ArticleDOI
Psychographics: A Critical Review:
TL;DR: In this paper, case histories of five somewhat different uses of psychographic research are presented, and the status of research in this field is reviewed, and a review of the state of the art is given.
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Managing Customer Relationships: A Strategic Framework
Don Peppers,Martha Rogers +1 more
TL;DR: In this article, the authors present the basic building blocks of IDIC and trust for managing customer relationships, and the payoff of using Mass Customization to build Learning Relationships, and optimize around the customer to measure the success of customer-based initiatives.