A program for implementing market segmentation

Journal of Business and Industrial Marketing

Volumn 12, Issue 1, 1997, Pages 51-65

  Dibb, Sally ^a   Simkin, Lyndon ^a  

^a UNIVERSITY OF WARWICK   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0007037541     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858629710157931     Document Type: Article

References (34)

1. Assael, H. and Roscoe, A.M. Jr (1976), "Approaches to market segmentation analysis," Journal of Marketing, No. 40, October, pp. 67-76.
2. Beane, T.P. and Ennis, D.M. (1987), "Market segmentation: a review," European Journal of Marketing, No. 21, pp. 20-42.
3. Blattberg, R. and Sen, S.K. (1976), "Market segments and stochastic brand choice models," Journal of Marketing Research, No. 13, February, pp. 34-45.
4. Blattberg, R.C., Buesing, T., Peacock, P. and Sen, S. (1978), "Identifying the deal-prone segment," Journal of Marketing Research, No. 15, August, pp. 369-77.
5. Bonoma, T.V. (1985), The Marketing Edge: Making Strategies Work, Free Press, New York, NY.
6. Bonoma, T.V. and Shapiro, B.P. (1983), Segmenting the Industrial Market, Lexington Books, Lexington MA.
7. Cheron, E.J. and Kleinschmidt, E.J. (1985), "A review of industrial market segmentation research and a proposal for an integrated segmentation framework," International Journal of Research in Marketing, No. 2, pp. 101-15.
8. Choffray, J-M. and Lilien, G.L. (1987), "A new approach lo industrial market segmentation," Sloan Management Review, Spring, pp. 17-29.
9. Dibb, S. and Simkin, L. (1994), "Segments, sectors or just customers: the problems of segmenting industrial markets," Industrial Marketing Management, Vol. 23 No. 1, pp. 55-63.
10. Dibb, S. and Simkin, L. (1996), The Market Segmentation Workbook, Routledge/ITBP, London.
11. Dibb, S., Simkin, L., Pride, W. and Ferrell, O.C. (1994), Marketing: Concepts & Strategies, Houghton Mifflin, Boston MA.
12. Frank, R., Massy, W. and Wind, Y. (1972), Market Segmentation, Prentice-Hall, Englewood Cliffs, NJ.
13. Garda, R.A. (1981), "Strategic segmentation: how to carve niches for growth in industrial markets," Management Review, August, pp. 13-22.
14. Green, P.E. and Carmone, F.J. (1977), "Segment congruence analysis: a method for analysing among alternative bases for market segmentation," Journal of Consumer Research, No. 3, . March, pp. 217-22.
15. Greenberg, M. and McDonald, S.S. (1989), "Successful needs/benefits segmentation: a user's guide," Journal of Consumer Marketing, No. 6, Summer, pp. 29-36.
16. Hammermesh, R.G., Anderson, M.J. and Harris, J.E. (1978), "Strategies for low market share businesses," Harvard Business Review, No. 56, May-June, p. 98.
17. Hlavacek, J.D. and Reddy, N.M. (1986), "Identifying and qualifying industrial market segments," European Journal of Marketing, No. 20, pp. 8-21.
18. Hooley, G.J. and Saunders, J. (1993), Competitive Positioning: The Key To Marketing Strategy, Prentice-Hall, New York, NY.
19. Johnson, H. and Flodhammer, A. (1980), "Some factors in industrial market segmentation," Industrial Marketing Management, No. 9, pp. 201-05.
20. Kalwani, M.U. and Morrison, D.G. (1977), "A parsimonious description of the Hendry system," Management Science, No. 23, January, pp. 466-77.
21. Kotler, P. (1980 and 1991), Marketing Management: Analysis, Planning, Implementation and Control, Prentice-Hall, New York, NY, 1991.
22. Laughlin, J.L. and Taylor, C.R. (1991), "An approach to industrial market segmentation," Industrial Marketing Management, No. 20, pp. 127-36.
23. McDonald, M.H.B. (1989), Marketing Plans. How to Prepare Them: How to Use Them, Butterworth-Heinemann, Oxford.
24. Piercy, N., "Diagnosing and solving implementation problems in strategic planning,"Journal of General Management, Vol. 15 No. 1, pp. 19-38.
25. Piercy, N. (1992), Market-led Strategic Change, Butterworth-Heinemann, Oxford.
26. Piercy, N. and Peattie, K.J. (1988), "Matching marketing strategies to corporate culture: the parcel and the wall," Journal of General Management, Vol. 13 No. 4, pp. 33-44.
27. Plank, R. (1983), "A critical review of industrial market segmentation," Industrial Marketing Management, No. 14, pp. 79-91.
28. Powers, T.L. (1991), Modern Business Marketing: A Strategic Planning Approach to Business and Industrial Markets, West Publishing, St Paul, MN.
29. Saunders, J.A. (1980), "Cluster analysis for market segmentation," European Journal of Marketing, No. 14, pp. 422-35.
30. Webster, F.E. (1991), Industrial Marketing Strategy, J. Wiley, New York, NY.
31. Weitz, B. and Wensley, R. (1988), Readings in Strategic Marketing: Analysis, Planning and Implementation, Dryden Press, Chicago, IL.
32. White, P.D. (1992), "Market segmentation: overcoming the problems to capitalise on the promises," Bank Marketing, March, pp. 28-33.
33. Wind, Y. (1978), "Issues and advances in segmentation research," Journal of Marketing Research, No. 15, August, pp. 317-37.
34. Wind, Y. and Cardoza, R. (1974), "Industrial market segmentation,"Industrial Marketing Management, No. 3, pp. 133-66.