Business to Business Market Segmentation

Industrial Marketing Management

Volumn 30, Issue 6, 2001, Pages 473-486

  Freytag, Per Vagn ^b   Clarke, Ann Højbjerg ^a  

^a UNIVERSITY OF SOUTHERN DENMARK   (Denmark)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0011085139     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(99)00103-0     Document Type: Article

References (33)

1. Kotler Philip Marketing Management. 1994;Prentice Hall International Editions, Upper Saddle River, NJ.
2. Plank Richard E. A Critical Review of Industrial Market Segmentation. Industrial Marketing Management. 14:1985;79-91.
3. Arndt Market Segmentation. 1974;Universitetsforlaget, Bergen Oslo Tromsø
4. Wind Yoram, Cardozo Richard Industrial Market Segmentation. Industrial Marketing Management. 3:1974;153-166.
5. Bonoma Thomas V., Shapiro Benson P. Evaluating Market Segmentation Approaches. Industrial Marketing Management. 13:1984;257-268.
6. Jackson Barbara Bond Build Customer Relationships that Last. Harvard Business Review. November-December:1985;120-128.
7. Womack, James P., Jones, Daniel T., and Roos, Daniel: The Machine that Changed the World: The Story of Lean Production. Rawson, New York, NY, 1991.
8. Håkansson Håkan, Snehota Evan Developing Relationships in Business Networks. 1995;Routledge, London.
9. Håkansson Håkan International Marketing and Purchasing of Industrial Goods. An Interaction Approach:1982;John Wiley and Sons, New York.
10. Shapiro Benson P., Bonoma Thomas V. How to Segment Industrial Markets. Harvard Business Review. May-June:1984;104-110.
11. Hutt J., Speeh W. Industrial Marketing Management. 1995;Dryton Press, New York.
12. Webster F., Wind Y. Organizational Buying Behavior. 1972;Prentice-Hall Inc, Englewood Cliffs, NJ.
13. Abratt Russell Market Segmentation Practices of Industrial Marketers. Industrial Marketing Management. 22:1993;79-84.
14. Choffray C., Lillien G.L. A New Approach to Industrial Market Segmentation. Sloan Management Review. Spring:1978;17-30.
15. Sheth J.N., Sharma A. Supplier Relationships - Emerging Issues and Challenges. Industrial Marketing Management. 26:1997;91-100.
16. Harmel L., Prahalad C.K. The Core Competence of the Corporation. Harvard Business Review. Spring:1990;79-91.
17. Blenkhorn L., Banting P.M. How Reverse Marketing Changes Buyer-Seller Roles. Industrial Management. 20:1991;185-191.
18. Hill R., Hillier T. Organizational Buying Behavior. 1978;McMillian Press Ltd, London.
19. Dwyer F., Suhrr P.H., Sejo O. Developing Buyer-Seller Relationships. Journal of Marketing. 51:1987;11-27.
20. Ford David The Development of Buyer-Seller Relationships in Industrial Markets. European Journal of Marketing. 14:1980;339-354.
21. Morgan Robert M., Hunt Shelly D. The Commitment-Trust Theory of Relationship Marketing. Journal of Marketing. 33:1994;20-28.
22. Guillet de Monthoux Pierre B.L. Organizational Mating and Industrial Marketing Conservatism - Some Reasons Why Industrial Marketing Managers Resist Marketing Theory. Industrial Marketing Management. 4:1975;26-36.
23. Wind Yoram, Thomas Robert J. Segmenting Industrial Markets. Advance in Business Marketing and Purchasing. 6:1994;59-82.
24. Dibb Sally, Simkin Lyndon Implementation Problems in Industrial Market Segmentation. Industrial Marketing Management. 23:1994;55-64.
25. Boardman Anthony E., Vining Aidan R. Defining Your Business Using Product-Customer Matrices. Long Range Planning. 29(1):1976;38-49.
26. Wind Yoram Issues and Advances in Segmentation Research. Journal of Marketing Research. XV:1978;317-337.
27. Hlavacek James D., Reddy N. Mohan Identifying and Qualifying Industrial Market Segments. European Journal of Marketing. 20:1986;9-21.
28. Fry Joseph N., Killing J. Peter Strategic Analysis and Action. 3rd Edition:1995;Prentice-Hall, Englewood Cliffs, NJ.
29. Chéron E.J., Kleinschmidt E.J. A Review of Industrial Market Segmentation Research and a Proposal for an Integrated Segmentation Framework. Research in Marketing. 2:1985;101-115.
30. Greenly Gordon E. Strategic Management. 1989;Prentice Hall International Ltd, London, UK.
31. Lund Jan F., Lorentzen Reidar Foretaks-strategi-Teori og praksi. 1992;Universitetsforlaget AS, Oslo.
32. Day George S. Strategic Market Planning. 1989;Prentice Hall International, London, UK.
33. Muralidharan Raman Strategic Control for Fast-Moving Markets. Updating the Strategy and Monitoring Performance Long Range Planning. 30:1997;64-73.