Intuition can help in segmenting industrial markets

Industrial Marketing Management

Volumn 29, Issue 2, 2000, Pages 147-155

  Millier, Paul ^a  

^a EMLYON BUSINESS SCHOOL   (France)

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[No Author keywords available]

Indexed keywords

EID: 0034148395     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(98)00056-X     Document Type: Article

References (13)

1. Corey R. Industrial Marketing Strategy. Cases and Concepts:1975;Prentice-Hall, Englewood Cliffs, NJ.
2. Shapiro, B., and Bonoma, T.: La Segmentation des Marchés Industriels. Harvard l'Expansion (Automne), 37-45 (1984).
3. Saporta B. La segmentation en marketing industriel. Recherche et applications en marketing. 4:1987;39-52.
4. Shapiro B., Bonoma T. Segmenting the Industrial Market. 1987;Lexington Books, Lexington, MA.
5. Webster, F.: Industrial Marketing Strategy. J. Wiley & Sons, London, 1974.
6. Frank R., Massy W., Wind Y. Market Segmentation. 1972;Prentice Hall, Englewood Cliffs, NJ.
7. Wind Y., Cardozo R. Industrial Market Segmentation. Industrial Marketing Management. 7:1974;153-166.
8. Dorey, F., and Valla, J. P.: Pour un système de segmentation adapté à l'entreprise industrielle, Acte du 11e Séminaire International de Recherche en Marketing, IAE, Aix-en-Provence, 13-14 Janvier 1984.
9. Dorey, F., and Valla, J. P.: La Segmentation en Marketing Industriel, Club Marketing Industriel RA, IRE, Mars, Lyon, France, 1986.
10. Haley R.I. Benefit Segmentation. A Decision Oriented Research Tool Journal of Marketing. 32(July):1968;30-35.
11. Smadja Alain Segmenter Ses Marchés. Applications Pratique des Techniques de Segmentation dans le Marketing. 1988;Presses polytechnique romandes, Paris.
12. Millier, Paul: Développer les Marchés Industriels. Principes de Segmentation, DUNOD, Paris, 1995.
13. Bourdieu P., Chamboredon J.C., Passeron J.C. Le métier de sociologue. 1983;Ed Mouton, Paris, PAUL MILLIER is Professor at EM LYON (Lyon Graduate School of Business), where he teaches industrial marketing. He is also Head of Research at EM LYON and visiting professor at Cranfield School of Management, Cranfield University, United Kingdom. He has been conducting research on the marketing of technological innovation since 1982 in collaboration with most of the biggest French industrial firms (Saint-Gobain, Thomson, Elf Atochem, Total, and Schneider). He has conducted more than a hundred marketing studies in the mentioned companies and is adviser for a number of start-ups. Paul MILLIER has written three books: Le marketing des produits high-tech. Outils d'analyse, Editions d'Organisation, Paris, 1989 (also translated in Spanish.), Développer les marchés industriels. Principes de segmentation, Dunod, Paris, 1995, Stratégie et marketing de l'innovation technologique, Dunod, Paris, 1997. Also translated into English Marketing the unknown, J. Wiley & Sons, April, 1999.