New millennium, new segments: Moving towards the segment of one?

Journal of Strategic Marketing

Volumn 9, Issue 3, 2001, Pages 193-213

  Dibb, Sally ^a  

^a UNIVERSITY OF WARWICK   (United Kingdom)

Author keywords

Customer relationship management; Customer centric marketing; Market segmentation; One to one marketing; Segment of one

Indexed keywords

EID: 0037611882     PISSN: 0965254X     EISSN: 14664488     Source Type: Journal    
DOI: 10.1080/713775742     Document Type: Article

References (106)

1. Adams, N.R., Dogramaci, O., Gangopadhyay, A. and Yesha, R. (1999) Electronic Commerce: Technical, Business and Legal Issues. New Jersey: Pearson.
2. Adelman, M.B., Ahuvia, A. and Goodwin, C. (1994) Beyond smiling: social support and service quality. In R. Rust and R. Oliver (eds) Service Quality: New Directions in Theory and Practice. Thousand Oak, CA: Sage Publications.
3. Allan, S. and Chudry, F. (2000) The Internet - a fad or a fundamental for relationship marketing. Journal of Database Marketing 8(1), 73-86.
4. Bateson, J.E.G. (1995) Managing Services Marketing. Text and Readings. Fort Worth: The Dryden Press.
5. Beane, T.P. and Ennis, D.M. (1987) Market segmentation: a review. European Journal of Marketing 21(5), 20-42.
6. Beck, R. (2000) Forrester: e-retailers will bust. Associated Press News Report 12 April.
7. Belk, R.W. (1975) Situational variables and consumer behavior. Journal of Consumer Research 2, 157-64.
8. Bellis-Jones, R. (1989) Customer profitability analysis. Management Accounting February, 26-8.
9. Berger, P.D. and Nash, N.I. (1998) Customer life-time value: marketing models and applications. Journal of Interactive Marketing 12, 17-30.
10. Blattberg, R.C. and Deighton, J. (1996) Manage marketing by the customer equity test. Harvard Business Review July-August, 136-44.
11. Blattberg, R.C. and Sen, S.K. (1976) Market segments and stochastic brand choice models. Journal of Marketing Research 13, 34-45.
12. Bonoma, T.V. and Clark, B.H. (1988) Marketing Performance Assessment. Boston: Harvard Business School Press.
13. Buzzell, R. and Gale, B. (1987) The PIMS Principle: Linking Strategy to Performance. New York: Free Press.
14. Chaffey, D., Mayer, R., Johnston, K. and Ellis-Chadwick, F. (2000) Internet Marketing. Harlow: Pearson Education.
15. Charan, R. and Colvin, G. (1999) Why CEOs fail. Fortune 21 June, 68-80.
16. Choffray, J.-M. and Lilien, G.L. (1980) Marketing Planning for New Industrial Products. New York: John Wiley.
17. Curtis, J. (1999) What is the future for UK shopping? Marketing 4 November, 31-2.
18. Deshpande, R., Farley, J.U. and Webster Jr., F.E. (1993) Corporate culture, customer orientation and innovativeness in Japanese firms: a quadrad analysis. Journal of Marketing 57, 23-38.
19. Dibb, S. (1999) Market segmentation: strategies for success. Marketing Intelligence and Planning 16(7), 394-406.
20. Dibb, S. and Simkin, L. (1996) The Market Segmentation Workbook: Target Marketing for Marketing Managers. London: ITBP.
21. Dibb, S. and Simkin, L. (1997) A program for implementing market segmentation. Journal of Business and Industrial Marketing 12(1), 51-65.
22. Dibb, S. and Stern, P. (1995) Questioning the reliability of market segmentation techniques. OMEGA 23(6), 625-36.
23. Dickson, P.R. (1982) Person-situation: segmentation’s missing link. Journal of Marketing 46, 56-64.
24. Doyle, P. (1995) Marketing in the new millennium. European Journal of Marketing 29(13), 23-41.
25. Foley, D., Gordon, G.L., Schoebachler, D.D. and Spellman, L. (1997) Understanding consumer database marketing. Journal of Consumer Marketing 14(1), 5-19.
26. Frank, R.E., Massy, W.F. and Wind, Y. (1972) Market Segmentation. Englewood Cliffs: Prentice Hall.
27. Gale, B. (1992) Monitoring Customer Satisfaction and Market-perceived Quality. Chicago: American Marketing Association.
28. Geller, L.K. (1998) The Internet: the ultimate relationship marketing tool. Direct Marketing 61(5), 36-8.
29. Gilmore, J.H. and Pine II, B.J. (1997) The four faces of mass customization. Harvard Business Review 75, 91-101.
30. Green, P.E. (1977) A new approach to market segmentation. Business Horizons 20, 61-73.
31. Gross, A.C., Banting, P.M., Meredith, L.N. and Ford, I.D. (1993) Business Marketing. Boston: Houghton Mifflin.
32. Gummesson, E. (1999) Total Relationship Marketing. Oxford: Butterworth-Heinemann.
33. Haley, R.I. (1968) Benefit segmentation: a decision oriented research tool. Journal of Marketing 32, 30-5.
34. Haley, R.I. (1984) Benefit segmentation - 20 years later. Journal of Consumer Marketing 5-13.
35. Harris, K., Baron, S. and Parker, C. (2000) Understanding the consumer experience: it’s good to talk. Journal of Marketing Management 16(1), 111-27.
36. Hemsley, S. (2000) Keeping customers. Marketing Week 16 March, 39-41.
37. Hooley, G.J. (1980) The multivariate jungle: the academic’s playground but the manager’s minefield. European Journal of Marketing 14(7), 379-86.
38. Howell, R.A. and Soucy, S.R. (1990) Customer profitability - as critical as product profitability. Management Accounting October, 43-7.
39. Jardine, A. (2000) Iceland rebrand to build on-line sales. Marketing 23 March, 1.
40. Jenkinson, A. (1995) Valuing Your Customers: From Quality Information to Quality Relationship Through Database Marketing. London: McGraw-Hill.
41. Kotler, P. (1988) Marketing Management. Englewood Cliffs: Prentice Hall.
42. Kotler, P. (2000) Marketing Management. Englewood Cliffs: Prentice Hall.
43. Littler, D. (1992) Market segmentation. in M.J. Baker (ed.) Marketing Strategy and Management. London: Macmillan, pp. 90-103.
44. Loudon, D. and Della Bitta, A.J. (1984) Consumer Behavior: Concepts and Applications. London: McGraw-Hill.
45. Lovelock, C.H. (1996) Services Marketing. Englewood Cliffs: Pearson.
46. McDonald, M. (1995) Marketing Plans. Oxford: Butterworth-Heinemann.
47. McDonald, M. and Dunbar, I. (1995) Market Segmentation. Basingstoke: Macmillan Press Ltd.
48. McKenna, R. (1993) Relationship Marketing: Successful Strategies for the Age of the Customer. Reading, MA: Addison-Wesley.
49. Meadows, M. and Dibb, S. (1998) Assessing the implementation of market segmentation in retail financial services. The International Journal of Service Industry Management 9(3), 266-85.
50. Mitchell, A. (2000a) Databases don’t add up to one-to-one marketing. Marketing Week 16 March, 34-5.
51. Mitchell, A. (2000b), Why service is king in the world of net marketing. Marketing Week 3 February, 34-5.
52. Mitchell, A. (2000c) Balance of brand power tips to ‘wired’ consumers. Marketing Week 6 January, 28-9.
53. Mitchell, A. (2000d) In one-to-one marketing, which ‘one’ comes first? Interactive Marketing 1(4), 354-67.
54. Moller, K. and Halinen, A. (2000) Relationship marketing theory: its roots and direction. Journal of Marketing Management 16(1), 29-54.
55. Murphy, C. (2000) Brit pop wakes up to net revolution. Marketing 16 March, 15.
56. Nash, E. (1995) Direct Marketing: Strategy, Planning, Execution. New York: McGraw-Hill.
57. O’Malley, L., Patterson, M. and Evans, M. (1999) Exploring Direct Marketing. London: Thomson Learning.
58. Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1985) A conceptual model of service quality and its implications for future research. Journal of Marketing 49, 41-50.
59. Payne, A. (1993) The Essence of Services Marketing. Hemel Hempstead: Pearson.
60. Payne, A., Christopher, M., Clark, M. and Peck, M. (1998) Relationship Marketing for Competitive Advantage. Oxford: Butterworth-Heinemann.
61. Pearson, S. (1999) The real challenge of being direct: a strategic and operational road map for customer relationship marketing. Interactive Marketing 1(2), 165-76.
62. Peppers, D. and Rogers, M. (1993) The One-to-one Future. London: Piatkus.
63. Peppers, D. and Rogers, M. (1999) The One-to-one Manager. New York: Currency Doubleday.
64. Peppers, D., Rogers, M. and Dorf, B. (1999) Manager’s toolkit: is your company ready for one-to-one marketing. Harvard Business Review 77, 151-61.
65. Peterson, R.A., Balasubramanian, S. and Bronnenber, B.J. (1997) Exploring the implications of the Internet for consumer marketing. Journal of the Academy of Marketing Science 25(4), 329-46.
66. Phillips, L., Chang, D.R. and Buzzell, R. (1983) Product quality, cost and business performance: a test of some key hypotheses. Journal of Marketing 47, 26-43.
67. Piercy, N. (1997) Market-led Strategic Change. Oxford: Butterworth-Heinemann Ltd.
68. Piercy, N. (1998) Marketing implementation: the implications of marketing paradigm weaknesses for the strategy execution process. Academy of Marketing Science Journal 26(3), 222-36.
69. Piercy, N.F. and Morgan, N.A. (1993) Strategic and operational market segmentation: a managerial analysis. Journal of Strategic Marketing 1, 123-40.
70. Pine, J. (1993) Mass Communication. Boston: Harvard University Press.
71. Postma, P. (1998) The New Marketing Era: Marketing to the Imagination in a Technology-driven World. New York: McGraw-Hill.
72. Ramsey, R.P, Siegal, C.F. and Marshall, G.W. (1999) Web-based shopping versus other shopping modes: when given a choice, what do consumers prefer. American Marketing Association Winter Educators’ Conference Proceedings, Florida, USA, pp. 44-50.
73. Rapp, S. and Collins, T. (1991) The Great Marketing Turnaround. Englewood Cliffs, NJ: Prentice Hall.
74. Reed, D. (2000a) Payback time. Marketing Week 20 January, 43-9.
75. Reed, M. (2000b) Why the future will be wireless. Marketing 3 February, 23-3.
76. Reichheld, F. (1993) Loyalty-based management. Harvard Business Review 71, 64-74.
77. Reichheld, F. and Sasser Jr., W.E. (1990) Zero defections: quality comes to services. Harvard Business Review 68, 105-11.
78. Roberts, J.H. (2000) Developing new rules for new markets. Journal of the Academy of Marketing Science 28(1), 31-44.
79. Ryan, C. (2000) One-to-one marketing: Panacea or pipe-dream for business marketers? Business-to-Business Marketing, 48-53.
80. Shapiro, B.P, Rangan, V.K., Moriarty, R.T. and Ross, E.B. (1987) Manage customers for profits (not just sales). Harvard Business Review September-October.
81. Shaw, R. (1999) Measuring, managing and improving the performance of CRM. Interactive Marketing 1(1), 44-58.
82. Shepard, D. (1995) The New Direct Marketing: How to Implement a profit-driven Database Marketing Strategy. New York: Irwin.
83. Sheth, J.N., Banwari, M. and Newman, B. (1999) Customer Behavior: Consumer Behavior and Beyond. New York: Dryden.
84. Sheth, J.N., Sisodia, R.S. and Sharma, A. (2000) Customer-centric marketing. Journal of the Academy of Marketing Science 28(1), 55-66.
85. Simkin, L. (2000) Delivering effective marketing planning. Journal of Targeting, Measurement and Analysis for Marketing 8(4), 335-50.
86. Simon, C.J. and Sullivan, M.W. (1993) The measurement and determinants of brand equity: a financial approach. Marketing Science 12(1), 27-52.
87. Smith, W. (1956) Product differentiation and market segmentation as alternative marketing strategies. Journal of Marketing 21, 3-8.
88. Srivastava, R.K., Shervani, T.A. and Fahey, L. (1998) Market based assets and shareholder value: a framework for analysis. Journal of Marketing 62, 2-18.
89. Sleight, P. (1997) Targeting Customers. Henley-on-Thames: NTC Publications.
90. Stone, M. and Shaw, R. (1988) Database Marketing. Aldershot: Gower.
91. Storbacka, K. (1997a) The Nature of Customer Relationship Profitability. Analysis of Relationships and Customer Bases in Retail Banking. Helsingfors: Swedish School of Economics and Business Administration.
92. Storbacka, K. (1997b) Segmentation based on customer profitability - retrospective analysis of retail bank customer bases. Journal of Marketing Management 13, 479-92.
93. Tapp, A. (1998) Principles of Direct and Database Marketing. London: Financial Times Pitman.
94. Tauber, E.M. (1972) Why do people shop? Journal of Marketing 36, 47-8.
95. Thomas, R. (2000) How to create trust in the net. Marketing 2 March, 35.
96. Waldo, C.N. (1973) What’s bothering marketing chiefs most? Segmenting. Advertising Age 4 June, 77.
97. Wang, P. and Spiegel, T. (1994) Database marketing and its measurements of success: designing a managerial instrument to calculate the value of repeat customer base. Journal of Direct Marketing 8(2), 73-81.
98. Webber, R. (1999) Adapting DM analysis and segmentation practice to the challenge of one-to-one marketing and multi-channel communications. Journal of Targeting, Measurement and Analysis for Marketing 8(1), 21-33.
99. Wedel, M. and Kamakura, W. (2000) Market Segmentation: Conceptual and Methodological Foundations. Boston: Kluwer Academic Publishers.
100. Weinstein, A. (1994) Market Segmentation. New York: McGraw-Hill.
101. Whitfield, P. and Michalczyk, I. (2000) Marketing principles hold true in web age. Marketing 30 March, 17.
102. Wind, Y. (1978) Issue and advances in segmentation research. Journal of Marketing Research 15, 317-37.
103. Woodruffe, H.R. (1997) Compensatory consumption: why women go shopping when they’re fed up and other stories. Marketing Intelligence and Planning 15(7).
104. Young, S., Ott, L. and Feigin, B. (1978) Some practical considerations in market segmentation. Journal of Marketing Research 15, 405-12.
105. Zeithaml, V. (2000) Service quality, profitability, and the economic worth of customers: what we know and what we need to learn. Journal of the Academy of Marketing Science 28(1), 67-85.
106. Zeithaml, V. and Bitner, J. (1996) Services Marketing. New York: McGraw-Hill.