To Segment or Not to Segment? An Investigation of Segmentation Strategy Success Under Varying Market Conditions

Australasian Marketing Journal

Volumn 13, Issue 1, 2005, Pages 20-35

  Dolnicar, Sara ^a   Freitag, Roman ^a   Randle, Melanie ^a  

^a UNIVERSITY OF WOLLONGONG   (Australia)

Author keywords

Market condition influences; Market segmentation; Simulation

Indexed keywords

EID: 58149180687     PISSN: 14413582     EISSN: None     Source Type: Journal    
DOI: 10.1016/S1441-3582(05)70065-3     Document Type: Article

References (77)

1. Abbey J.R. Does life-style profiling work?. Journal of Travel Research 1979, 18:8-14.
2. Aldenderfer M.S., Blashfield R.K. Cluster Analysis, Sage Series on Quantitative Applications in the Social Sciences 1984, Sage Publications, Beverly Hills.
3. Ansari A., Economides N., Ghosh A. Competitive positioning in markets with nonuniform preferences. Marketing Science 1994, 13:248-273.
4. Bailey K.D. Typologies and Taxonomies: An Introduction to Classification Techniques, Sage University Paper Series on Quantitative Applications in the Social Sciences 1994, Sage, Thousand Oaks.
5. Ballou D.P., Pipkin J.S. Competitive strategies: A cognitive choice model. Omega 1980, 8(1):53-62.
6. Baumann, R., 2000. Marktsegmentierung in den Sozialund Wirtschaftswissenschaften: eine Metaanalyse der Zielsetzungen und Zugänge, Diploma thesis at Vienna University of Economics and Management Science, Vienna.
7. Buchta C., Dolnicar S., Reutterer T. A Nonparametric Approach to Perceptions-Based Market Segmentation: Applications, Series: Interdisciplinary Studies in Economics and Management 2000, Volume II. Springer, Berlin.
8. Buchta, C., and Mazanec, J., 2001. SIMSEG/ACM - a simulation environment for artificial consumer markets. Working Paper Series of the SFB " Adaptive Information Systems and Modelling in Economics and Management Science" , No. 79.
9. Buchta C., Mazanec J.A., Schuster U., Wockl J. Building Artificial Consumer Markets. Adaptive Systems and Modelling in Economics and Management Science 2004, Springer, Vienna-New York. A. Taudes (Ed.).
10. Carpenter G.S., Lehmann D.R. A Model of Marketing Mix, Brand Switching, and Competition. Journal of Marketing Research 1985, 22(3):318-329.
11. Carpenter G.S. Perceptual position and competitive brand strategy in a two-dimensional twobrand market. Management Science 1989, 35:1029-1044.
12. Chen M.J., MacMillan I.C. Nonresponse and delayed response to competitive moves: The roles of competitor dependence and action irreversibility. Academy of Management Journal 1992, 35(3):539-571.
13. Clarke D.G., Dolan R.J. A simulation analysis of alternative pricing strategies for dynamic environments. Journal of Business 1984, 57(1):179-200.
14. D'Aspremont C., Gabszewicz J., Thisse J. On Hotelling's stability in competition. Econometrica 1979, 47:1145-1150.
15. Deal K.R. Optimizing advertising expenditures in a dynamic duopoly. Operations Research 1979, 27(4):682-692.
16. Dolnicar S., Leisch F. Segmenting markets by bagged clustering. Australasian Marketing Journal 2004, 12(1):51-65.
17. Dolnicar S. Using cluster analysis for market segmentation - typical misconceptions, Established methodological weaknesses and some recommendations for improvement. Australasian Journal of Market Research 2003, 11(2):5-12.
18. Dolnicar S., Leisch F. Behavioral market segmentation using the bagged clustering approach based on binary guest survey data: Exploring and visualizing unobserved heterogeneity. Tourism Analysis 2000, 5(2-4):163-170.
19. Dutta B.K., King W.R. A competitive scenario modelling system. Management Science 1980, 26(3):261-273.
20. Eliashberg J., Chatterjee R. Analytical models of competition with implications for marketing: Issues, findings and outlook. Journal of Marketing Research 1985, 22(3):237-261.
21. Erickson G.M A model of advertising competition. Journal of Marketing Research 1985, 22:297-304.
22. Frank R.E., Massy W.F., Wind Y. Market Segmentation 1972, Prentice-Hall, Engelwood Cliff.
23. Friedman L. Game-theory models in the allocation of advertising expenditures. Operations Research 1958, 6(5):699-709.
24. Gatignon H., Anderson E., Helsen K. Competitive reactions to market entry: explaining interfirm differences. Journal of Marketing Research 1989, 26(1):44-55.
25. Gatignon H., Robertson T.S., Fein A.J. Incumbent defense strategies against new product entry. International Journal of Research in Marketing 1997, 14(2):163-176.
26. Gupta S.K., Krishnan K.S. Mathematical models in marketing. Operations Research 1967, 15(6):1040-1050.
27. Haley R.J. Benefit segmentation: A decisionoriented research tool. Journal of Marketing 1968, 32:30-35.
28. Hauser J.R. Competitive price and positioning strategies. Marketing Science 1988, 7:76-91.
29. Hauser J.R., Shugan S.M. Defensive marketing strategies. Marketing Science 1983, 2(4):319-360.
30. Hauser J.R. Competitive price and positioning strategies. Marketing Science 1988, 7(1):76-91.
31. Henderson B.D. The anatomy of competition. Journal of Marketing 1983, 47:7-11.
32. Hotelling H. Stability in competition. Economic Journal 1929, 41-57.
33. Hunt S.D., Duhan D.F. Competition in the third millennium: Efficiency or effectiveness?. Journal of Business Research 2002, 55(2):97-102.
34. Kannan P.K., Wright G.P. On testing competitive market structures. Marketing Science 1991, 10:338-345.
35. Ketchen D.J., Shook C.L. The application of cluster analysis in strategic management research: An analysis and critique. Strategic Management Journal 1996, 17:441-458.
36. Kotler P. Competitive strategies for new product marketing over the life cycle. Management Science 1965, 12(4):104-119.
37. Kotler P. Kotler on Marketing: How to Create, Win, and Dominate Markets 1999, The Free Press, New York.
38. Kotler P. Marketing Management 2003, Prentice Hall, Upper Saddle River. 11th Ed.
39. Krieger A.M., Green P.E. Modifying clusterbased segments to enhance agreement with an exogeneous response variable. Journal of Marketing Research 1996, 33:351-363.
40. Kuester S., Homburg C., Robertson T.S. Retaliatory behavior to new product entry. Journal of Marketing 1999, 63(4):90-106.
41. Lane W.J. Product differentiation in a market with endogenous sequential entry. The Bell Journal of Economics 1980, 11(1):237-260.
42. Lilien G.L., Rangaswamy A. Marketing Engineering: Computer-Assisted Marketing Analysis and Planning 2000, Addison-Wesley, Mass.
43. Mazanec J., Strasser H. A Nonparametric Approach to Perceptions-Based Market Segmentation: Foundations 2000, Springer, Berlin.
44. McAfee R.P., McMillan J. Competition and game theory. Journal of Marketing Research 1996, 33(3):263-267.
45. McDonald M., Payne A. Marketing Planning for Services 1996, Butterworth-Heinemann, Oxford.
46. McDonald M. The Essential Guide to Marketing Planning 2002, Kogan Page, London.
47. McGuire T.W., Staelin R. An industry equilibrium analysis of downstream vertical integration. Marketing Science 1983, 2(2):161-191.
48. Milligan G.W., Cooper M.C. An examination of procedures for determining the number of clusters in data sets. Psychometrika 1985, 50:159-179.
49. Milligan G.W. A monte carlo study of thirty internal criterion measures for cluster analysis. Psychometrika 1981, 46:187-199.
50. Moorthy K.S. Using game theory to model competition. Journal of Marketing Research 1985, 22:262-282.
51. Moorthy K.S. Product and price competition in a duopoly. Marketing Science 1988, 7:141-168.
52. Myers J.H., Tauber E. Market Structure Analysis 1977, American Marketing Association, Chicago.
53. Novak T.P., Stangor C. Testing competitive market structures: An application of weighted least squares methodology to brand switching data. Marketing Science 1987, 6:82-97.
54. Oxenfeldt A.R., Moore W.L. Customer or competitor: Which guideline for marketing?. Management Review 1978, 67(8):43-48.
55. Porter M. Competitive Strategy: Techniques For Analyzing Industry and Competitors 1980, The Free Press, New York.
56. Punj G., Stewart D.W. Cluster analysis in marketing research: Review and suggestions for application. Journal of Marketing Research 1983, 20:134-148.
57. Putsis W.P., Dhar R. The many faces of competition. Marketing Letters 1998, 9(3):269-284.
58. Ramaswamy V., Gatignon H., Reibstein D.J. Competitive marketing behaviour in industrial markets. Journal of Marketing 1994, 58(2):45-55.
59. Rao A.G., Shakun M.F. A quasi-game theory approach to pricing. Management Science 1972, 18(5):110-123.
60. Rao R.C., Bass F.M. Competition, strategy, and price dynamics: A theoretical and empirical investigation. Journal of Marketing Research 1985, 22(3):283-296.
61. Robinson W.T Marketing mix reactions to entry. Marketing Science 1988, 7(4):368-385.
62. Schmalensee R. A model of advertising and product quality. Journal of Political Economy 1978, 86(3):485-503.
63. Schnaars S.P. Marketing Strategy: Customers and Competition 1998, The Free Press, New York. 2nd Ed.
64. Shakun M.F. Advertising expenditures in coupled markets - A game-theory approach. Management Science 1965, 11(4):42-47.
65. Slade M.E. Product rivalry with multiple strategic weapons: An analysis of price and advertising competition. Journal of Economics and Management Strategy 1995, 4(3):445-476.
66. Smith K.G., Grimm C.M., Gannon M.J., Chen M.J. Organizational information processing, competitive responses, and performance in the U.S. domestic airline industry. Academy of Management Journal 1991, 34(1):60-85.
67. Spence A.M. The learning curve and competition. The Bell Journal of Economics 1981, 12(1):49-70.
68. Stearns T.M., Carter N.M., Reynolds P.D., Williams M.L. New firm survival: Industry, strategy, and location. Journal of Business Venturing 1995, 10:23-42.
69. Thompson G.L., Teng J.T. Optimal pricing and advertising policies for new product oligopoly models. Marketing Science 1984, 3(2):148-168.
70. Thorndike R.L. Who belongs in the family?. Psychometrika 1953, 18:267-276.
71. Urban G.L., Johnson P.L., Hauser J.R. Testing competitive market structures. Marketing Science 1984, 3:83-112.
72. Vandenbosch M.B., Weinberg C.B. Product and price competition in a two-dimensional vertical differentiation model. Marketing Science 1995, 14:224-249.
73. Wang Q., Wu Z. A duopolistic model of dynamic competitive advertising. European Journal of Operational Research 2001, 128(1):213-226.
74. Wedel M., Kamakura W. Market Segmentation - Conceptual and Methodological Foundations 1998, Kluwer Academic Publishers, Boston.
75. Weitz B.A. Introduction to special issue on competition in marketing. Journal of Marketing Research 1985, 22(3):229-236.
76. Wesson T., De Figueiredo J.N. The importance of focus to market entrants: A study of microbrewery performance. Journal of Business Venturing 2001, 16:377-403.
77. Wind Y. Issues and advances in segmentation research. Journal of Marketing Research 1978, 15(3):317-337.