메뉴 건너뛰기




Volumn 25, Issue 3-4, 2009, Pages 315-340

Business psychographics revisited: From segmentation theory to successful marketing practice

Author keywords

B2B marketing; Market segmentation; Psychographics

Indexed keywords


EID: 80055044773     PISSN: 0267257X     EISSN: 14721376     Source Type: Journal    
DOI: 10.1362/026725709X429773     Document Type: Article
Times cited : (33)

References (67)
  • 1
    • 33845413815 scopus 로고    scopus 로고
    • The Platinum Rule
    • Alessandra, T. (1996), "The Platinum Rule, " Insight, Vol. 165, pp. 20-24.
    • (1996) Insight , vol.165 , pp. 20-24
    • Alessandra, T.1
  • 6
    • 84905561242 scopus 로고    scopus 로고
    • Bioinformatics, Strategic Report, Excerpt available from The Human Side of Science: What is the Archetypal Researcher Personality, at
    • Bioinformatics (2004), "Marketing to Life Scientists: A Psychographic Analysis, " Strategic Report, pp. 1-201. Excerpt available from "The Human Side of Science: What is the Archetypal Researcher Personality" at: http://www. genengnews. com/articles.
    • (2004) Marketing to Life Scientists: A Psychographic Analysis , pp. 1-201
  • 7
    • 84905564971 scopus 로고    scopus 로고
    • Use Personality Analysis to Present and Sell
    • Paper available at
    • Boe, J. (2006), "Use Personality Analysis to Present and Sell, " Manage Smarter, Vol. 1214, pp. 1-5. Paper available at: http://www. johnboe. com/articles/principles_of_persuasion. html.
    • (2006) Manage Smarter , vol.1214 , pp. 1-5
    • Boe, J.1
  • 9
    • 0001894980 scopus 로고
    • Cultural Congruence, Strength and Type: Relationships to Effectiveness
    • In: Woodman, R.W. and Pasmore, W.A. (eds.), Greenwich, CT: JAI Press
    • Cameron, K. S. and Freeman, S. J. (1991), "Cultural Congruence, Strength and Type: Relationships to Effectiveness. " In: Woodman, R. W. and Pasmore, W. A. (eds.), Research in Organizational Change and Development, No. 5, Greenwich, CT: JAI Press, pp. 23-58.
    • (1991) Research in Organizational Change and Development , Issue.5 , pp. 23-58
    • Cameron, K.S.1    Freeman, S.J.2
  • 10
    • 33646729996 scopus 로고
    • Segmenting the Industrial Marketing: A New Measure of Responsibility for Marketing
    • American Marketing Association, Chicago
    • Cardozo, R. N. (1968), "Segmenting the Industrial Marketing: A New Measure of Responsibility for Marketing, " Proceedings of the American Marketing Association Fall Conference, American Marketing Association, Chicago.
    • (1968) Proceedings of the American Marketing Association Fall Conference
    • Cardozo, R.N.1
  • 11
    • 80055035195 scopus 로고    scopus 로고
    • Segmenting Resupplier Markets: A Multi-Level Approach
    • Christ, P. (1997), "Segmenting Resupplier Markets: A Multi-Level Approach, " Journal of Segmentation in Marketing, Vol. 1, No. 1, pp. 75-94.
    • (1997) Journal of Segmentation in Marketing , vol.1 , Issue.1 , pp. 75-94
    • Christ, P.1
  • 12
    • 33646743154 scopus 로고    scopus 로고
    • Industrial Buyers' Risk Aversion and Channel Selection
    • Cooper, M. J., Wakefield, K. L. and Tanner, J. F. (2006), "Industrial Buyers' Risk Aversion and Channel Selection, " Journal of Business Research, Vol. 59, No. 6, pp. 653-661.
    • (2006) Journal of Business Research , vol.59 , Issue.6 , pp. 653-661
    • Cooper, M.J.1    Wakefield, K.L.2    Tanner, J.F.3
  • 14
    • 0006328281 scopus 로고
    • Psychographics Revisited: The Birth of a Technique
    • January 2
    • Demby, E. H. (1989), "Psychographics Revisited: The Birth of a Technique, " Marketing News, January 2, pp. 21.
    • (1989) Marketing News , pp. 21
    • Demby, E.H.1
  • 15
    • 0040218852 scopus 로고
    • Corporate Culture, Customer Orientation and Innovativeness in Japanese Firms
    • Deshpande, R., Farley, J. U. and Webster, F. E. (1993), "Corporate Culture, Customer Orientation and Innovativeness in Japanese Firms, " Journal of Marketing, Vol. 57, No. 1, pp. 23-27.
    • (1993) Journal of Marketing , vol.57 , Issue.1 , pp. 23-27
    • Deshpande, R.1    Farley, J.U.2    Webster, F.E.3
  • 16
    • 0035511247 scopus 로고    scopus 로고
    • Market Segmentation Diagnosing and Treating the Barriers
    • Dibb, S. and Simkin, L. (2001), "Market Segmentation Diagnosing and Treating the Barriers, " Industrial Marketing Management, Vol. 30, No. 8, pp. 609-625.
    • (2001) Industrial Marketing Management , vol.30 , Issue.8 , pp. 609-625
    • Dibb, S.1    Simkin, L.2
  • 17
    • 0032398736 scopus 로고    scopus 로고
    • Understanding the Influence of National Culture on the Development of Trust
    • Doney, P. M., Cannon, J. P., and Mullen, M. R. (1998), "Understanding the Influence of National Culture on the Development of Trust, " Academy of Management Review, Vol. 23, No. 3, pp. 601-620.
    • (1998) Academy of Management Review , vol.23 , Issue.3 , pp. 601-620
    • Doney, P.M.1    Cannon, J.P.2    Mullen, M.R.3
  • 18
    • 0034178725 scopus 로고    scopus 로고
    • Marketing High Technology: Preparation, Targeting, Positioning, Execution
    • May/June
    • Easingwood, C. and Koustelos, A. (2000), "Marketing High Technology: Preparation, Targeting, Positioning, Execution, " Business Horizons, May/June, pp. 27-34.
    • (2000) Business Horizons , pp. 27-34
    • Easingwood, C.1    Koustelos, A.2
  • 19
    • 0002582109 scopus 로고
    • Buyer and Supplier Psychographics in Industrial Purchase Decisions
    • Fine, S. H. (1991), "Buyer and Supplier Psychographics in Industrial Purchase Decisions, " Journal of Business and Industrial Marketing, Vol. 6, No. 1/2, pp. 49-58.
    • (1991) Journal of Business and Industrial Marketing , vol.6 , Issue.1-2 , pp. 49-58
    • Fine, S.H.1
  • 20
    • 0030140712 scopus 로고    scopus 로고
    • A Psychographic Segmentation of Industrial Family Businesses
    • File, K. M. and Prince, R. A. (1996), "A Psychographic Segmentation of Industrial Family Businesses, " Industrial Marketing Management, Vol. 25, No. 3, pp. 223-234.
    • (1996) Industrial Marketing Management , vol.25 , Issue.3 , pp. 223-234
    • File, K.M.1    Prince, R.A.2
  • 21
    • 84893674347 scopus 로고    scopus 로고
    • The Effects of Uncertainty Avoidance on Brand Performance: Marketing Creativity, Product Innovation and the Brand Duration
    • Department of Economics and Business, Universitat Pompeu Fabra
    • Giarrantana, M. S. and Torres, A. (2007), "The Effects of Uncertainty Avoidance on Brand Performance: Marketing Creativity, Product Innovation and the Brand Duration, " Economics Working Papers 1015, Department of Economics and Business, Universitat Pompeu Fabra.
    • (2007) Economics Working Papers 1015
    • Giarrantana, M.S.1    Torres, A.2
  • 22
    • 0002212197 scopus 로고    scopus 로고
    • Reconceptualising Individualism-Collectivism in Consumer Behaviour
    • Gregory, G. D. and Munch, J. M. (1996), "Reconceptualising Individualism-Collectivism in Consumer Behaviour, " Advances in Consumer Research, Vol. 23, No. 1, pp. 104-109.
    • (1996) Advances in Consumer Research , vol.23 , Issue.1 , pp. 104-109
    • Gregory, G.D.1    Munch, J.M.2
  • 23
    • 0002812554 scopus 로고
    • Trust and the Virtual Organization
    • Handy, C. (1995), "Trust and the Virtual Organization, " Harvard Business Review, Vol. 73, No. 3, pp. 40-50.
    • (1995) Harvard Business Review , vol.73 , Issue.3 , pp. 40-50
    • Handy, C.1
  • 24
    • 67749087298 scopus 로고    scopus 로고
    • National Cultures, Values, Lifestyles Influencing Consumers' Perception Towards Sexual Imagery in Alcohol Advertising: An Exploratory Study in the UK, Germany and Italy
    • Hart, S. and Lass, P. (2004), "National Cultures, Values, Lifestyles Influencing Consumers' Perception Towards Sexual Imagery in Alcohol Advertising: An Exploratory Study in the UK, Germany and Italy, " Journal of Marketing Management, Vol. 20, No. 5-6, pp. 607-623.
    • (2004) Journal of Marketing Management , vol.20 , Issue.5-6 , pp. 607-623
    • Hart, S.1    Lass, P.2
  • 26
    • 0040163740 scopus 로고    scopus 로고
    • Attitudes, Values and Organizational Culture: Disentangling the Concepts
    • Hofstede, G, (1998), "Attitudes, Values and Organizational Culture: Disentangling the Concepts, " Organization Studies, Vol. 19, No. 3, pp. 477-492.
    • (1998) Organization Studies , vol.19 , Issue.3 , pp. 477-492
    • Hofstede, G.1
  • 31
    • 84905586395 scopus 로고    scopus 로고
    • Segment-Based Marketing: From Dream to Reality
    • October
    • Kuenne, C. B. (2000), "Segment-Based Marketing: From Dream to Reality, " Pharmaceutical Executive, October, pp. 54-68.
    • (2000) Pharmaceutical Executive , pp. 54-68
    • Kuenne, C.B.1
  • 32
    • 3843111826 scopus 로고    scopus 로고
    • Cross-Cultural Tourist Behaviour: A Replication and Extension Involving Hofstede's Uncertainty Avoidance Dimension
    • Litvin, S. W., Crotts, J. C. and Hefner, F. L. (2004), "Cross-Cultural Tourist Behaviour: A Replication and Extension Involving Hofstede's Uncertainty Avoidance Dimension, " The International Journal of Tourism Research, Vol. 6, No. 1, pp. 29-37.
    • (2004) The International Journal of Tourism Research , vol.6 , Issue.1 , pp. 29-37
    • Litvin, S.W.1    Crotts, J.C.2    Hefner, F.L.3
  • 33
    • 0007319360 scopus 로고
    • Bodily Symptoms of Elementary Emotions
    • October
    • Marston, W. M. (1929), "Bodily Symptoms of Elementary Emotions, " Psyche 10, October: pp. 70-86.
    • (1929) Psyche 10 , pp. 70-86
    • Marston, W.M.1
  • 34
    • 0010912184 scopus 로고
    • Cultural Value Orientations: A Comparison of Magazine Advertisements from the United States and Mexico
    • In: Sherry, J. and Sternthal, B. (eds.), Provo: Association for Consumer Research
    • McCarty, J. A. and Hattwick, P. M. (1991), "Cultural Value Orientations: A Comparison of Magazine Advertisements from the United States and Mexico. " In: Sherry, J. and Sternthal, B. (eds.), Advances in Consumer Research, Provo: Association for Consumer Research, Vol. 19, p. 34-38.
    • (1991) Advances in Consumer Research , vol.19 , pp. 34-38
    • McCarty, J.A.1    Hattwick, P.M.2
  • 38
    • 0000774471 scopus 로고
    • Problem and Risks in the Purchase of Consultancy Services
    • Mitchell, V. W. (1994), "Problem and Risks in the Purchase of Consultancy Services, " The Services Industries Journal, Vol. 14, No. 3, pp. 315-339.
    • (1994) The Services Industries Journal , vol.14 , Issue.3 , pp. 315-339
    • Mitchell, V.W.1
  • 39
    • 0038779966 scopus 로고    scopus 로고
    • Balancing Theory and Practice: A Reappraisal of Business to Business Segmentation
    • Mitchell, V. W. and Wilson, D. F. (1998), "Balancing Theory and Practice: A Reappraisal of Business to Business Segmentation, " Industrial Marketing Management, Vol. 27, No. 5, pp. 429-445.
    • (1998) Industrial Marketing Management , vol.27 , Issue.5 , pp. 429-445
    • Mitchell, V.W.1    Wilson, D.F.2
  • 41
    • 80055040640 scopus 로고    scopus 로고
    • Shortcomings Plague the Industry
    • September 16, 2002
    • Neal, W. D. (2002), "Shortcomings Plague the Industry, " Marketing News, September 16, 2002, p. 37.
    • (2002) Marketing News , pp. 37
    • Neal, W.D.1
  • 42
    • 84986120032 scopus 로고    scopus 로고
    • An Exploration of the Relationships Between Food Lifestyle and Vegetable Consumption
    • Nijmeijer, M., Worsley, A. and Astill, B. (2004), "An Exploration of the Relationships Between Food Lifestyle and Vegetable Consumption, " British Food Journal, Vol. 106, No. 7, pp. 520-533.
    • (2004) British Food Journal , vol.106 , Issue.7 , pp. 520-533
    • Nijmeijer, M.1    Worsley, A.2    Astill, B.3
  • 44
    • 0002689271 scopus 로고
    • A Critical Review of Industrial Market Segmentation
    • May
    • Plank, R. E. (1985), "A Critical Review of Industrial Market Segmentation, " Industrial Marketing Management, Vol. 14, May, pp. 79-91.
    • (1985) Industrial Marketing Management , vol.14 , pp. 79-91
    • Plank, R.E.1
  • 46
    • 21144474781 scopus 로고
    • Segmenting Customers in Mature Industrial Markets
    • Rangan, V. K., Moriarty, R. T., and Swartz, G. S. (1992), "Segmenting Customers in Mature Industrial Markets, " Journal of Marketing, Vol. 56, No. 4, pp. 72-82.
    • (1992) Journal of Marketing , vol.56 , Issue.4 , pp. 72-82
    • Rangan, V.K.1    Moriarty, R.T.2    Swartz, G.S.3
  • 47
    • 0009613975 scopus 로고
    • A Successful Approach to Segmenting Industrial Markets
    • November-December
    • Robertson, T. and Barich, H. (1992), "A Successful Approach to Segmenting Industrial Markets, " Planning Review, Vol. 20, No. 6, November-December, pp. 4-11.
    • (1992) Planning Review , vol.20 , Issue.6 , pp. 4-11
    • Robertson, T.1    Barich, H.2
  • 48
    • 0002102813 scopus 로고
    • Organizational Psychographics and Innovativeness
    • Robertson, T, and Wind, Y. (1980), "Organizational Psychographics and Innovativeness, " Journal of Consumer Research, Vol, 7, No. 1, pp. 24-31.
    • (1980) Journal of Consumer Research , vol.7 , Issue.1 , pp. 24-31
    • Robertson, T.1    Wind, Y.2
  • 50
    • 33845647265 scopus 로고
    • The Effects of Culture and Socioeconomics on the Performance of Global Brand Image Strategies
    • Roth, M. S. (1995), "The Effects of Culture and Socioeconomics on the Performance of Global Brand Image Strategies, " Journal of Marketing Research, Vol. 32, No. 2, pp. 163-175.
    • (1995) Journal of Marketing Research , vol.32 , Issue.2 , pp. 163-175
    • Roth, M.S.1
  • 53
    • 0000981737 scopus 로고
    • How to Segment Industrial Markets
    • May-June
    • Shapiro, B. P., and Bonoma, T. V. (1984), "How to Segment Industrial Markets, " Harvard Business Review, Vol. 62, No. 3, May-June, pp. 104-110.
    • (1984) Harvard Business Review , vol.62 , Issue.3 , pp. 104-110
    • Shapiro, B.P.1    Bonoma, T.V.2
  • 54
    • 84905570676 scopus 로고    scopus 로고
    • From Sectorization to Segmentation in Six Simple Steps
    • 2004, In: Sausen, K. and Dibb, S. (eds.), Warwick Business School, June 29
    • Simkin, L. (2004), "From Sectorization to Segmentation in Six Simple Steps, " In: Sausen, K. and Dibb, S. (eds.), Proceedings of SIG Market Segmentation Research Seminar, Warwick Business School, June 29, 2004.
    • (2004) Proceedings of SIG Market Segmentation Research Seminar
    • Simkin, L.1
  • 55
    • 84986840516 scopus 로고
    • Belief When Evidence Does Not Support Theory
    • Soper, B., Milford, G. E. and Rosenthal, G. T. (1995), "Belief When Evidence Does Not Support Theory, " Psychology and Marketing, Vol. 12, No. 5, pp. 415-422.
    • (1995) Psychology and Marketing , vol.12 , Issue.5 , pp. 415-422
    • Soper, B.1    Milford, G.E.2    Rosenthal, G.T.3
  • 56
    • 26944482833 scopus 로고    scopus 로고
    • From 'Carefree Casuals' to 'Professional Wanderers': Segmentation Possibilities for Football Supporters
    • Tapp, A. and Clowes, J. (2002), "From 'Carefree Casuals' to 'Professional Wanderers': Segmentation Possibilities for Football Supporters, " European Journal of Marketing, Vol. 36, No. 11/12, pp. 1248-1269.
    • (2002) European Journal of Marketing , vol.36 , Issue.11-12 , pp. 1248-1269
    • Tapp, A.1    Clowes, J.2
  • 57
    • 84924620576 scopus 로고
    • "Porsche Slices up its Buyers
    • Taylor, A. (1995), "Porsche Slices up its Buyers, Fortune, Vol. 131, p. 24.
    • (1995) Fortune , vol.131 , pp. 24
    • Taylor, A.1
  • 58
    • 84905573595 scopus 로고
    • Presented at Workshop on Organizational Buying Behaviour, European Institute for Advance Studies in Management, Brussels, December 9-10
    • Valla J. P. (1982), "The Concept of Risk in Industrial Buying Behaviour, " Presented at Workshop on Organizational Buying Behaviour, European Institute for Advance Studies in Management, Brussels, December 9-10.
    • (1982) The Concept of Risk in Industrial Buying Behaviour
    • Valla, J.P.1
  • 61
    • 0040310646 scopus 로고
    • Interpersonal Communication and Selling Effectiveness
    • July
    • Webster, F. E., (1968), "Interpersonal Communication and Selling Effectiveness, " Journal of Marketing, Vol. 32, July, pp. 7-13.
    • (1968) Journal of Marketing , vol.32 , pp. 7-13
    • Webster, F.E.1
  • 63
    • 0000640211 scopus 로고
    • Psychographics: A Critical Review
    • Wells, W. D. (1975), "Psychographics: A Critical Review, " Journal of Marketing Research, Vol. 12, No. 5, pp. 196-213.
    • (1975) Journal of Marketing Research , vol.12 , Issue.5 , pp. 196-213
    • Wells, W.D.1
  • 64
    • 0032091498 scopus 로고    scopus 로고
    • A Conceptual Model and Study of Cross-Cultural Business Relationships
    • Williams, J. D., Han, S-L., and Qualls, W. J. (1998), "A Conceptual Model and Study of Cross-Cultural Business Relationships, " Journal of Business Research, Vol. 42, No. 2, pp. 135-143.
    • (1998) Journal of Business Research , vol.42 , Issue.2 , pp. 135-143
    • Williams, J.D.1    Han, S.-L.2    Qualls, W.J.3
  • 65
    • 0003522822 scopus 로고
    • Industrial Buyers' Decision-Making Styles
    • Wilson, D. T. (1971), "Industrial Buyers' Decision-Making Styles, " Journal of Marketing Research, Vol. 8, pp. 433-436.
    • (1971) Journal of Marketing Research , vol.8 , pp. 433-436
    • Wilson, D.T.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.