Matches in SemOpenAlex for { <https://semopenalex.org/work/W2596425230> ?p ?o ?g. }
Showing items 1 to 81 of
81
with 100 items per page.
- W2596425230 abstract "Abstract Segmentation of industrial markets is typically based on observable characteristics of firms such as their location and size. However, such variables have been found to be poor predictors of industrial buying behavior. To improve the effectiveness and power of existing approaches to industrial market segmentation, we propose using unobservable characteristics such as organizational strategy in addition to the observable characteristics currently used. An important justification for our approach is that a firm’s strategy influences its behavior, especially its buying behavior; as a result, adding the strategic type and orientation of firms to a segmentation scheme is bound to improve the effectiveness of the scheme. To test the effectiveness of our approach, we conducted an empirical study of the purchase of car phones by 200 Dutch firms. The results support our predictions. In fact, they indicate that a firm’s strategy is an even more important determinant of industrial buying behavior than the variables currently used. Thus, strategy-based segmentation may be a more powerful and effective approach to industrial segmentation than current approaches." @default.
- W2596425230 created "2017-03-23" @default.
- W2596425230 creator A5008573786 @default.
- W2596425230 creator A5024746413 @default.
- W2596425230 creator A5042672494 @default.
- W2596425230 date "1998-01-01" @default.
- W2596425230 modified "2023-09-27" @default.
- W2596425230 title "Strategy based segmentation of industrial markets" @default.
- W2596425230 hasPublicationYear "1998" @default.
- W2596425230 type Work @default.
- W2596425230 sameAs 2596425230 @default.
- W2596425230 citedByCount "0" @default.
- W2596425230 crossrefType "posted-content" @default.
- W2596425230 hasAuthorship W2596425230A5008573786 @default.
- W2596425230 hasAuthorship W2596425230A5024746413 @default.
- W2596425230 hasAuthorship W2596425230A5042672494 @default.
- W2596425230 hasConcept C111472728 @default.
- W2596425230 hasConcept C125308379 @default.
- W2596425230 hasConcept C134306372 @default.
- W2596425230 hasConcept C138885662 @default.
- W2596425230 hasConcept C144133560 @default.
- W2596425230 hasConcept C149782125 @default.
- W2596425230 hasConcept C154945302 @default.
- W2596425230 hasConcept C162324750 @default.
- W2596425230 hasConcept C162853370 @default.
- W2596425230 hasConcept C165696696 @default.
- W2596425230 hasConcept C175444787 @default.
- W2596425230 hasConcept C2778136018 @default.
- W2596425230 hasConcept C2780695315 @default.
- W2596425230 hasConcept C33923547 @default.
- W2596425230 hasConcept C38652104 @default.
- W2596425230 hasConcept C40700 @default.
- W2596425230 hasConcept C41008148 @default.
- W2596425230 hasConcept C77618280 @default.
- W2596425230 hasConcept C89600930 @default.
- W2596425230 hasConceptScore W2596425230C111472728 @default.
- W2596425230 hasConceptScore W2596425230C125308379 @default.
- W2596425230 hasConceptScore W2596425230C134306372 @default.
- W2596425230 hasConceptScore W2596425230C138885662 @default.
- W2596425230 hasConceptScore W2596425230C144133560 @default.
- W2596425230 hasConceptScore W2596425230C149782125 @default.
- W2596425230 hasConceptScore W2596425230C154945302 @default.
- W2596425230 hasConceptScore W2596425230C162324750 @default.
- W2596425230 hasConceptScore W2596425230C162853370 @default.
- W2596425230 hasConceptScore W2596425230C165696696 @default.
- W2596425230 hasConceptScore W2596425230C175444787 @default.
- W2596425230 hasConceptScore W2596425230C2778136018 @default.
- W2596425230 hasConceptScore W2596425230C2780695315 @default.
- W2596425230 hasConceptScore W2596425230C33923547 @default.
- W2596425230 hasConceptScore W2596425230C38652104 @default.
- W2596425230 hasConceptScore W2596425230C40700 @default.
- W2596425230 hasConceptScore W2596425230C41008148 @default.
- W2596425230 hasConceptScore W2596425230C77618280 @default.
- W2596425230 hasConceptScore W2596425230C89600930 @default.
- W2596425230 hasLocation W25964252301 @default.
- W2596425230 hasOpenAccess W2596425230 @default.
- W2596425230 hasPrimaryLocation W25964252301 @default.
- W2596425230 hasRelatedWork W1515229191 @default.
- W2596425230 hasRelatedWork W1526069535 @default.
- W2596425230 hasRelatedWork W1987818972 @default.
- W2596425230 hasRelatedWork W2104852617 @default.
- W2596425230 hasRelatedWork W2131399345 @default.
- W2596425230 hasRelatedWork W2143524774 @default.
- W2596425230 hasRelatedWork W2166776094 @default.
- W2596425230 hasRelatedWork W2213715393 @default.
- W2596425230 hasRelatedWork W2237623560 @default.
- W2596425230 hasRelatedWork W2508232973 @default.
- W2596425230 hasRelatedWork W2741807443 @default.
- W2596425230 hasRelatedWork W2767566475 @default.
- W2596425230 hasRelatedWork W2890895219 @default.
- W2596425230 hasRelatedWork W2917485225 @default.
- W2596425230 hasRelatedWork W2952813479 @default.
- W2596425230 hasRelatedWork W3081571431 @default.
- W2596425230 hasRelatedWork W3121413690 @default.
- W2596425230 hasRelatedWork W3122812588 @default.
- W2596425230 hasRelatedWork W75104767 @default.
- W2596425230 hasRelatedWork W2128043152 @default.
- W2596425230 isParatext "false" @default.
- W2596425230 isRetracted "false" @default.
- W2596425230 magId "2596425230" @default.
- W2596425230 workType "article" @default.