Abstract
This paper demonstrates a market segmentation procedure that responds to the information needs associated with business product marketing. We outline several important criteria that such a procedure should meet, and then propose a procedure that addresses those criteria. We illustrate use of the procedure by applying it to the US information processing market with considerable success. We close with a discussion of the uses and limitations of the procedure and the need for further research.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 31-62 |
| Number of pages | 32 |
| Journal | Journal of Business-to-Business Marketing |
| Volume | 1 |
| Issue number | 4 |
| DOIs | |
| State | Published - Jan 14 1994 |
All Science Journal Classification (ASJC) codes
- Management Information Systems
- Marketing