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Differential pricing and segmentation on the Internet: the case of hotels

Yelkur, Rama; Nêveda DaCosta, Maria Manuela - In: Management Decision 39 (2001) 4, pp. 252-262

In the ever‐changing electronic environment of the twenty‐first century, price is one of the key strategic elements that is often overlooked by firms. The paper addresses differential pricing in business‐to‐consumer electronic commerce, in particular differential pricing for hotel...

Persistent link: https://www.econbiz.de/10014932222

Consumer segmentation in the grey market relative to rehabilitation products

Lancaster, Geoff; Williams, Ian - In: Management Decision 40 (2002) 4, pp. 393-410

Purchasing decisions for “aids to daily living” (ADL) by the disabled and elderly tend to be commodity based to which value cannot be added through sales propositions. This paper reports research that investigated disparate customer segments in the “grey” sector. Quantitative research...

Persistent link: https://www.econbiz.de/10014932285

Marketing to the Older Consumer: A Qualitative Perspective

Tynan, Caroline - In: Management Decision 28 (1990) 6

Older consumers, that is, those people nearing or at retirement age, are increasingly being recognised as an important market segment. This segment is reviewed and some ways for the marketer to approach it are suggested.

Persistent link: https://www.econbiz.de/10014933405

Market Opportunity Analysis for Emerging Technologies

Mohan Reddy, N. - In: Management Decision 28 (1990) 8

Speeding technology to market, and to the right market, is increasingly held out as the hallmark of well run technology‐based organisations. This paper details an inexpensive methodology to evaluate the economic viability of technologies that have potential applicability in a broad range of...

Persistent link: https://www.econbiz.de/10014933418

Thinking Globally and Managing Locally

Morden, Tony - In: Management Decision 29 (1991) 2

The article begins by explaining the strategic need to “think globally”. It analyses strategic perceptions of what and where the market is, and examines the competitive consequences of global thinking by the enterprise. The requirements of enterprise capacity for the effective national...

Persistent link: https://www.econbiz.de/10014933454

Using astrology in market segmentation

Mitchell, V‐W. - In: Management Decision 33 (1995) 1, pp. 48-57

For segmentation purposes, demographic variables are cheap and easy to measure, while psychographic variables are harder to measure, but can provide a more accurate insight into consumer psychology. The use of astrology, potentially, allows us to combine the measurement of demographics, with the...

Persistent link: https://www.econbiz.de/10014933661

The dubious assumptions of segmentation and targeting

Wright, Malcolm - In: Management Decision 34 (1996) 1, pp. 18-24

Discusses Mitchell’s recent proposal for astrological segmentation which demonstrates the extremes to which segmentation and targeting can be taken if we uncritically accept their core assumptions. Proposes that although Mitchell’s proposal can be subjected to a number of minor criticisms,...

Persistent link: https://www.econbiz.de/10014933720

Target marketing and segmentation: valid and useful tools for marketing

Cahill, Dennis J. - In: Management Decision 35 (1997) 1, pp. 10-13

Discusses Wright’s recent attack on targeting and segmentation theory. Proposes that, although Wright has some valid criticisms about specific applications of the concepts, targeting and segmentation are acceptable and defensible marketing strategies if properly designed. Gives some...

Persistent link: https://www.econbiz.de/10014933791

Spillover effects of marketing expertise on market performance of domestic firms and MNEs in emerging markets

Lu, Qiang (Steven); Pattnaik, Chinmay; Shi, Mengze - In: Management Decision 54 (2016) 1, pp. 107-129

Purpose – The purpose of this paper is to study the spillover effects of marketing expertise on the market performance … loyalty programs by a domestic firm following an MNE affects the competitive dynamics and the market performance of both firms … program by the domestic firm on the market performance of both the domestic firm and the MNE. Findings – The authors find that …

Persistent link: https://www.econbiz.de/10014936451

Financial Information, Risk, and Share Value

Groth, John C; Nixon, Clair J. - In: Management Decision 30 (1992) 7

Technology offers great opportunities to firms. Successfully bringing the benefits of technology to market and realizing favourable returns requires a careful balance and management of a host of factors. The critical test of such efforts occurs where and when technology “meets the market”,...

Persistent link: https://www.econbiz.de/10014933530

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