Examines alternate segmentation strategies in the standard industrial products market. Using data obtained from 164 Indian industrial buyers, provides several empirical tests of a widely held belief that traditional segmentation approaches may serve as effective surrogate measures for distinct...

The purpose of this study is to increase understanding of gaps in buyer‐seller relationships. Business relationships are more complex and more dynamic in today’s environment, which itself is more complex, rapidly changing, and dynamic. It can be assumed that when an industry undergoes rapid...

Reviews recent marketing literature which cites the troubling success rates of newly introduced consumer products and recommends integrating consumer input as early as possible, arguing that, specifically, consumers and other external information sources should be part of idea generation and...

In this study of industrial recruitment and economic development, perceptual mapping was used to identify the collective and individual positions of ten competing south‐eastern cities. The perceived position of the “ideal” city also was captured by the study's findings. Industrial real...