Purpose – The purpose of this paper is to review the pitfalls and potentials of segmentation decisions based on the visible demographic variable of race. Design/methodology/approach – The paper takes as its approach a review of assumptions and values of use of race as a marketing...

The Americans with Disabilities Act (ADA) ushered in an era of puzzling, sometimes confounding regulations for retailers. While the mandated changes were welcomed by disability advocate groups and by consumers at large, retailers have been uneven in their implementation and enactment of the...

This paper introduces the concept of the Customer Value Matrix, a customer segmentation approach that is especially well‐suited for small retail and service businesses. The discussion offers insights into the reasons for the development of this practical approach, a concrete methodology for...

Takes an historical perspective, considering the events leading to the sale of Habitat by the Storehouse group to the Swedish furniture retailer IKEA in October 1992. Focuses on the strategic issues involved in the acquisition of an international retailer by a retail organisation that is truly...

Customers have unique requirements, aspirations and satisfaction levels. Some customers, though, are “similar”: they have common requirements for goods, services and ideas. If these customers′ eeds can be clearly identified and those with similar needs grouped in quantities of sufficient...

Suggests that a significant trend affecting American society today is the dramatic rise in the number of persons aged over 65. Consequently, retailers are interested in knowing how this segment can be best served in the marketplace. Outlines a study which utilized person perception theory to...