Segmenting B2B technology markets via psychographics: an exploratory study

  title={Segmenting B2B technology markets via psychographics: an exploratory study},
  author={Art T Weinstein},
  journal={Journal of Strategic Marketing},
  pages={257 - 267}
  • Art T Weinstein
  • Published 16 April 2014
  • Business
  • Journal of Strategic Marketing
This article examines how marketing executives employ psychographics as part of their target marketing strategy in business technology markets. In spite of the increased attention in the recent business-to-business segmentation literature, psychographics is not used as a major segmentation dimension (only one in five companies used this base). Psychographic thinking without formal analysis, however, was a commonly used strategy evidenced by 59% of the companies. While there was no difference in… 

Exploring relationship variables and Information and Communication Technologies use in industrial segmentation

Purpose In tourism, the adoption of Information and Communication Technologies (hereinafter ICT) and variables concerning firms’ links with suppliers have been recognized as key determinants

Rethinking business segmentation: a conceptual model and strategic insights*

Abstract Segmenting business markets is challenging but potentially highly rewarding. An in-depth understanding of how to segment markets is necessary to guide the best decisions leading to

Influence of Customer Service and Firm- Level Characteristics on Customer Satisfaction Among Large Retail Supermarkets in Kenya: Theoretical Framework

Different companies adopt different mechanisms to measure customer satisfaction and gain competitive edge. Principal component analysis identified five constructs which were found to influence


The purpose of the paper is to evaluate the feasibility of business-to-consumer (B2C) customer relationship analytics in the industrial business-to-business (B2B) context, in particular spare part

Barcelona’s Tourists Characterized from the Attitudinal Perspective

Attitudes represent tourists’ values and guide their behavior. Due to the fact that attitudes are a mid-term between the abstractness of values and the specificity of behavior, attitudes can be a

Measuring the Effectiveness of Segmentation, Targeting and Positioning Strategy of L’oreal Products in Kingdom of Saudi Arabia

The researcher concluded that there STP marketing strategy of L’Oreal is effective in the Kingdom of Saudi Arabia.

The Turkish market: creating a customerdatabase for potential market development; a need for the Socem Molding Group

................................................................................................................XI LIST OF



Business psychographics revisited: from segmentation theory to successful marketing practice

Consumer marketers have realised that geodemographics seldom provide adequate perspectives of today's complex markets. Instead, psychographic segmentation has revealed more powerful target market

Segmenting technology markets: applying the nested approach

Purpose – Sound target marketing leads to winning business strategies. While market segmentation is an intriguing academic concept, most B2B practitioners struggle with the design and implementation

Market segmentation: organizational archetypes and research agendas

The study of how organizations segment their markets has traditionally taken a prescriptive and analytical approach. More recently, a number of academics and practitioners have voiced concerns over

Exploring the Construct of Segmentation Effectiveness: Insights from International Companies and Experts

In the past two decades, the concept of international segmentation has received increasing attention in the strategic marketing literature. However, although segmentation decisions are critical for

Psychographic Segmentation of the Self-employed: An Exploratory Study

Although it is well established in the academic literature that entrepreneurs share common traits, there has been limited research dedicated to evaluating psychographic profiles of the self-employed.

Marketing Insights from A to Z: 80 Concepts Every Manager Needs to Know

Advertising. Brands. Business-to-Business Marketing. Change. Communication and Promotion. Companies. Competitive Advantage. Competitors. Consultants. Corporate Branding. Creativity. Customer Needs.

Emerging segmentation practices in the age of the social customer

This paper reports on an exploratory study of segmentation practices of organisations with a social media presence. It investigates whether traditional segmentation approaches are still relevant in

Market Segmentation: How to Do It, How to Profit from It

Foreword vii Preface and acknowledgements ix An important note to the reader from the authors xi List of figures xv List of tables xix 1 Market segmentation the bedrock of successful marketing 1 2

Market Segmentation Practices of Industrial Marketers

Segmenting high‐tech markets: a value‐added taxonomy

Reports findings from a major study done by a Boston consulting firm showing four solution‐based market segments in high‐tech industries. They are the specialized solution, the customized solution,