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- catalog contributor b1224067.
- catalog contributor b1224068.
- catalog contributor b1224069.
- catalog created "1983.".
- catalog date "1983".
- catalog date "1983.".
- catalog dateCopyrighted "1983.".
- catalog description "1. Introduction -- Defining Segmentation -- Growing Need for Industrial Market Segmentation -- Previous Work in Industrial market Segmentation -- Purpose and Nature of This Book -- 2. A Nested Approach to Industrial market Segmentation -- Demographics -- Operating Variables -- Purchasing Approaches -- Situational Factors -- Personal Characteristics of Decision Makers -- Understanding and Applying the Nested Approach -- Summary -- 3. The Outer Nest: Demographics -- Industry -- Location Size -- Assessment -- 4. The Outer-Middle Nest: operating Variables -- Technology -- User-Nonuser of Product and Brand -- Purchase of Related Products -- Customer Capabilities -- Assessment -- 5. The Middle Nest: Purchasing Approaches -- 6. Purchasing Organization -- Power Struggle -- Nature of Existing relationship -- General Purchasing Practices and Policies -- Purchasing Criteria -- An Integrated View -- 6. The Inner-Middle Nest: Situtational Factors -- Application -- Type adn Size of Purchase -- Environmental Situation -- Risk -- 7. The Intermost Nest: Personal Characteristics 00 Buyer-Seller Similarity -- Motivation -- Perception -- Risk-Management Stratigies -- Personal-Characteristics Nest -- 8. Applying Market-Segmentation Schemes -- Approaches to Segementation -- Economics of Applying Market Segmentation -- The Optimum Point -- Applying Segmentation Schemes -- 9. Controlling Segmentation Implementation -- Customer-Conversion Analysis -- Segment-Profitability Analysis -- Integration of Measures -- 10. Concluding Remarks.".
- catalog description "Bibliography: p. 117-122.".
- catalog extent "xi, 126 p. ;".
- catalog identifier "0669065781".
- catalog issued "1983".
- catalog issued "1983.".
- catalog language "eng".
- catalog publisher "Lexington, Mass. : Lexington Books,".
- catalog subject "HF5415 .B525 1983".
- catalog subject "Industrial marketing.".
- catalog subject "Market segmentation.".
- catalog tableOfContents "1. Introduction -- Defining Segmentation -- Growing Need for Industrial Market Segmentation -- Previous Work in Industrial market Segmentation -- Purpose and Nature of This Book -- 2. A Nested Approach to Industrial market Segmentation -- Demographics -- Operating Variables -- Purchasing Approaches -- Situational Factors -- Personal Characteristics of Decision Makers -- Understanding and Applying the Nested Approach -- Summary -- 3. The Outer Nest: Demographics -- Industry -- Location Size -- Assessment -- 4. The Outer-Middle Nest: operating Variables -- Technology -- User-Nonuser of Product and Brand -- Purchase of Related Products -- Customer Capabilities -- Assessment -- 5. The Middle Nest: Purchasing Approaches -- 6. Purchasing Organization -- Power Struggle -- Nature of Existing relationship -- General Purchasing Practices and Policies -- Purchasing Criteria -- An Integrated View -- 6. The Inner-Middle Nest: Situtational Factors -- Application -- Type adn Size of Purchase -- Environmental Situation -- Risk -- 7. The Intermost Nest: Personal Characteristics 00 Buyer-Seller Similarity -- Motivation -- Perception -- Risk-Management Stratigies -- Personal-Characteristics Nest -- 8. Applying Market-Segmentation Schemes -- Approaches to Segementation -- Economics of Applying Market Segmentation -- The Optimum Point -- Applying Segmentation Schemes -- 9. Controlling Segmentation Implementation -- Customer-Conversion Analysis -- Segment-Profitability Analysis -- Integration of Measures -- 10. Concluding Remarks.".
- catalog title "Segmenting the industrial market / Thomas V. Bonoma, Benson P. Shapiro.".
- catalog type "text".