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Using astrology in market segmentation

V‐W. Mitchell (Lecturer in Marketing based at the Manchester School of Management, UMIST, Manchester, UK.)

Management Decision

ISSN: 0025-1747

Article publication date: 1 February 1995



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 psychological insights of psychographics. Suggests that a prima facie case exists for the suitability of astrology as a segmentation variable since it creates segments which are measurable, substantial, accessible, exhaustive, relatively stable over time, likely to respond differently towards different marketing programmes and have clear boundaries. Although it would be unrealistic to claim that astrology can be universally applied to all markets in all industries, it may have some use when applied to certain populations or sub‐groups within certain lifestyle and personality‐related markets.



Mitchell, V. (1995), "Using astrology in market segmentation", Management Decision, Vol. 33 No. 1, pp. 48-57.




Copyright © 1995, MCB UP Limited

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