TY  - JOUR
AB  - Purpose– This paper aims to assess the effectiveness of different segmentation schemes as the basis of marketing strategy, with particular respect to supply‐chain decisions, and to propose a new procedure capable of combining benefits sought and features available.Design/methodology/approach– In a study of buyers and consumers of beef in Brazil, segments based on three approaches were derived by hierarchical cluster analysis, fine‐tuned by K‐means cluster analysis. The outcome was evaluated for the viability and actionability of the preferred procedure, both objectively and through interviews with managers in the beef‐supply business.Findings– The results revealed that a segmentation scheme combining benefits sought and features available yields more homogeneous and actionable segments, and has real promise as an input to the formulation and implementation of supply‐chain strategy.Research limitations/implications– This promising innovation in market segmentation requires further study, and testing in the marketplace.Practical implications– The proposed system is a usable aid to decision making.Originality/value– The paper proposes an original approach to market segmentation.
VL  - 25
IS  - 5
SN  - 0263-4503
DO  - 10.1108/02634500710774978
UR  - https://doi.org/10.1108/02634500710774978
AU  - Duarte Canever Mario
AU  - van Trijp Hans
AU  - van der Lans Ivo
PY  - 2007
Y1  - 2007/01/01
TI  - Benefit‐feature segmentation: a tool for the design of supply‐chain strategy
T2  - Marketing Intelligence & Planning
PB  - Emerald Group Publishing Limited
SP  - 511
EP  - 533
Y2  - 2024/04/24
ER  -