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Buyer and Seller Psychographics in Industrial Purchase Decisions

Seymour H Fine (Principal of Fine Marketing Associates, consultants on marketing and strategic planning.)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 January 1991



Explores the rationale and a method for psychographic segmentation of industrial marketers generally and in particular those performing the buying and selling functions. Discusses how buyers and sellers compare and what benefits might be obtained from a deeper understanding of each other′s personalities. Describes an empirical study in which industrial buyers and salespeople were segregated first into two groups and then into a four‐segment schema. Suggestions are given for real‐world applicability of the results of such investigations.



Fine, S.H. (1991), "Buyer and Seller Psychographics in Industrial Purchase Decisions", Journal of Business & Industrial Marketing, Vol. 6 No. 1/2, pp. 49-55.




Copyright © 1991, MCB UP Limited

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