TY  - JOUR
AB  - This article exposes common pitfalls in the practice of segmenting industrial markets and shows how previous industrial segmentation research has been of limited managerial value. An operational approach to conducting industrial market segmentation is presented and explained.
VL  - 3
IS  - 1
SN  - 0263-4503
DO  - 10.1108/eb045709
UR  - https://doi.org/10.1108/eb045709
AU  - Hlavacek James D.
AU  - Mohan Reddy N.
PY  - 1985
Y1  - 1985/01/01
TI  - Identifying and Qualifying Industrial Market Segments
T2  - Marketing Intelligence & Planning
PB  - MCB UP Ltd
SP  - 41
EP  - 56
Y2  - 2024/09/22
ER  -