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Article
Publication date: 1 February 1995

Chatrathi P. Rao and Zhengyuan Wang

Examines alternate segmentation strategies in the standardindustrial products market. Using data obtained from 164 Indianindustrial buyers, provides several empirical…

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Abstract

Examines alternate segmentation strategies in the standard industrial products market. Using data obtained from 164 Indian industrial buyers, provides several empirical tests of a widely held belief that traditional segmentation approaches may serve as effective surrogate measures for distinct benefit segments. Results suggest that the link between traditional and benefit segmentation approaches are far weaker than might be expected. There is no strong empirical evidence supporting the proposition that benefit segments derived from cluster analysis are dependent on sales volume, industry type, characteristics of purchasing agents, and other potential correlates of benefit segments. The findings have implications for both academics and practitioners in industrial marketing.

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European Journal of Marketing, vol. 29 no. 2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 August 1996

Zhengyuan Wang, Swinder Janda and C.P. Rao

Attempts to highlight differences among market segments of dental care customers in terms of the various attributes that determine which dental practitioner they…

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1838

Abstract

Attempts to highlight differences among market segments of dental care customers in terms of the various attributes that determine which dental practitioner they patronize. The market segments are defined based on usage rate. Data were collected from a nationwide sample of 460 consumers in the USA. Using a determinant attribute approach, eight attributes were first isolated from the total set of 18 dental service attributes considered. Finds these eight attributes to be determinant factors in consumer choice of a general dental practitioner. They included quality of service, professional competence, reputation, personality and attitude of dentist, attitude of support personnel, waiting time before treatment, availability of emergency services, and fee charged for services. Multiple discriminant analysis was then performed to find out which determinant attributes are relevant for each of the three usage segments. Indicates that the three market segments differ in terms of the determinant attributes considered while patronizing a general dental practitioner. These findings have significant managerial implications for dental practitioners.

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Journal of Services Marketing, vol. 10 no. 4
Type: Research Article
ISSN: 0887-6045

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Article
Publication date: 1 April 2003

Fuan Li, J.A.F. Nicholls, Nan Zhou, Tomislav Mandokovic and Guijun Zhuang

This paper compares the shopping behavior of Chilean consumers with those in China. Both Chinese and Chilean mall visits are driven, first and foremost, by purchase;…

Abstract

This paper compares the shopping behavior of Chilean consumers with those in China. Both Chinese and Chilean mall visits are driven, first and foremost, by purchase; however, consumers in Chile tend to be less single minded than their Chinese counterparts. Differences also exist between the two populations in their way of selecting the mall, shopping characteristics, and purchase patterns. Most importantly, Chinese shoppers relied more on their mall visits than Chileans in searching for information and finalizing their purchase decisions; at the same time, they were much more cautious in committing themselves to a purchase.

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Asia Pacific Journal of Marketing and Logistics, vol. 15 no. 1/2
Type: Research Article
ISSN: 1355-5855

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