Market Segmentation: How to Do It and How to Profit from It, Revised and updated 4th Edition

Index

3M

4Cs

4Ps

5 Forces model, Porter

‘80/20’ rule

A Classification of Residential Neighbourhoods (ACORN)

activity-based strategies

advantages, definition

advertising

advice

affinity groups

age

Agrofertilizer Supplies

benefits

decision-makers

behaviour

identification

representative samples

market mapping

market segment formation

scope of projects

airlines

fear of flying segment

international

low-cost

segmentation archetypes

travel across Atlantic

Ansoff Matrix

applications of products

approval groups

asset base of organization

AT&T

attitudes

attractiveness

channels

see also segment attractiveness

Autobytel car sales

banks

bar charts

basic market entry features

‘bear’ segments, GlobalTech

behaviour

customers

decision-makers

profiling

benefits

benefit analysis

clear identification

company

customer behaviour

customer needs

DBCs

definitions

differential

examples

and features

micro-segments

standard

status quo

bipolar maps

BMW

bolt-on segmentation

Boston Matrix

brainstorming

brewery case history

Brunner Mond and Company

business profiling

business strengths

business-to-business markets

GlobalTech

junction selection

market mapping

PC market

preliminary segments

preparing for segmentation

business-to-consumer markets

junction selection

market mapping

preparing for segmentation

shared decision-making

see also consumers

buying criteria

meaning to customers

price

profiling

see also decisive buying criteria

buying patterns

car dealers

car insurance

carpet manufacturer

cartoons, ICI

‘cash ...