Methodology for Segmenting Industrial Markets On the Basis of Buying Center Comp
Methodology for Segmenting Industrial Markets On the Basis of Buying Center Comp
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In our eReader you can find the full English version of the book. Read Methodology for Segmenting Industrial Markets On the Basis of Buying Center Comp Online - link to read the book on full screen. Our eReader also allows you to upload and read Pdf, Txt, ePub and fb2 books. In the Mini eReder on the page below you can quickly view all pages of the book - Read Book Methodology for Segmenting Industrial Markets On the Basis of Buying Center Comp
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01 Note: For ease of interpretation, the two largest entries in each segment are underlined.
30.
Thus, the microsegmentation procedure developed here identifies a number of meaningful microsegments . Differences exist between these microsegments in the pattern of involvement in the decision process, providing new insights into the industrial purchasing process.
Use of these results for industrial marketing strategy depends on our ability to characterize the microsegments retained on the basis o...f external variables.
Exhibit 9 gives a qualitative comparison of some characteristics of the organizations found in each microsegment . In order to assess formally the relationship between microsegment membership and these characteristics, a four group linear discriminant analysis was run, involving the following variables as predictors: — X : Company size, measured by sales — X_ : Number of separate plants — X_ : Percentage of plant area requiring industrial cooling — X, : Company satisfaction with the current cooling system — Xc : Perceived organizational consequences if a new cooling system proved less economical than projected — X, : Perceived organizational consequences if a new cooling system proved less reliable than projected.
What to read after Methodology for Segmenting Industrial Markets On the Basis of Buying Center Comp?
You can find similar books in the "Read Also" column, or choose other free books by Jean Marie Choffray to read onlineMoreLess
To quickly assess the difficulty of the text, read a short excerpt:
01 Note: For ease of interpretation, the two largest entries in each segment are underlined.
30.
Thus, the microsegmentation procedure developed here identifies a number of meaningful microsegments . Differences exist between these microsegments in the pattern of involvement in the decision process, providing new insights into the industrial purchasing process.
Use of these results for industrial marketing strategy depends on our ability to characterize the microsegments retained on the basis o...f external variables.
Exhibit 9 gives a qualitative comparison of some characteristics of the organizations found in each microsegment . In order to assess formally the relationship between microsegment membership and these characteristics, a four group linear discriminant analysis was run, involving the following variables as predictors: — X : Company size, measured by sales — X_ : Number of separate plants — X_ : Percentage of plant area requiring industrial cooling — X, : Company satisfaction with the current cooling system — Xc : Perceived organizational consequences if a new cooling system proved less economical than projected — X, : Perceived organizational consequences if a new cooling system proved less reliable than projected.
What to read after Methodology for Segmenting Industrial Markets On the Basis of Buying Center Comp?
You can find similar books in the "Read Also" column, or choose other free books by Jean Marie Choffray to read onlineMoreLess
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