Journal of Segmentation in Marketing Impact Factor & Information

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Other titles Journal of segmentation in marketing (Online), Segmentation in marketing, JSIM
ISSN 1091-1340
OCLC 60628962
Material type Document, Periodical, Internet resource
Document type Internet Resource, Computer File, Journal / Magazine / Newspaper

Publications in this journal

  • Journal of Segmentation in Marketing 10/2008; 2(2):1-5. DOI:10.1300/J142v02n02_01

  • Journal of Segmentation in Marketing 10/2008; 4(2):1-6. DOI:10.1300/J142v04n02_01
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    ABSTRACT: The goal of this study was to explore the role of a broadened range of benefits and costs on perceptions of value across consumer segments. We proposed, utilizing a broad array of costs and benefits, that significant inputs to consumers' perceptions of value would vary based on what benefits were important to consumers prior to the consumption experience. Specifically we examine whether consumers, segmented by the importance of a wide range of benefits and costs, place differential significance on various costs and benefits when assessing value. We go beyond prior research to examine whether benefit segmentation can impact post-consumption evaluation (value). A longitudinal survey of resort guests visiting an all-inclusive upscale health and fitness resort was conducted to realistically study how consumers determine value. We find consumer segments differentially utilize a wide range of benefits and costs to determine value. Further, we find that differences across segments can be attributed to consumers' a priori benefit and cost importance measures.
    Journal of Segmentation in Marketing 10/2008; 3(1). DOI:10.1300/J142v03n01_07
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    ABSTRACT: Based on a long-standing tradition of research in the academic marketing literature on Anglo-American consumer susceptibility to interpersonal influence (see e.g., Park & Lessig 1977) we now know what the mean levels of susceptibility are to informational and normative interpersonal-influence in this population. However, unfortunately, in this same literature we know practically nothing about the mean levels of these two types of influence in the African-, Asian-, and Hispanic-American populations in the U.S. This issue is investigated in this paper by assessing the mean levels of these types of influence in comparable samples of African-, Chinese-, Hispanic-, and Anglo-Americans in the U.S. using the measure of Bearden, Netemeyer and Teel (1989).When we compared these four samples on the level of their susceptibility to informational and normative interpersonal-influence, we found the following. Chinese-Americans were far more susceptible and Hispanic-Americans far less susceptible to normative interpersonal influence in comparison with African-, and Anglo-Americans. The latter two groups were roughly comparable on their mean levels of susceptibility to normative interpersonal influence, though there were a couple of indicators of this type of influence where these two groups differed substantially. For informational interpersonal-influence, Chinese-, African-, and Anglo-Americans were equally susceptible. However, Hispanic-Americans were much less susceptible to informational influence than any of these three groups.The rationale for and the ability that we now have (based on these findings), to segment and differentially target African-, Anglo-, Chinese-, and Hispanic-Americans in the U.S., based on their differing levels of susceptibility to both informational and normative interpersonal influence is discussed in this paper.
    Journal of Segmentation in Marketing 08/2001; 4(2):87-103. DOI:10.1300/J142v04n02_06
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    ABSTRACT: The household life cycle model has proven in the U.S. to be a useful managerial tool for explaining variations in consumption patterns and in segmenting consumers. The objective of this study is to explore the application of the household life cycle concept to the urban Chinese consumer market. Using a representative sample of 330 households from an urban area of China, popular household models that were developed in the U.S. are tested for use in China. The U.S. models are found inadequate to classify Chinese households. A redefined household life cycle model is proposed that is more appropriate for grouping the Chinese households and is found to empirically differentiate patterns of consumption among the household categories. Future applications for the household life cycle concept in China are discussed.
    Journal of Segmentation in Marketing 08/2001; 4(2):25-46. DOI:10.1300/J142v04n02_03
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    ABSTRACT: This paper conducts a cost-benefit analysis on a new business concept “Segment-Based Mass Customization.” By formulating a theoretical model based on an economics principle, the research provides a point of view to rethink the bridge between marketing and economic theories in today's turbulent market environment. It contributes powerfully to the understanding of how basic economic theories can be integrated with a new conceptual segmentation thought used in marketing and lays the groundwork for future empirical applications.
    Journal of Segmentation in Marketing 08/2001; 4(2):7-23. DOI:10.1300/J142v04n02_02
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    ABSTRACT: Lifestyle has been recognized as an important basis of market segmentation. This article argues that people undergoing life transitions will share unique patterns of consumer behavior as well as common responses to marketing appeals. Three underlying psychoso-cial dimensions-stress, identity negotiation and social learning-are common to a variety of life transitions. These dimensions can be associated with consumer needs and behaviors. While some firms are designed to meet the needs of specific life transitioners (bridal shops, funeral homes), others (banks, fitness clubs) deal with people who may not identify themselves as transitioners. An understanding of this segment can help marketers design programs and promotions.
    Journal of Segmentation in Marketing 11/2000; 4(1). DOI:10.1300/J142v04n01_05

  • Journal of Segmentation in Marketing 11/2000; 4(1):1-4. DOI:10.1300/J142v04n01_01
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    ABSTRACT: One of the least tractable problems in cluster-based market segmentation involves data sets that contain a mixture of quantitative (ratio or interval scaled) and qualitative (nominal scaled) variables. Transforming continuous variables into categorical variables loses information and transforming multistate, qualitative variables into sets of dummy (0,1) variables tends to give greater prominence to those variables with greater numbers of categories.The proposed method presents a generalized measure of pairwise partition agreement, based on a combination of eta squared, chi squared, or the Rand measure. The rationale underlying the model is described and contrasted with alternative approaches, as proposed by Gower and others. Via Monte Carlo simulation, we first compare the proposed model to alternative methods for clustering mixed-scale variables. Illustratively, the proposed model is then applied to a product planning problem faced by an international manufacturer of mid-size computers.
    Journal of Segmentation in Marketing 11/2000; 4(1). DOI:10.1300/J142v04n01_06
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    ABSTRACT: What are the major segments in the fast-food market? What does each like and dislike? What are their lifestyles and demographics?This paper discusses two alternative segmentation approaches in addressing such questions among the Singapore fast-food market: a management-defined method (in which management predefines or anticipates the variables along which the market is to be segmented) and a market-defined method (in which market data, not management intuition, provides the structure for the definition of segments).Research on the Singapore fast-food market is introduced and fast-food patrons are segmented using a cluster analysis on measures of fast-food attribute importance. This clustering produces five segments, each characterised by fundamentally different objectives and behavior when choosing and consuming fast-food.
    Journal of Segmentation in Marketing 11/2000; 4(1):5-26. DOI:10.1300/J142v04n01_02
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    ABSTRACT: For some time marketers have embraced the idea of market segmentation, i.e., defining homogeneous subsets of the total market. From these market segments one can then select the most profitable; these become the organization's target markets. The assumption is that different marketing mixes can better serve the needs of these homogeneous market segments. The technique most often used for creating data-based, homogeneous market segments is cluster analysis. One problem researchers have discovered with this technique is that the inclusion of irrelevant or noisy variables in a cluster analysis can obscure or distort “true” market structures. This problem has prompted the search for methods that identify noisy variables and either down weight or remove them.Recently, Donoghue (1995) has proposed two univariate screening measures that his research suggests results in more homogeneous, and thus more efficacious, market segments. Our research focuses on the behavior of Donoghue's measures with data from actual marketing research studies. We investigate whether or not the Donoghue procedure leads to a more efficacious market structure. Our results with actual data are less encouraging than those reported by Donoghue, who used simulated data.
    Journal of Segmentation in Marketing 11/2000; 4(1):107-125. DOI:10.1300/J142v04n01_07

  • Journal of Segmentation in Marketing 11/2000; 4(1):27-51. DOI:10.1300/J142v04n01_03

  • Journal of Segmentation in Marketing 05/2000; 3(2):1-3. DOI:10.1300/J142v03n02_01
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    ABSTRACT: Research on service quality and market segmentation for not-for-profit organizations is scarce. This paper addresses this issue with specific focus on religious services. This study measures quality perceptions of religious services and possible market segments. The results of a factor-cluster analysis suggest three segments, namely “Care Seeker,” “Satisfier,” and “Dissatisfier.” The findings show that these three segments are related to the history of religious beliefs and family background. It is concluded that religious organizations should not merely treat the general public as a homogeneous group. Marketing implications for religious organizations to address the needs of the different segments are also suggested.
    Journal of Segmentation in Marketing 05/2000; 3(2):43-60. DOI:10.1300/J142v03n02_04
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    ABSTRACT: Study of the consumer behavior of the Hispanic population seems to have attracted more attention from corporations than academicians. The academic community has written sparingly on the subject and the findings of scholarly research have often been preliminary or contradictory.Research on Hispanics is still in its infancy, and there is a lack of consensus about Hispanic shopping behaviors and cultural values. This paper explores the research stream, analyzes previous findings and suggests reasons for the many inconsistencies found in the literature. Managerial implications and recommendations for studying one of the fastest growing ethnic groups in America are also provided.
    Journal of Segmentation in Marketing 05/2000; 3(2). DOI:10.1300/J142v03n02_05
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    ABSTRACT: This is the second of two articles in the Journal of Segmentation in Marketing which address the identification of segment predictors in the personal financial services sector. The first article (Volume 2, Number 2, 1998) hypothesized the existence of four segments with distinct financial services consumption patterns in the UK, based on the variables of perceived knowledge of financial services, level of involvement (interest), attitudes toward financial products and financial institutions. This paper assesses the validity of the segments in a wider marketing context. Based on an analysis of inter-segment differences in the consumption of a wide range of financial services, the key characteristics of each segment and the implications for targeting each segment are outlined.
    Journal of Segmentation in Marketing 05/2000; 3(2). DOI:10.1300/J142v03n02_06
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    ABSTRACT: While there is a large literature that focuses on the criteria that can be used for segmenting a market, far less attention appears to have been paid to the accompanying requirements for effective segmentation. Thomas (1980) argued that any proposed segmentation should pass four tests: measurability, accessibility, stability and substantiality. The rationale for each test is re-examined and substantiality is shown to require a more precise definition. Substance is shown to be a normative concept, inconsistent with the other tests. While common interpretations focus on segment profitability, market potential and size (numbers), substantiality is shown to depend on a firm's objectives. A model illustrates that profits generated by a particular segment (whether it has sufficient substance) may be subservient to the strategic advantage gained from segmenting. An increase in producer surplus is the necessary condition, not profitability. A test of value to the business is required but substantiality is both imprecise and restricted in its focus. An increase in producer surplus is a more general measure that allows the business to evaluate a specific segmentation decision in relation to its strategic objectives.
    Journal of Segmentation in Marketing 05/2000; 3(2). DOI:10.1300/J142v03n02_07