Vendor segmentation: An additional level of market segmentation

Research output: Contribution to journalArticle

18 Scopus citations

Abstract

This article describes a new conceptual approach, called "vendor segmentation," which will be useful to industrial marketers in making their vendor evaluation and selection procedures more customer oriented, and hence more profitable, than conventional procedures. A practical approach for doing vendor segmentation analysis is outlined as a stepwise procedure, and the potential benefits and limitations of using this approach are discussed.

Original languageEnglish (US)
Pages (from-to)59-62
Number of pages4
JournalIndustrial Marketing Management
Volume9
Issue number1
DOIs
StatePublished - Feb 1980
Externally publishedYes

ASJC Scopus subject areas

  • Marketing

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