Market Segmentation and Positioning in Specialized Industrial Markets
针对基础工业公司转向专业产品时面临的市场细分与定位难题，提出了一个实用模型，并以一家进入专业化学品领域的公司为例详细说明，对同类企业有借鉴意义。
Many companies in basic industries are shifting to speciality products in an effort to boost growth and profits. But such moves require often unfamiliar marketing skills, especially in segmentation and positioning. The market literature is surprisingly devoid of practical examples of segmentation and positioning techniques applied to industrial markets. This article presents such a model and illustrates it in detail for a company diversifying into speciality chemicals. Implications for other industrial companies are discussed.