Segmenting Customers in Mature Industrial Markets
针对成熟工业市场，提出基于价格与服务权衡行为的客户微观细分框架，并应用于一家大型工业公司的全国客户，展示如何根据细分结果重新分配资源。
In mature industrial markets, segmenting customers on size, industry, or product benefits alone is rarely sufficient. Customer behavior in terms of tradeoffs between price and service is an important additional criterion. The authors offer a framework for such buying-behavior-oriented microsegmentation of industrial customers. They apply the framework to segment the national accounts of a large industrial company and show how the results of a segmentation study can be used to redirect the firm's resources and customer segments.