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Market Segmentation. How to Do It and How to Profit from It. Revised 4th Edition

  • ID: 2329594
  • Book
  • October 2012
  • 512 Pages
  • John Wiley and Sons Ltd
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Market Segmentation: How to do it, how to profit from it provides a structured, no–nonsense approach to getting market segmentation right. It is an essential book for professionals, teachers and students of marketing, based as it is on a wealth of practical experience and research and is packed with examples, easy to follow processes and checklists.

“Not only does this book present a common sense approach to market segmentation, it also walks you through the process of taking the profound insights it develops into a marketing strategy and competitive advantage.”—Mark Concannon, President, EMEA GSR, Hexagon Geosystems

“Malcolm McDonald and Ian Dunbar expertly tackle this key marketing concept. They clear away the clutter and confusion that has often mystified market segmentation and provide a clear framework for creating a segmentation model individually tailored to your market.”—Mike Croft, Marketing Director, Afton Chemical

“We were very keen to identify a consistent methodology to improve our marketing effectiveness.  Market Segmentation proved to be just such an enabler. Applying the well–structured step–by–step process developed by Malcolm and Ian has been a very rewarding experience, not just for our marketing department, but the wider product development team.”—Noel Duffy, Managing Director, Dolphin Computer Access

“Time invested in this logical and pragmatic process, presented in jargon–free English, will more than pay for itself.”—Jonathan Swaby, Head of Market Management and Marketing Northern Europe, Euler Hermes

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Foreword vii

Preface and acknowledgements ix

An important note to the reader from the authors xi

List of figures xv

List of tables xix

1 Market segmentation – the bedrock of successful marketing 1

2 Preparing for segmentation – additional guidelines for success 21

3 Fast tracking through the segmentation process 47

4 Determining the scope of a segmentation project 71

5 Portraying how a market works and identifying decision–makers 105

6 Developing a representative sample of different decision–makers 143

7 Accounting for the behaviour of decision–makers 213

8 Forming market segments out of like–minded decision–makers 255

9 Determining the attractiveness of market segments 303

10 Assessing company competitiveness and the portfolio matrix 329

11 Realizing the full potential of market mapping 349

12 Predicting channel transformation 369

13 Setting marketing objectives and strategies for identified segments 407

14 Organizational issues in market segmentation 449

15 Using segmentation to improve performance – a case study 469

Index 481

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Malcolm McDonald
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