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Market segmentation from a behavioral perspective

Wells, Victoria Kate, Chang, Shing Wan, Oliveira-Castro, Jorge and Pallister, John Gordon 2010. Market segmentation from a behavioral perspective. Journal of Organizational Behavior Management 30 (2) , pp. 176-198. 10.1080/01608061003756505

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A segmentation approach is presented using both traditional demographic segmentation bases (age, social class/occupation, and working status) and a segmentation by benefits sought. The benefits sought in this case are utilitarian and informational reinforcement, variables developed from the Behavioral Perspective Model (BPM). Using data from 1,847 consumers and from a total of 76,682 individual purchases, brand choice and price and reinforcement responsiveness were assessed for each segment across the UK cookie (biscuits) market. Building on previous work, the results suggest that the segmentation of brand choice using benefits sought is useful. This is especially the case alongside demographic variables. This article provides a theoretical and practical segmentation approach to both the behavioral psychology literature and the wider marketing segmentation literature.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: B Philosophy. Psychology. Religion > BF Psychology
H Social Sciences > H Social Sciences (General)
H Social Sciences > HF Commerce
Uncontrolled Keywords: Segmentation ; Benefits sought ; Demographics ; Behavioral Perspective Model ; Utilitarian; Informational
Additional Information: Special Issue: Consumer Behavior Analysis
Publisher: Taylor & Francis
ISSN: 0160-8061
Last Modified: 05 Feb 2020 21:02

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