A psychographic segmentation of industrial family businesses
Article Abstract:
In publicly held firms, the personal objectives of the individual manager (e.g., personal gain, power, social responsibility) are disciplined by the need to deliver value to shareholders. In family firms, where the CEO is often the controlling shareholder, personal and family objectives can become firm objectives. As family businesses account for the majority of all business establishments making purchases and an estimated 50% of all business purchasing, it is important to understand the range of CEO motivations for the business, and the impact of those motivations on purchasing attitudes and behaviors. Family business CEO motivations are profiled through the technique of psychographic segmentation, and implications for organizational buyer behavior are examined. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
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Assessing industrial buyers' perceptions of quality and their effects on satisfaction
Article Abstract:
Identifying and measuring the dimensions of perceived quality and their influence on customer satisfaction are important aspects of a firm's quality management efforts. In this study, we develop and test a framework for assessing the perceptions held by industrial buyers from different functional areas (e.g., engineering, purchasing) and the link between those perceptions and customer satisfaction. A procedure for identifying the dimensions of quality and using them to target the industrial marketer's quality improvements is discussed, and the results of testing this methodology are presented. The results suggest that a potentially unique set of quality factors can be used to assess each vendor and that these factors vary across functional area. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1995
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How buyers view industrial salespeople
Article Abstract:
Despite an increasing interest in "interactive" explanations of salesperson performance, few studies include the buyer's views of salespeople. This article reports the findings of a study of 249 buyers from the electric utility industry. Results suggest that buyers from three functional areas - purchasing, engineering, and operations - vary significantly in their preferences for salesperson behavior. The implications for salesperson role modification are discussed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1989
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