Segmenting the commuter aircraft market with cluster analysis
Article Abstract:
Using cluster analysis based on six operating variables from a questionnaire survey of 48 commuter airlines, two market segments of the commuter aircraft industry were identified. The first cluster includes airlines that focus on the business traveler and cargo sector. The second cluster airlines also gain most revenues from the business traveler, but focus on the leisure segment (rather than the cargo segment). Financial considerations may sway members of the second cluster to buy the more expensive plans used by first cluster airlines. Airlines may move between segments: economic growth may stimulate commuter passenger demand and, in turn, cause more airlines to move into the first cluster.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
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Buying in a matrix organization
Article Abstract:
One large research organization's buying procedures are analyzed after reviewing 32 of its purchase decisions. Within this organization, the 'buying center' is composed of both functional and project group members, and the relative influence of each buying center individual remains constant over five stages of the buying process. Program managers consistently appeared to have more influence over final buying decisions than project mangers. This may indicate that project goals were not clearly defined, and suggests that market suppliers should emphasize their products' (or services') ability to provide identified technical solutions.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
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A case study of repeat buying for a commodity
Article Abstract:
A case study of buying distribution poles in the utilities industry indicates the various steps in the buying process. The steps identified as common to any industrial buying or purchasing decisions are: recognizing a need, selecting a vendor, assessing vendors' prices, negotiating a contract for purchase and evaluating vendor performance following the contract signing. The degree to which each step in the process affects the buying decisions is dependent upon the particular purchase situation.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
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