Segmenting international industrial markets
Newell E. Chiesl Ph.D., Steven W. Lamb Ph.D.
Journal of the Academy of Marketing Science · 1983 · Volume 11 · Issue 3
Abstract
This study “links” Japanese purchasing agents’ attitudes of the United States and U.S. suppliers of products to buyer intentions. A Multiple Analysis of Variance procedure (MANOVA) is utilized to detect similar variances between attitudes and homogeneous demographics. The result of the research is a method that defines industrial market segments in Japan.
Keywords
Market Segmentation, Industrial Market, Industrial Market Management, Attitudinal Dimension, Supplier Selection Process
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