Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing

Ritter, Thomas; Pedersen, Carsten Lund

doi:10.1016/j.indmarman.2023.11.012

Cited by 7 publications

(4 citation statements)

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“…Segmentation has a long-standing research tradition within the field of marketing (Ritter and Lund Pedersen, 2024). It is concerned with the delineation of relevant audience groups and captures "existing differences and makes them applicable" (Ritter and Lund Pedersen, 2024). This means that organisers would create segments of potential audience groups "out there".…”

Section: Literature Reviewmentioning

confidence: 99%

“…This is due to the main goal of marketing and promotion strategies, which is focused on reaching specific audiences (Bose, 2005; Järvekülg and Wikström, 2022; Rastegar, 2009), relating closely to the concept of segmentation. Segmentation has a long-standing research tradition within the field of marketing (Ritter and Lund Pedersen, 2024). It is concerned with the delineation of relevant audience groups and captures “existing differences and makes them applicable” (Ritter and Lund Pedersen, 2024).…”

Section: Literature Reviewmentioning

confidence: 99%

“…This means that organisers would create segments of potential audience groups “out there”. Considering that segments are socially constructed (which is discussed briefly by Ritter and Lund Pederson, 2024), segmentation may also (inadvertently) reproduce or even further aggravate societal differences, depending on the view of the organiser. In this paper, I therefore consider that marketing and promotion practices closely relate to processes of representation, which involves the “active work of selecting and presenting, of structuring and shaping; not merely the transmitting of an already existing meaning, but the more active labor of making things mean” (Hall, 2005, p. 60).…”

Section: Literature Reviewmentioning

confidence: 99%

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“I didn’t want to promote it with a white girl”: marketing practices and boundary work at popular music festivals

Swartjes

2024

IJEFM

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PurposeThis paper aims to explore how music festival organisers negotiate diversity and inclusion in marketing and promotion practices through symbolic and social boundaries.Design/methodology/approachBased on semi-structured interviews with 18 festival organisers in Rotterdam and participant observation with six festival photographers I show that symbolic and social boundaries are employed in three areas: (1) boundaries in festival format (i.e. [partially] free or ticketed), (2) boundaries in distribution partners and technologies and (3) boundaries in promotional content.FindingsSymbolic and social boundaries are intentionally used by festival organisers to build and delineate festival audiences. Implications are drawn on current understandings of the accessibility of music festival spaces, arguing that festival research should move beyond within-space dynamics to grasp the negotiation of diversity and inclusion at festivals more fully.Originality/valueWhile music festivals are often marketed as celebratory spaces that are “welcoming to everyone”, few studies have investigated diversity and inclusion nor marketing and promotion practices at music festivals. This study shows how festival audiences are shaped through marketing and promotion practices.

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Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

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“I didn’t want to promote it with a white girl”: marketing practices and boundary work at popular music festivals

Swartjes

2024

IJEFM

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“…Marketing is something that is necessary for a business (Ritter & Pedersen, 2024). Marketing itself can be interpreted as an activity to find ways to achieve the goals of an organization by anticipating customer or client needs and directing the flow of goods and services that can meet the needs of customers or clients from producers of goods or services.…”

Section: Introductionmentioning

confidence: 99%

Systematic Review: Relationship between Hospital Marketing Mix and Patient Visits and Hospital Selection

Lesmana Putra,

Gani

2024

JWS

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This study aims to determine the relationship between hospital marketing mix, patient visits, and hospital selection. The study method uses the PRISMA method. Inclusion criteria were journals published from 2018 to 2022, focusing on marketing mix and hospitals. Journal searches were carried out using the keywords "Marketing Mix", "Hospital", and "Patient". Article searches were conducted in the Scopus, ScienceDirect, Proquest, Garuda, and Google Scholar databases. The research results found six articles that met the requirements to be included in the study for review. Four articles were conducted from the patient's perspective, and two were written from the perspective of hospital staff. The seven aspects of the marketing mix can influence patients to choose hospital services that implement marketing strategies. Elements of the marketing mix that have a relationship can differ from hospital to hospital. Hospitals need to plan a specific marketing strategy that focuses on patients so that patients want to choose to use the hospital's service facilities. The implications of this study are highly relevant for practitioners in the fields of hospital management and health marketing. The finding that the hospital marketing mix can influence patient choices provides a deeper understanding of the importance of appropriate marketing strategies in increasing patient visits and hospital competitiveness.

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Logistics customer service and customer satisfaction: Importance‐based segments for motor carriers

Garver,

Williams

2024

Transp. j.

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The current research presents a middle‐range theorization of logistics customer service attributes predicting overall customer satisfaction for motor carriers. Latent class regression (LCR) analysis was employed to identify importance‐based segments by examining the relationships between logistics customer service attributes and overall satisfaction as measured by the American Customer Satisfaction Index. LCR analysis identified three importance‐based segments, including a segment focused on basic logistics services, a segment focused on sustainability, and a segment focused on security. Correlated components regression analysis was employed to refine the models of each segment to better understand what logistic customer service attributes were most important to each segment. Following an abductive reasoning process, these research results are compared with the theory of strategic purity.

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Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing

Cited by 7 publications

References 50 publications

“I didn’t want to promote it with a white girl”: marketing practices and boundary work at popular music festivals

“I didn’t want to promote it with a white girl”: marketing practices and boundary work at popular music festivals

Systematic Review: Relationship between Hospital Marketing Mix and Patient Visits and Hospital Selection

Logistics customer service and customer satisfaction: Importance‐based segments for motor carriers

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