Segmenting the Global Market by Usage Rate of Industrial Products

B2B market segmentation: A systematic review and research agenda

“…Some recent studies propose a different view on markets as they study a market in the making (e.g., Storbacka & Nenonen, 2012). Moving away from a discrete, event-based segmentation view (e.g., Ferrell, Lucas, & Bush, 1989;Kalafatis & Cheston, 1997;Nakip, 1999;Sudharshan & Winter, 1998), a fundamentally more integral view on segmentation is needed (Clarke, 2009). The main idea is that segmentation is an "emergent and interactive process of shaping" (Harrison & Kjellberg, 2010, p. 784).…”

“…Their study revealed that differences in sourcing patterns can depend on country development and be used as a proxy for global segmentation. Similarly, Nakip (1999) studied usage rates of industrial products based on per capita consumption (import-export quantities) in a country. It was found that development/income level and market size are not unique predictors of usage rates.…”

Equivalence and Research Design Optimization for International Market Segmentation

“…For example, one study identified four macro-level factors (GNP per capita, literacy rate, number of scientists and engineers, and the proportion of manufacturing and service sectors to the total GNP) that determines a country's level of national innovativeness (Lee, 1990). Others have examined consumption patterns based on the ICP (i.e., International Comparison Programme) and GNP per capita (Oyewole, 1998) as well as aggregated consumer data, including product usage rates (Nakip, 1999) and total sales per country (Kumar, Ganesh, & Echambadi, 1998) for the purposes of country segmentation.…”

Research on target markets decision for product innovation

“…The difference between mechanical product and consumable leaves industrial suppliers unsatisfied with consumer markets segmentation method [9]. Selection of segmentation variables for mechanical product typically includes such conditions as measurability, substantiality, accessibility, and action ability [10]. Segments based on demographics of buyer firms, for example, are usually easier to identify than segments based on needs and benefit segmentation.…”