{"id":"https://openalex.org/W1995531367","doi":"https://doi.org/10.1080/0965254x.2013.876072","title":"Segmenting B2B technology markets via psychographics: an exploratory study","display_name":"Segmenting B2B technology markets via psychographics: an exploratory study","publication_year":2014,"publication_date":"2014-02-06","ids":{"openalex":"https://openalex.org/W1995531367","doi":"https://doi.org/10.1080/0965254x.2013.876072","mag":"1995531367"},"language":"en","primary_location":{"id":"doi:10.1080/0965254x.2013.876072","doi":"https://doi.org/10.1080/0965254x.2013.876072","is_oa":false,"landing_page_url":"https://doi.org/10.1080/0965254x.2013.876072","pdf_url":null,"source":{"id":"https://openalex.org/S43415676","display_name":"Journal of Strategic Marketing","issn_l":"0965-254X","issn":["0965-254X","1466-4488"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-70","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Strategic Marketing","raw_type":"journal-article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5089835147","display_name":"Art T. Weinstein","orcid":"https://orcid.org/0000-0002-3076-7785","observed_orcids":["https://orcid.org/0000-0002-3076-7785"]},"institutions":[{"id":"https://openalex.org/I203088144","display_name":"Nova Southeastern University","ror":"https://ror.org/042bbge36","country_code":"US","type":"education","lineage":["https://openalex.org/I203088144"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Art Weinstein","raw_affiliation_strings":["Marketing Department, Nova Southeastern University, Fort Lauderdale, FL, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Marketing Department, Nova Southeastern University, Fort Lauderdale, FL, USA","institution_ids":["https://openalex.org/I203088144"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5089835147"],"corresponding_institution_ids":["https://openalex.org/I203088144"],"apc_list":null,"apc_paid":null,"fwci":2.3771,"has_fulltext":false,"cited_by_count":7,"citation_normalized_percentile":{"value":0.91245384,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":88,"max":96},"biblio":{"volume":"22","issue":"3","first_page":"257","last_page":"267"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":0.4871000051498413,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":0.4871000051498413,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.2312999963760376,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.07500000298023224,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/psychographics","display_name":"psychographics","score":0.8259999752044678},{"id":"https://openalex.org/keywords/b2b-marketing","display_name":"B2B marketing","score":0.7519999742507935},{"id":"https://openalex.org/keywords/market-segmentation","display_name":"market segmentation","score":0.796999990940094},{"id":"https://openalex.org/keywords/marketing-executives","display_name":"marketing executives","score":0.5550000071525574},{"id":"https://openalex.org/keywords/demographic-segmentation","display_name":"demographic segmentation","score":0.7009999752044678},{"id":"https://openalex.org/keywords/motivation","display_name":"motivation","score":0.37599998712539673},{"id":"https://openalex.org/keywords/relationships","display_name":"relationships","score":0.6790000200271606},{"id":"https://openalex.org/keywords/risk","display_name":"risk","score":0.640999972820282}],"concepts":[{"id":"https://openalex.org/C192481860","wikidata":"https://www.wikidata.org/wiki/Q14566736","display_name":"Psychographic","level":2,"score":0.9962985515594482},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6942484378814697},{"id":"https://openalex.org/C125308379","wikidata":"https://www.wikidata.org/wiki/Q363057","display_name":"Market segmentation","level":2,"score":0.6613981127738953},{"id":"https://openalex.org/C2778491294","wikidata":"https://www.wikidata.org/wiki/Q1339824","display_name":"Mindset","level":2,"score":0.6118932366371155},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5997577905654907},{"id":"https://openalex.org/C89600930","wikidata":"https://www.wikidata.org/wiki/Q1423946","display_name":"Segmentation","level":2,"score":0.5422616004943848},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.11681151390075684},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.07336246967315674}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1080/0965254x.2013.876072","doi":"https://doi.org/10.1080/0965254x.2013.876072","is_oa":false,"landing_page_url":"https://doi.org/10.1080/0965254x.2013.876072","pdf_url":null,"source":{"id":"https://openalex.org/S43415676","display_name":"Journal of Strategic Marketing","issn_l":"0965-254X","issn":["0965-254X","1466-4488"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-70","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Strategic Marketing","raw_type":"journal-article"},{"id":"pmh:oai:nsuworks.nova.edu:hcbe_facarticles-1688","doi":null,"is_oa":false,"landing_page_url":"https://nsuworks.nova.edu/hcbe_facarticles/687","pdf_url":null,"source":{"id":"https://openalex.org/S4377196410","display_name":"NSUWorks (Nova Southeastern University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I203088144","host_organization_name":"Nova Southeastern University","host_organization_lineage":["https://openalex.org/I203088144"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"HCBE Faculty Articles","raw_type":"article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":31,"referenced_works":["https://openalex.org/W15080952","https://openalex.org/W22572278","https://openalex.org/W333630203","https://openalex.org/W591962636","https://openalex.org/W600851998","https://openalex.org/W624406417","https://openalex.org/W651475302","https://openalex.org/W1480194327","https://openalex.org/W1481230954","https://openalex.org/W1485041210","https://openalex.org/W1517701247","https://openalex.org/W1546488620","https://openalex.org/W1971222822","https://openalex.org/W1973295242","https://openalex.org/W2016557645","https://openalex.org/W2018363110","https://openalex.org/W2029125978","https://openalex.org/W2032622677","https://openalex.org/W2036978913","https://openalex.org/W2045879156","https://openalex.org/W2049188220","https://openalex.org/W2049517942","https://openalex.org/W2085214949","https://openalex.org/W2087914963","https://openalex.org/W2090225711","https://openalex.org/W2315150901","https://openalex.org/W2782267850","https://openalex.org/W2790324756","https://openalex.org/W4301377693","https://openalex.org/W6629098001","https://openalex.org/W6632432839"],"related_works":["https://openalex.org/W2239221071","https://openalex.org/W2036978913","https://openalex.org/W2621255125","https://openalex.org/W4412573190","https://openalex.org/W2008898350","https://openalex.org/W2943697311","https://openalex.org/W2087914963","https://openalex.org/W1995696493","https://openalex.org/W2079220111","https://openalex.org/W7139705987"],"abstract_inverted_index":{"This":[0],"article":[1],"examines":[2],"how":[3],"marketing":[4,13,72,116],"executives":[5],"employ":[6],"psychographics":[7,31],"as":[8,35,118],"part":[9],"of":[10,21,62,105],"their":[11,93],"target":[12,71],"strategy":[14,58],"in":[15,25,42,70],"business":[16],"technology":[17],"markets.":[18],"In":[19],"spite":[20],"the":[22,26,63,103],"increased":[23],"attention":[24],"recent":[27],"business-to-business":[28],"segmentation":[29,38,94,130],"literature,":[30],"is":[32],"not":[33,87,101],"used":[34,45,57,114],"a":[36,55,89,126],"major":[37],"dimension":[39],"(only":[40],"one":[41],"five":[43],"companies":[44],"this":[46],"base).":[47],"Psychographic":[48],"thinking":[49],"without":[50],"formal":[51,76],"analysis,":[52],"however,":[53],"was":[54,67],"commonly":[56],"evidenced":[59],"by":[60,115],"59%":[61],"companies.":[64],"While":[65],"there":[66],"no":[68],"difference":[69],"success":[73],"found":[74],"between":[75],"and":[77,97,110,125],"informal":[78],"psychographics,":[79],"both":[80],"approaches":[81],"fared":[82],"significantly":[83],"better":[84],"than":[85],"firms":[86],"bringing":[88],"psychographic":[90,119],"mindset":[91],"to":[92],"strategy.":[95],"Firmographic":[96],"demographic":[98],"variables":[99,112],"did":[100],"impact":[102],"use":[104],"organizational":[106],"psychographics.":[107],"Motivation,":[108],"relationship":[109],"risk":[111],"were":[113],"managers":[117],"inputs.":[120],"Implications":[121],"for":[122,129],"management":[123],"practice":[124],"research":[127],"agenda":[128],"scholars":[131],"are":[132],"presented.":[133]},"counts_by_year":[{"year":2025,"cited_by_count":2},{"year":2024,"cited_by_count":1},{"year":2022,"cited_by_count":1},{"year":2017,"cited_by_count":2},{"year":2016,"cited_by_count":1}],"updated_date":"2026-11-07T11:25:07.637180","created_date":"2016-06-24T00:00:00"}
