{"id":"https://openalex.org/W2074594068","doi":"https://doi.org/10.1016/0148-2963(86)90009-3","title":"Benefit segmentation in industrial markets","display_name":"Benefit segmentation in industrial markets","publication_year":1986,"publication_date":"1986-12-01","ids":{"openalex":"https://openalex.org/W2074594068","doi":"https://doi.org/10.1016/0148-2963(86)90009-3","mag":"2074594068"},"language":"en","primary_location":{"id":"doi:10.1016/0148-2963(86)90009-3","doi":"https://doi.org/10.1016/0148-2963(86)90009-3","is_oa":false,"landing_page_url":"https://doi.org/10.1016/0148-2963(86)90009-3","pdf_url":null,"source":{"id":"https://openalex.org/S93284759","display_name":"Journal of Business Research","issn_l":"0148-2963","issn":["0148-2963","1873-7978"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-2","ki-jl-2","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Business Research","raw_type":"journal-article"},"volume":null,"type":"article","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/A5078360027","display_name":"Rowland T. Mariorty","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I136199984","display_name":"Harvard University","ror":"https://ror.org/03vek6s52","country_code":"US","type":"education","lineage":["https://openalex.org/I136199984"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Rowland T. Mariorty","raw_affiliation_strings":["Harvard University, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Harvard University, USA","institution_ids":["https://openalex.org/I136199984"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5006671061","display_name":"David J. Reibstein","orcid":"https://orcid.org/0000-0001-5236-9852","observed_orcids":["https://orcid.org/0000-0001-5236-9852"]},"institutions":[{"id":"https://openalex.org/I79576946","display_name":"University of Pennsylvania","ror":"https://ror.org/00b30xv10","country_code":"US","type":"education","lineage":["https://openalex.org/I79576946"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"David J. Reibstein","raw_affiliation_strings":["The Wharton School, University of Pennsylvania, USA","The Wharton School, University of Pennsylvania, USA#TAB#"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"The Wharton School, University of Pennsylvania, USA","institution_ids":["https://openalex.org/I79576946"]},{"raw_affiliation_string":"The Wharton School, University of Pennsylvania, USA#TAB#","institution_ids":["https://openalex.org/I79576946"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5078360027"],"corresponding_institution_ids":["https://openalex.org/I136199984"],"apc_list":{"value":4440,"currency":"USD","value_usd":4440},"apc_paid":null,"fwci":1.7966,"has_fulltext":false,"cited_by_count":75,"citation_normalized_percentile":{"value":0.87552644,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":98},"biblio":{"volume":"14","issue":"6","first_page":"463","last_page":"486"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":0.961899995803833,"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":0.961899995803833,"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/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.009399999864399433,"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":0.008200000040233135,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"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/benefit-segmentation","display_name":"benefit segmentation","score":0.9850000143051147},{"id":"https://openalex.org/keywords/industrial-markets","display_name":"industrial markets","score":0.9079999923706055},{"id":"https://openalex.org/keywords/market-segmentation","display_name":"market segmentation","score":0.8690000176429749},{"id":"https://openalex.org/keywords/sic-codes","display_name":"SIC codes","score":0.8130000233650208},{"id":"https://openalex.org/keywords/firm-size","display_name":"firm size","score":0.9520000219345093},{"id":"https://openalex.org/keywords/benefits-sought","display_name":"benefits sought","score":0.6639999747276306},{"id":"https://openalex.org/keywords/data-terminals","display_name":"data terminals","score":0.7020000219345093},{"id":"https://openalex.org/keywords/market-heterogeneity","display_name":"market heterogeneity","score":0.42399999499320984}],"concepts":[{"id":"https://openalex.org/C89600930","wikidata":"https://www.wikidata.org/wiki/Q1423946","display_name":"Segmentation","level":2,"score":0.9077492952346802},{"id":"https://openalex.org/C125308379","wikidata":"https://www.wikidata.org/wiki/Q363057","display_name":"Market segmentation","level":2,"score":0.7537598609924316},{"id":"https://openalex.org/C66882249","wikidata":"https://www.wikidata.org/wiki/Q169336","display_name":"Homogeneous","level":2,"score":0.7332935333251953},{"id":"https://openalex.org/C134121241","wikidata":"https://www.wikidata.org/wiki/Q899301","display_name":"Yield (engineering)","level":2,"score":0.6218275427818298},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.5059947371482849},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.42442992329597473},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.38426637649536133},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.37973976135253906},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3159816265106201},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.21446013450622559},{"id":"https://openalex.org/C114614502","wikidata":"https://www.wikidata.org/wiki/Q76592","display_name":"Combinatorics","level":1,"score":0.08697003126144409},{"id":"https://openalex.org/C191897082","wikidata":"https://www.wikidata.org/wiki/Q11467","display_name":"Metallurgy","level":1,"score":0.0},{"id":"https://openalex.org/C192562407","wikidata":"https://www.wikidata.org/wiki/Q228736","display_name":"Materials science","level":0,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1016/0148-2963(86)90009-3","doi":"https://doi.org/10.1016/0148-2963(86)90009-3","is_oa":false,"landing_page_url":"https://doi.org/10.1016/0148-2963(86)90009-3","pdf_url":null,"source":{"id":"https://openalex.org/S93284759","display_name":"Journal of Business Research","issn_l":"0148-2963","issn":["0148-2963","1873-7978"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-2","ki-jl-2","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Business Research","raw_type":"journal-article"},{"id":"pmh:oai:RePEc:eee:jbrese:v:14:y:1986:i:6:p:463-486","doi":null,"is_oa":false,"landing_page_url":"http://www.sciencedirect.com/science/article/pii/0148-2963(86)90009-3","pdf_url":null,"source":{"id":"https://openalex.org/S4306401271","display_name":"RePEc: Research Papers in Economics","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I77793887","host_organization_name":"Federal Reserve Bank of St. Louis","host_organization_lineage":["https://openalex.org/I77793887"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"article"}],"best_oa_location":null,"sustainable_development_goals":[{"score":0.7207000255584717,"display_name":"Industry, innovation and infrastructure","id":"https://metadata.un.org/sdg/9"}],"sustainable_development_goals_aurora":[{"score":0.5299999713897705,"display_name":"Industry, innovation and infrastructure","id":"https://metadata.un.org/sdg/9"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":21,"referenced_works":["https://openalex.org/W582948669","https://openalex.org/W613373263","https://openalex.org/W616412815","https://openalex.org/W638950884","https://openalex.org/W2003360213","https://openalex.org/W2017768073","https://openalex.org/W2018665410","https://openalex.org/W2026980528","https://openalex.org/W2030119363","https://openalex.org/W2039422241","https://openalex.org/W2051894589","https://openalex.org/W2071712397","https://openalex.org/W2312227375","https://openalex.org/W2315144491","https://openalex.org/W2319647657","https://openalex.org/W2323564438","https://openalex.org/W2323840349","https://openalex.org/W2600305591","https://openalex.org/W2724660233","https://openalex.org/W3041754228","https://openalex.org/W6771710444"],"related_works":["https://openalex.org/W2069205794","https://openalex.org/W561992929","https://openalex.org/W2086065609","https://openalex.org/W2494113572","https://openalex.org/W587934836","https://openalex.org/W591962636","https://openalex.org/W6941225999","https://openalex.org/W801043801","https://openalex.org/W2033506189","https://openalex.org/W7057956280"],"abstract_inverted_index":null,"counts_by_year":[{"year":2022,"cited_by_count":3},{"year":2021,"cited_by_count":2},{"year":2019,"cited_by_count":1},{"year":2017,"cited_by_count":2},{"year":2016,"cited_by_count":1},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":6}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2016-06-24T00:00:00"}