{"id":"https://openalex.org/W4389469693","doi":"https://doi.org/10.1016/j.indmarman.2023.11.012","title":"Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing","display_name":"Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing","publication_year":2023,"publication_date":"2023-12-07","ids":{"openalex":"https://openalex.org/W4389469693","doi":"https://doi.org/10.1016/j.indmarman.2023.11.012"},"language":"en","primary_location":{"id":"doi:10.1016/j.indmarman.2023.11.012","doi":"https://doi.org/10.1016/j.indmarman.2023.11.012","is_oa":true,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2023.11.012","pdf_url":"https://www.sciencedirect.com/science/article/pii/S0019850123002286","source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","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":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"hybrid","oa_url":"https://www.sciencedirect.com/science/article/pii/S0019850123002286","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5080377968","display_name":"Thomas Ritter","orcid":"https://orcid.org/0000-0003-4526-1573","observed_orcids":["https://orcid.org/0000-0003-4526-1573"]},"institutions":[{"id":"https://openalex.org/I180519160","display_name":"Copenhagen Business School","ror":"https://ror.org/04sppb023","country_code":"DK","type":"education","lineage":["https://openalex.org/I180519160"]}],"countries":["DK"],"is_corresponding":true,"raw_author_name":"Thomas Ritter","raw_affiliation_strings":["Department of Strategy and Innovation, Copenhagen Business School, Kilevej 14A, DK-2000 Frederiksberg, Denmark"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Strategy and Innovation, Copenhagen Business School, Kilevej 14A, DK-2000 Frederiksberg, Denmark","institution_ids":["https://openalex.org/I180519160"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5087919386","display_name":"Carsten Lund Pedersen","orcid":"https://orcid.org/0000-0002-9328-9784","observed_orcids":["https://orcid.org/0000-0002-9328-9784"]},"institutions":[{"id":"https://openalex.org/I83467386","display_name":"IT University of Copenhagen","ror":"https://ror.org/02309jg23","country_code":"DK","type":"education","lineage":["https://openalex.org/I83467386"]}],"countries":["DK"],"is_corresponding":false,"raw_author_name":"Carsten Lund Pedersen","raw_affiliation_strings":["Department of Business IT, IT University of Copenhagen, Rued Langgaards Vej 7, DK-2300 Copenhagen S, Denmark"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Business IT, IT University of Copenhagen, Rued Langgaards Vej 7, DK-2300 Copenhagen S, Denmark","institution_ids":["https://openalex.org/I83467386"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5080377968"],"corresponding_institution_ids":["https://openalex.org/I180519160"],"apc_list":{"value":3290,"currency":"USD","value_usd":3290},"apc_paid":{"value":3290,"currency":"USD","value_usd":3290},"fwci":4.4839,"has_fulltext":true,"cited_by_count":17,"citation_normalized_percentile":{"value":0.9434446,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":96,"max":99},"biblio":{"volume":"116","issue":null,"first_page":"82","last_page":"92"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":0.6195999979972839,"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":0.6195999979972839,"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":0.13819999992847443,"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":0.09049999713897705,"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/market-segmentation","display_name":"market segmentation","score":0.8740000128746033},{"id":"https://openalex.org/keywords/b2b-marketing","display_name":"B2B marketing","score":0.9779999852180481},{"id":"https://openalex.org/keywords/theory-development","display_name":"theory development","score":0.5690000057220459},{"id":"https://openalex.org/keywords/definition-of-theory","display_name":"definition of theory","score":0.722000002861023},{"id":"https://openalex.org/keywords/theoretical-foundations","display_name":"theoretical foundations","score":0.7390000224113464},{"id":"https://openalex.org/keywords/segmentation-theory","display_name":"segmentation theory","score":0.41600000858306885}],"concepts":[{"id":"https://openalex.org/C75795011","wikidata":"https://www.wikidata.org/wiki/Q917904","display_name":"Typology","level":2,"score":0.7599719762802124},{"id":"https://openalex.org/C89600930","wikidata":"https://www.wikidata.org/wiki/Q1423946","display_name":"Segmentation","level":2,"score":0.5999608635902405},{"id":"https://openalex.org/C125308379","wikidata":"https://www.wikidata.org/wiki/Q363057","display_name":"Market segmentation","level":2,"score":0.5552121996879578},{"id":"https://openalex.org/C2780966255","wikidata":"https://www.wikidata.org/wiki/Q5474306","display_name":"Foundation (evidence)","level":2,"score":0.4481396973133087},{"id":"https://openalex.org/C34630208","wikidata":"https://www.wikidata.org/wiki/Q7016388","display_name":"New business development","level":3,"score":0.44184941053390503},{"id":"https://openalex.org/C11066294","wikidata":"https://www.wikidata.org/wiki/Q1518244","display_name":"Business rule","level":4,"score":0.44179460406303406},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.4236694574356079},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.4089718461036682},{"id":"https://openalex.org/C539667460","wikidata":"https://www.wikidata.org/wiki/Q2414942","display_name":"Management science","level":1,"score":0.3745806813240051},{"id":"https://openalex.org/C4216890","wikidata":"https://www.wikidata.org/wiki/Q815823","display_name":"Business model","level":2,"score":0.36573272943496704},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.28272658586502075},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.2773156762123108},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.18691369891166687},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.18474262952804565},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.16732239723205566},{"id":"https://openalex.org/C85345410","wikidata":"https://www.wikidata.org/wiki/Q851587","display_name":"Business process","level":3,"score":0.15856149792671204},{"id":"https://openalex.org/C174998907","wikidata":"https://www.wikidata.org/wiki/Q357662","display_name":"Work in process","level":2,"score":0.0},{"id":"https://openalex.org/C19165224","wikidata":"https://www.wikidata.org/wiki/Q23404","display_name":"Anthropology","level":1,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1016/j.indmarman.2023.11.012","doi":"https://doi.org/10.1016/j.indmarman.2023.11.012","is_oa":true,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2023.11.012","pdf_url":"https://www.sciencedirect.com/science/article/pii/S0019850123002286","source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","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":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"},{"id":"pmh:oai:research-api.cbs.dk:openaire/7a359373-5777-4491-b3cd-6c452a1f44c0","doi":null,"is_oa":true,"landing_page_url":"https://research.cbs.dk/en/publications/7a359373-5777-4491-b3cd-6c452a1f44c0","pdf_url":null,"source":{"id":"https://openalex.org/S4306401458","display_name":"CBS Research Portal (Copenhagen Business School)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I180519160","host_organization_name":"Copenhagen Business School","host_organization_lineage":["https://openalex.org/I180519160"],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Ritter, T & Pedersen, C L 2024, 'Is Segmentation a Theory? Improving the Theoretical Basis of a Foundational Concept in Business-to-business Marketing', Industrial Marketing Management, vol. 116, pp. 82-92. https://doi.org/10.1016/j.indmarman.2023.11.012","raw_type":"info:eu-repo/semantics/article"},{"id":"pmh:oai:pure.atira.dk:openaire/1f2e4b4d-12df-421a-9463-1ca3b64937e4","doi":null,"is_oa":true,"landing_page_url":"https://pure.itu.dk/portal/da/publications/1f2e4b4d-12df-421a-9463-1ca3b64937e4","pdf_url":"https://pure.itu.dk/ws/files/102946121/1-s2.0-S0019850123002286-main.pdf","source":{"id":"https://openalex.org/S4377196680","display_name":"IT University Of Copenhagen (IT University of Copenhagen)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I83467386","host_organization_name":"IT University of Copenhagen","host_organization_lineage":["https://openalex.org/I83467386"],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Ritter, T & Pedersen, C L 2024, 'Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing', Industrial Marketing Management, vol. 116, pp. 82-92. https://doi.org/10.1016/j.indmarman.2023.11.012","raw_type":"info:eu-repo/semantics/article"}],"best_oa_location":{"id":"doi:10.1016/j.indmarman.2023.11.012","doi":"https://doi.org/10.1016/j.indmarman.2023.11.012","is_oa":true,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2023.11.012","pdf_url":"https://www.sciencedirect.com/science/article/pii/S0019850123002286","source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","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":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W4389469693.pdf","grobid_xml":"https://content.openalex.org/works/W4389469693.grobid-xml"},"referenced_works_count":67,"referenced_works":["https://openalex.org/W872687","https://openalex.org/W22572278","https://openalex.org/W39765552","https://openalex.org/W110163661","https://openalex.org/W111650437","https://openalex.org/W156783367","https://openalex.org/W1004584821","https://openalex.org/W1545104605","https://openalex.org/W1572003106","https://openalex.org/W1973295242","https://openalex.org/W1981779186","https://openalex.org/W1986504847","https://openalex.org/W1992851256","https://openalex.org/W1994104530","https://openalex.org/W1995253491","https://openalex.org/W2003360213","https://openalex.org/W2008246606","https://openalex.org/W2008439612","https://openalex.org/W2018665410","https://openalex.org/W2021238712","https://openalex.org/W2024025592","https://openalex.org/W2024079830","https://openalex.org/W2028817832","https://openalex.org/W2028991330","https://openalex.org/W2029619053","https://openalex.org/W2032622677","https://openalex.org/W2039422241","https://openalex.org/W2047541804","https://openalex.org/W2049517942","https://openalex.org/W2062789987","https://openalex.org/W2069670438","https://openalex.org/W2070906209","https://openalex.org/W2071505436","https://openalex.org/W2071712397","https://openalex.org/W2089725322","https://openalex.org/W2090054320","https://openalex.org/W2119860649","https://openalex.org/W2120489714","https://openalex.org/W2120946119","https://openalex.org/W2127709152","https://openalex.org/W2131873985","https://openalex.org/W2151020819","https://openalex.org/W2183420660","https://openalex.org/W2188966318","https://openalex.org/W2197723125","https://openalex.org/W2319647657","https://openalex.org/W2320087742","https://openalex.org/W2324122684","https://openalex.org/W2335153552","https://openalex.org/W2402811117","https://openalex.org/W2511200618","https://openalex.org/W2790720764","https://openalex.org/W2950446185","https://openalex.org/W2986232119","https://openalex.org/W2991922141","https://openalex.org/W3025799829","https://openalex.org/W3122210344","https://openalex.org/W3124175488","https://openalex.org/W3150252147","https://openalex.org/W3161008236","https://openalex.org/W4213187975","https://openalex.org/W4241448388","https://openalex.org/W4253668592","https://openalex.org/W4283699846","https://openalex.org/W4311952169","https://openalex.org/W4406939816","https://openalex.org/W6704223023"],"related_works":["https://openalex.org/W2021238712","https://openalex.org/W6980809973","https://openalex.org/W2197723125","https://openalex.org/W2810522149","https://openalex.org/W2749253299","https://openalex.org/W3122210344","https://openalex.org/W1606147314","https://openalex.org/W1986504847","https://openalex.org/W1854940161","https://openalex.org/W7071117908"],"abstract_inverted_index":{"Despite":[0],"segmentation's":[1,89],"importance":[2],"for":[3,88,100,113],"marketing":[4],"in":[5,35],"general":[6,27],"and":[7,46,68],"the":[8,13,36,44,53,105],"extensive":[9],"research":[10,102],"published":[11],"on":[12,39,43],"topic":[14],"over":[15],"several":[16],"decades,":[17],"business-to-business":[18,108,119],"segmentation":[19,57],"is":[20,111],"still":[21],"not":[22],"fully":[23],"developed":[24,94],"as":[25],"a":[26,40,61,84,92,114],"theory\u2014a":[28],"status":[29],"that":[30,78],"may":[31],"decrease":[32],"academic":[33],"interest":[34],"field.":[37],"Based":[38],"recent":[41],"contribution":[42],"definition":[45],"typology":[47],"of":[48,107],"theory,":[49],"this":[50],"paper":[51],"explores":[52],"degree":[54],"to":[55,82,103,118],"which":[56,66,110],"can":[58],"be":[59,80],"considered":[60],"theory":[62],"and,":[63],"more":[64,93],"specifically,":[65],"elements":[67],"perspectives":[69],"are":[70],"currently":[71],"underdeveloped.":[72],"We":[73,96],"highlight":[74],"some":[75],"fundamental":[76],"challenges":[77],"must":[79],"addressed":[81],"establish":[83],"better":[85],"theoretical":[86],"foundation":[87],"evolution":[90],"into":[91],"theory.":[95],"also":[97],"present":[98],"questions":[99],"future":[101],"guide":[104],"advancement":[106],"segmentation,":[109],"necessary":[112],"concept":[115],"so":[116],"central":[117],"marketing.":[120]},"counts_by_year":[{"year":2026,"cited_by_count":5},{"year":2025,"cited_by_count":3},{"year":2024,"cited_by_count":9}],"updated_date":"2026-10-28T10:33:24.094632","created_date":"2023-12-08T00:00:00"}
