Segmenting Industrial Markets by Buyer Sophistication

Abstract

Proposes that the main objective here is a system being developed for segmenting industrial markets on the basis of the level demonstrated by buying centre members. Examines the factors which influence the individual member of the buying centre in the context of his/her participating in the acquisition of an innovation. Explores the concept of consumer creativity or maturity as developed in the context of consumer marketing, and considers factors which are deemed influential. Posits that greater success rates in new product development would be achieved if research and development worked in tandem with an identified cross‐section of sophisticated buying centre members.

Citation

Barnes, J.G. and McTavish, R. (1983), "Segmenting Industrial Markets by Buyer Sophistication", European Journal of Marketing, Vol. 17 No. 6, pp. 16-33. https://doi.org/10.1108/EUM0000000004820