SEGMENTING INDUSTRIAL AND HIGH‐TECH MARKETS
James D. Hlavacek
(Professor and Director, The Institute for Executive Education, in the Babcock Graduate School of Management, at Wake Forest University)
B.C. Ames
(Chairman and CEO of Acme‐Cleveland Corporation)
3363
Abstract
Segmenting a marketplace is one of the most important strategic moves that can be made by high‐tech companies, industrial firms, and firms that sell services to other businesses. Yet technical‐based businesses often miss out on opportunities by failing to divide their markets adequately and develop cohesive strategies to conquer and protect a market position.
Citation
Hlavacek, J.D. and Ames, B.C. (1986), "SEGMENTING INDUSTRIAL AND HIGH‐TECH MARKETS", Journal of Business Strategy, Vol. 7 No. 2, pp. 39-50. https://doi.org/10.1108/eb039151
Publisher
:MCB UP Ltd
Copyright © 1986, MCB UP Limited