Normative models and practical applications of segmentation in business markets

Article Abstract:

This article attempts to add to the debate surrounding the application of existing normative and rational segmentation models within a business environment. The main theme of the research stems from current concern over the apparent gap between academic research that, until very recently, has followed normative and rational pathways and actual business practices of business segmentation. More specifically, we provide an empirical investigation into the extent that segmentation is applied within the UK pharmaceutical sector, and the bases employed at different stage of the process. The findings support current research that indicates that business markets are becoming increasingly sophisticated in the way that they apply segmentation practices. Furthermore, the results indicate that the adopted approaches are, to a large extent, consistent with normative models proposed by academics. (Reprinted by permission of the publisher.)

Models, Market segmentation

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Pricing in foreign markets: pitfalls and opportunities

Article Abstract:

As U.S. companies expand into international markets, they encounter many new or unusual problems related to the pricing of their products. This results from conditions in foreign markets that can complicate the task of setting and maintaining appropriate and effective prices. This article examines these foreign market pricing factors and their potential effects on the pricing strategies and practices of American-based international companies. (Reprinted by permission of the publisher.)

Prices and rates, International business enterprises, Multinational corporations

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Pricing issues in industrial marketing

Article Abstract:

Pricing issues in industrial marketing are discussed with reference to various factors such as organizational influences on industrial pricing, international pricing, the role of pricing in supply chain costs and the role played by information on pricing decisions. It is seen that the managers should be able to view pricing and price setting as a strategic process and they should not concentrate on a short-term perspective of pricing.

Forecasts, trends, outlooks, Pricing Policy, Forecasts and trends, Market trend/market analysis, Product price, Pricing policies

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