Segmentation and positioning in a basic industry

Article Abstract:

Faced with a shrinking market and increased demand, many firms in basic industries are turning to the marketing concept as a strategy to enable them to be survivors in their industries. This research illustrates a framework that will help firms identify the major benefits industrial buyers are seeking, segment the market on the basis of the benefits sought, and estimate the position of their companies. This data enables the firms to select their target markets and develop a plan to position their firms to best serve the chosen target markets. (Reprinted by permission of the publisher.)

Methods, Steel industry, Market segmentation

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The interdependency between marketing and manufacturing

Article Abstract:

This article examines the interdependency that exists between marketing and manufacturing groups and the need for mechanisms to coordinate their decisions and actions. The effectiveness of three coordination mechanisms (control procedures, planning processes, committees/task forces) in reducing disagreements between departments was evaluated. Results from the study suggest that the simultaneous use of a variety of coordinating mechanisms leads to a significant decrease in interdepartmental disagreement. (Reprinted by permission of the publisher.)

Organizational behavior

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Developing a manufacturer-distributor information partnership

Article Abstract:

Through the example of a case study involving the industrial distribution marketing system (IDMS) of the Parker Hannifin Corporation, means by which distribution-manufacturer information can be shared through partnership formations are illustrated. The key dimension of such joint ventures is the sharing of market information.

Joint ventures, Distribution of goods, Distribution (Commerce), Distributors (Commerce), Parker Hannifin Corp.

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