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Integration of Marketing and Logistic Criteria in Segmentation of B2B Market

Author

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  • Stanislava Grosová
  • Ivan Gros
  • Magda Císařová

Abstract

This article deals with the B2B market segmentation as the tool for formulation of the marketing and logistical strategy. An empirical study on the market of secondary cardboard packaging represents the research approach carried out by personal and electronic questioning in order to determine customers' expectations, demands, preferences and characteristics, results in the processing by the factor and cluster analysis, discovered and designed segments with usage of marketing and logistics factors and their profiles. The research focused on existing and potential customers was primarily motivated by finding ways to discover new opportunities in value creation for specific segments on stagnant market. The important part of the study is the confirmation or refusing of hypotheses concerning the behavior of created B2B segments.

Suggested Citation

  • Stanislava Grosová & Ivan Gros & Magda Císařová, 2011. "Integration of Marketing and Logistic Criteria in Segmentation of B2B Market," Ekonomika a Management, Prague University of Economics and Business, vol. 2011(3), pages 73-84.
    • Handle: RePEc:prg:jnleam:v:2011:y:2011:i:3:id:141:p:73-84
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    More about this item

    Keywords

    marketing; B2B market; segmentation; corrugated cardboard; package; logistic; B2B trhy; segmentace; vlnitá lepenka; obaly; marketing; logistika;
    All these keywords.

    JEL classification:

    • G30 - Financial Economics - - Corporate Finance and Governance - - - General

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