IDEAS home Printed from
   My bibliography  Save this article

Integration of Marketing and Logistic Criteria in Segmentation of B2B Market


  • Stanislava Grosová
  • Ivan Gros
  • Magda Císařová


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, University of Economics, Prague, vol. 2011(3), pages 73-84.
  • Handle: RePEc:prg:jnleam:v:2011:y:2011:i:3:id:141:p:73-84

    Download full text from publisher

    File URL:
    Download Restriction: free of charge

    File URL:
    Download Restriction: free of charge

    As the access to this document is restricted, you may want to search for a different version of it.

    More about this item


    marketing; B2B market; segmentation; corrugated cardboard; package; logistic; B2B trhy; segmentace; vlnitá lepenka; obaly; marketing; logistika;

    JEL classification:

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


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:prg:jnleam:v:2011:y:2011:i:3:id:141:p:73-84. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Frantisek Sokolovsky). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.