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Research papers

Business-to-business segmentation

This paper moves from the consideration that a segmentation strategy proves efficient only if it enables the Company to offer to its Customers a set of benefits that match their needs and expectations. In business-to-business marketing this means...

Catalogue: Seminar 1992: Business To Business Marketing
Author: Glauco T. Savorgnani
Company: DOXA
June 15, 1992
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Citation

Savorgnani, G. T. (1992a, June 15). Business-to-business segmentation. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/business-to-business-segmentation