publication . Other literature type . Article . 2007

Customer segments as moving targets: Integrating customer value dynamism into segment instability logic

Daniel J. Flint; Christopher P. Blocker;
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  • Published: 01 Aug 2007
  • Publisher: Elsevier BV
Abstract
Segmentation is a mature concept in marketing strategy that continues to receive significant attention from managers and scholars alike. The key goal in segmentation is identifying and reaching profitable segments with products and services that meet the common needs of these customers. However, a fundamental issue needing rigorous attention is that customers' needs are dynamic and can induce segment instability. The purpose of this paper is to draw focus to segment instability in business-to-business markets by conceptually exploring its theoretical underpinnings and integrating related theory on customer value change to propose an agenda for future research.
Subjects
free text keywords: Marketing, Segmentation, Customer advocacy, Customer to customer, Marketing strategy, business.industry, business, Dynamism, Voice of the customer, Customer intelligence, Customer retention, Process management
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