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Business Segmentation Variables

 

Disciplines > MarketingUnderstanding Markets > Business Segmentation Variables

Size | Market | Strategy | See also

 

 

If you sell to the general public, then consumer segmentation is likely to be very useful. But if you sell to businesses, then different variables are needed.

This segmentation of businesses is sometimes called 'firmographics'.

Here are just a few of the many variables by which you can segment business customers.

Model

Businesses are based on basic designs or models that shape how the business is designed.

Business type

Just the basic business type can tell a lot about how the business operates. The business type includes wholesaling, manufacturing and retailing.

Financial model

The big question for any company is how they are going to make money. This includes factors such as cost management and pricing.

Organization design

To achieve their goals, the company structures itself in certain ways. This includes process patterns, the reporting hierarchy and cultural values.

Size

The size of the company can impact a number of factors including the potential for custom and the stability into the future.

Finance

Size indicators can be calculated in a number of financial ways, including revenue, profit, share value and so on.

Customers

Another way of determining size is the number of their customers, perhaps as measured by the number of sales per year.

Employees

A fairly stable indicator of size is the number of employees, although industry and business type can vary these significantly. A large company can employ few people when much is automated or outsourced.

Market

The market served by the company can be helpful in determining how to serve them.

Stage

If the company serves their customers an early market, then this is different to them serving a later diffusion stage.

Stability

If the company's business is with many new customers with loss of old customers then they will depend heavily on marketing and sales rather than customer loyalty.

Strategy

The company's strategy may be another dimension on which they may be served differently.

Survival

A survival strategy is likely to mean close control of costs and heavy retention of existing customers.

Growth

A growth strategy means aggressively growing the overall market or competing for customers served by their competitors.

Outsourcing

An outsourcing strategy happens where the company sees itself more as a management unit and is ready to farm work to outsiders (which could be you!).

See also

Market Attractiveness

 

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed