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Journal of the Academy of Marketing Science
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Industrial Market Segmentation on Buying Center Purchase Responsibilities

Robert J. Thomas

Georgetown University

This exploratory study focuses on the use of buying center purchase responsibilities as a basis for industrial market seg mentation. Analysis of buying centers revealed differences between organizations with "overlapping" versus "posi tion-dominant" patterns of purchase responsibility. Hypotheses supporting overlapping versus position- dominant buying centers are discussed, and implications for industrial marketing management are proposed.

Journal of the Academy of Marketing Science, Vol. 17, No. 3, 243-252 (1989)
DOI: 10.1177/009207038901700306
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