Segmenting high‐tech markets: a value‐added taxonomy
Abstract
Reports findings from a major study done by a Boston consulting firm showing four solution‐based market segments in high‐tech industries. They are the specialized solution, the customized solution, the value solution, and the packaged solution. One segment is the be‐first “contrarian” buyer. One segment responds to aggressive selling while another reacts to market pull. And the fourth segment is retail‐oriented. This article may be useful to both buyers and sellers of technology in emerging, unsaturated markets.
Keywords
Citation
Dunn, D., Hulak, J. and Steven White, D. (1999), "Segmenting high‐tech markets: a value‐added taxonomy", Marketing Intelligence & Planning, Vol. 17 No. 4, pp. 186-191. https://doi.org/10.1108/02634509910275926
Publisher
:MCB UP Ltd
Copyright © 1999, MCB UP Limited