• Title/Summary/Keyword: market segment

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A Deterministic Model for Optimal Pricing Decisions with Price-Driven Substitution (가격차에 의해 발생하는 수요대체효과를 고려한 정태적 최적가격결정 모형 수립)

  • Kim, Sang-Won
    • Journal of the Korean Operations Research and Management Science Society
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    • v.33 no.1
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    • pp.1-17
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    • 2008
  • Market segmentation is a key strategic factor in increasing the expected profits, especially in the practice of revenue management. A manufacturing firm should manage both manufacturing quantities and pricing decisions over its segmented markets to maximize the expected profits, setting different price for each different segment. Also, market segments should be kept separate in order to prevent demand leakages between different market segments. In fact, even though the markets for different products are firmly segmented, it is not easy to keep separate segmentation because many products might be substitutable by customer buying behavior. That is, customers respond to price changes by purchasing other market's products instead of purchasing the originally requested products, which causes demand substitution effect ; This kind of substitution is referred to as price-driven substitution. Therefore, decisions on optimal prices should take into account the differences in customers' valuation of the different products. We consider a deterministic model for deciding optimal prices in the presence of price-driven substitution, and we compare both symmetrical-and asymmetrical-type demand substitutions between two segmented markets. The objective of this study is to develop analytical and numerical models to examine the impact of price-driven substitution on the optimal price levels and the total expected profits.

A Study on the Strategic Adoption of Internet based Customer Relationship Management (인터넷 기반 고객관계관리의 전략적 도입에 관한 연구)

  • Roh Kyung-Ho
    • Management & Information Systems Review
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    • v.5
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    • pp.61-79
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    • 2000
  • This research suggests the strategic adoption methodology of Customer Relationship Management. The backgrounds of CRM is the business environment changing that Market power is shifting to the customer who has unprecedented powers of choice today. The strategic adoption of Customer Relationship Management determines the value, needs and preferences of each customer or customer segment. Customer Relationship Strategy is an explicitly defined plan for how a company has decided to connect with, relate to, and focus on its chosen customers to create value. Deliberate decisions must be made, often involving trade-offs, so that investments are aligned with customer needs and value. Plan defined in terms of target customers value proposition, role in value delivery, and risk/reward sharing. All customers are not created equal; specific customers and/or customers segments are more desirable/valuable to pursue. Key premise of CRM is that value can be created by changing company's business model to better connect with customers. Area of service of Customer Relationship Management are as follows. Portfolio strategy, Market Opportunity Assessment, Brand Equity, Market Positioning, Pricing, Channel Strategy, Market Segmentation. Target Market Identification, Customer LifeTime Value Analysis, Customer Profitability, Customer Connections Economics Analysis. The objects of CRM are maximizing customer service effectiveness, improving customer loyalty, increasing customer service efficiency, optimizing intelligence about customer behaviors and preferences.

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Development of Health Indices and Market Segmentation Strategies for Senior Health Services

  • Shin, Jeong-Hun
    • The Journal of Industrial Distribution & Business
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    • v.9 no.11
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    • pp.7-15
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    • 2018
  • Purpose - This study surveys factors such as lifestyles, nutritional status, physical indicators, and physical fitness levels that affect the health of seniors over the age of 65 and based on the collected data attempts to create a senior health index model that provides health service information, help support seniors' successful aging, and improve their quality of life. Research design, data, and methodology - This paper conducted the development for senior health index model and the cross validity verification to examine the status of senior health level, and aimed at setting the health status evaluation criteria. Seniors 384 usable data were analyzed. Results - As an attempt to segment the senior health service market, I divided the results of this study based on measurability, accessibility, disparity between groups, and the size of the potential client base. I divided the senior market into five subgroups: very healthy, healthy, normal, weak, and very weak. Conclusions - The findings of this study may prove useful in preparing for the forthcoming super-aged society through segmentation of the senior market, understanding differences between groups with different health conditions, and discovering effective marketing strategies that meet the demands of different senior groups.

Market Segmentation of Rural Healing Tourists (농촌 치유관광객 시장세분화 연구)

  • Kim, Kyung-Hee;Hwang, Dae Yong;Lee, Hye Young
    • Journal of Agricultural Extension & Community Development
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    • v.28 no.1
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    • pp.13-23
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    • 2021
  • This study aims to examine the market segmentation of rural healing tourists. A two-stage cluster method was used to segment the market of rural healing tourists, and the difference in satisfaction by segmented market was identified. In this study, a total of 433 cases were used for analysis. A total of four clusters of rural healing tourists were derived based on the purpose of visit and involvement with rural healing tourism. The names of each cluster were determined as 'high involvement, daily escape purpose type', 'high involvement, stress relief purpose type', 'low involvement, daily escape purpose type', and 'high involvement, exotic experience purpose type.' Each groups were found to have significant differences according to educational level, purpose of visit, companion, and expenditure. The satisfaction and the behavioral intention of rural healing tourists was highest in the group of 'high involvement, stress relief purpose type.' The results of this study suggest that the characteristics and satisfaction of rural healing tourists were differ according to the segmented group. This study suggests useful information for target marketing strategies for each segmented market according to the characteristics of rural healing tourists.

A Study on the Formation of Global Satellite Data Services Industry and the Creation of New Markets through Convergence (글로벌 위성 데이터 활용산업의 형성과정과 융합을 통한 신시장 창출 패러다임 연구)

  • Chang Han Lee;Chie Hoon Song
    • Journal of the Korean Society of Industry Convergence
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    • v.26 no.3
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    • pp.483-497
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    • 2023
  • This study aims to provide strategic recommendations for promoting the development of the global satellite data services industry by analyzing the startup landscape. Based on the analysis of startup data, such as number of startups, market segment, and funding amount, we examined the paradigm shift in the global satellite data services market, particularly its convergence with other market segments. To this end, we derived the cumulative funding-convergence dynamics matrix, which classifies the converging areas into four quadrants by considering the growth rate of converging segments and the cumulative funding amount. In this way, we can specify converging areas in the satellite data services market that bear potential importance for the creation of new markets. The findings of this study are expected to contribute to the advancement of the satellite data services industry and facilitate the exploration of new market opportunities. Furthermore, they can serve as a valuable reference for policy makers, industry stakeholders, government officials, and researchers involved in the satellite data services industry in capitalizing on the emerging space economy.

Market Segmentation and Characteristics Analysis of Senior Rural Tourists - Focusing on Two-Stage Cluster Analysis - (시니어 세대 농촌관광객 시장세분화와 특성 분석 - 이단계 군집분석을 중심으로 -)

  • Kyung-Hee Kim;Don-Gak Lee
    • Journal of Agricultural Extension & Community Development
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    • v.31 no.1
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    • pp.1-11
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    • 2024
  • This study segmented the market of senior rural tourists and analyzed their characteristics. A two-stage cluster analysis was used to analyze the types of senior rural tourists, and the difference in general characteristics and behavioral intention by segmented market was identified. In this study, data from the fact-finding survey on rural tourism 2022 were used, and 487 cases of senior with rural tourism experience in the past year were used for analysis. A total of three types of senior rural tourists were derived based on the motivation for rural tourism, annual expenditure for rural tourism, experience living in rural areas, and relationship with rural area. The segmentation market of senior rural tourists was found to be 'rural attachment type', 'rural curiosity type', and 'rural indifference type'. The results of this study suggest that the general characteristics and behavioral intentions of senior rural tourists differ according to the segment. The results of this study will be useful information in establishing effective marketing strategies targeting senior rural tourists.

Profiling Female College Students' Apparel Buying Decision-Making Styles (여대생들의 의류구매 의사결정 스타일 특성에 관한 연구)

  • 정혜영
    • The Research Journal of the Costume Culture
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    • v.12 no.3
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    • pp.468-484
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    • 2004
  • The purposes of this study were (1) to segment female college students' apparel shoppers into unique apparel buying decision-making style groups; and (2) to profile for each segment in terms of personal characteristics (material values, change seeking tendency and prestige sensitivity) and fashion information sources. Data were collected through questionnaires from convenient sample of 290 female college students. As a result of cluster analysis and univariate analysis of variance, distinctive consumer decision-making style groups of consumers were identified; Value-maximizing Recreational Shoppers, Brand-Maximizing Emotional Shoppers, and Apathetic Shoppers. These three groups were compared as to the effect of personal characteristics variables and fashion information sources through univariate analysis of variance and chi-square statistics. The result showed that personal characteristics (material values, change seeking tendency and prestige sensitivity) and fashion-information sources do influence the consumer decision-making styles and that these three groups were unique in their decision-making characteristics showing that consumer decision-making styles can be a good segmentation base for apparel market.

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A Study on the Benefit Segmentation of Womens' Formal Suit in Checheon (여성 정장류 소비자의 혜택 세분화에 대한 연구 -제천시 주부들을 중심으로-)

  • 임경복
    • The Research Journal of the Costume Culture
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    • v.6 no.3
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    • pp.34-45
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    • 1998
  • The purposes of this study were 1) to segment the female formal suit market based on clothing benefits sought by housewives in Checheon 2) to compare the real and ideal self-image's relative power on the clothing benefits factor, and 3) to develop a profile of each segment concerning self-image (real and ideal), and demographics. The data wer collected via a questionnaire from housewives. Using factor and cluster analysis, four groups were identified and labeled as 1) Easy care oriented users 2) Aesthetics/fashion oriented users 3) Low benefit oriented users. ANOVA, Duncan's Multiple Range Test, Chi-square statistics revealed significant differences among the three groups according to clothing benefits, real and ideal self-image and demographic variables.

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Lifestyle Segmentation: The Comparison of Islamic and Conventional Banking Customers in Indonesia

  • Sutarso, Yudi;Rustiana, Elly;Hanum, Rizky Amalia;Gunawan, Wibiksono K
    • Journal of Distribution Science
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    • v.10 no.8
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    • pp.25-34
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    • 2012
  • Understanding customer' lifestyles important for banks because it will guide in determining marketing policies, such as services, pricing, service delivery and promotion decisions. From the customer' lifestyle, banks will know what kind of customers' attitudes, interests and opinions, so they also will understand what the costumer' needs and what services needed by them. For Islamic banks, customers understanding are important because, nowadays, the competition of the banks is not only with other Islamic banks but also with the well-established conventional banks offering Islamic products or services The aims of this research paper are to describe what factors underline the customer's lifestyle of both Islamic and conventional bank, to segment the bank customers based on their lifestyles and investigate the profile of each segments, to compare the characteristics of the segments, and to identify marketing policies based on the characteristics. The population of the study is banking customers in Indonesia, in which the researchers have used judgment sampling as sample selection. There were 186 customers of Islamic banks and 244 customers of conventional bank as respondents in this study. Statistical methods employed were exploratory factor analysis and cluster analysis. The finding of the study shows that there are twelve factor underlining the customers' lifestyle, namely: factor of fashion conscious, internet usage, sports spectator, financial and technology optimism, price sensitivity, independent, compulsive housekeeper, new brand tryer community activities, opinion leader, credit usage, and homebody. In addition, for Islamic banking, there are two market segments, namely fashionable-independent and innovative-social segment. Based on the lifestyle characteristics, the first segment has higher level in factor of fashion conscious, homebody, independent, optimism and price conscious, which is therefore called fashionable-independent segment. On the other hand, the second cluster has higher level in factor of new brand tryer, community minded, sport spectator, credit user, internet usage, opinion leader, and compulsive housekeeper, which is therefore called the innovative-social segment. Furthermore, for conventional banking, there are also two segments, namely persuasive-optimistic and sensitive-independent segment. The first segment has higher level on some factors, namely: opinion leader, optimism, internet usage rate, credit usage level, sport spectator, and new brand tryer. On the other hand, the second cluster is characterized by higher level in factor of price conscious, confidence, community minded, homebody, fashion conscious, and compulsive housekeeper. Managerial implications for the management of Islamic banks could be identified in this study as follows. Firstly, the twelve lifestyle factors of this study could be an alternative view in observe Islamic banking customers. The domination of both the fashionable conscious and the internet usage factor show that the aspects are quite instrumental in perceiving the customer' lifestyles, in which reflects the importance of these two aspects to customers. Secondly, in serving their customers, Islamic banks need to understand the customer lifestyle, in which the lifestyle segments found in this study provide a guide of how their needs were reflected. Finally, by understanding the segments and the characteristics each segment of the conventional banks, Islamic banks could adjust their marketing strategies differently from the conventional banks.

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Rational Regulatory Framework Regarding the Appraisal of Mobile Telecommunication Market Domination (이동통신의 시장지배력 평가에 대한 합리적 규제방안 - 이동전화 도매착신 시장을 중심으로 -)

  • Kwak, Jeong Ho
    • Journal of Internet Computing and Services
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    • v.18 no.2
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    • pp.113-121
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    • 2017
  • As the industrial structure of the mobile telecommunications market is transforming into the ICT ecosystem centered on smartphones, the regulatory system conforming to the new ICT environment has become the main subject of discussion in key developed countries. The EU segmented the mobile phone service into wholesale and retail. Simultaneously, the EU appraised mobile telecommunication carriers' market domination in segmented markets to continuously improve the scheme to promote competition in the telecommunications market. In Korea, also, there is discussion about adopting the EU scheme to segment the mobile phone market definition more finely and taking measures to appraise the market domination in accordance with object appraisal criteria. As such, this study analyzes whether the current criteria for appraising the wholesale termination rate market domination under the ICT's domestic mobile telecommunication ecosystem is adequate and presents the rational improvement measures reflecting the theoretically suggested evaluation factors.