Segmenting Business Markets


Special issue of Industrial Marketing Management, edited by Thomas Ritter; Deadline 16 Nov 2007

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Call for Papers
for the Special Issue of
Industrial Marketing Management
Segmenting Business Markets

Industrial Marketing Management (IMM) has a long-standing tradition in publishing conceptual developments and applied solutions of business market segmentation (Wind & Cardoza, 1974; Planck, 1984; Bonoma & Shapiro, 1984; De Kluyver & Whitlark, 1986; Bennion, 1987; Griffith & Pol, 1994; Freytag & Clarke, 2001; Albert, 2003). Given the current interest in improving segmentation practice by CEOs and Sales and Marketing Directors, new thinking in segmentation theory and practice need to be debated and presented. This special issue provides the platform to enhance theory and practice in business market segmentation.

Contributions can be both conceptual and empirical in nature. Issues that could be explored include, but are not limited to:

  • The usefulness and logic of segmentation;
  • The impact of segmentation on business results;
  • Preconditions for successful segmentation;
  • Conditions when segmentation is not useful;
  • New variables and dimensions used in segmentation;
  • New processes for segmentation;
  • New ways for getting segmentation used in organizations.

Papers must follow the manuscript guidelines of Industrial Marketing Management. Please refer to the latest issue of the journal or its website for the “Guide for Authors”:

Deadline for submission to this Special Issue is Friday November 16th 2007. Publication is expected in late 2008.

Please send an electronic copy of the manuscript that includes all tables and appendices in one file to the guest editor (also send a copy to IMM:

Prof. Thomas Ritter
Center for Applied Market Science (CAMS)
Department of Marketing, Copenhagen Business School (CBS)
Solbjerg Plads 3, DK-2000 Frederiksberg, Denmark
Tel: +45 3815 2121, Fax: +45 3825 2101, Email: