New millennium, new segments: moving towards the segment of one?

REFERENCES

• Adams, N.R., Dogramaci, O., Gangopadhyay, A. and Yesha, R. (1999) Electronic Commerce: Technical, Business and Legal Issues. New Jersey: Pearson.
   Google Scholar
• Adelman, M.B., Ahuvia, A. and Goodwin, C. (1994) Beyond smiling: social support and service quality. In R. Rust and R. Oliver (eds) Service Quality: New Directions in Theory and Practice. Thousand Oak, CA: Sage Publications.
   Google Scholar
• Allan, S. and Chudry, F. (2000) The Internet -- a fad or a fundamental for relationship marketing. Journal of Database Marketing 8(1), 73-86.
   Google Scholar
• Bateson, J.E.G. (1995) Managing Services Marketing. Text and Readings. Fort Worth: The Dryden Press.
   Google Scholar
• Beane, T.P. and Ennis, D.M. (1987) Market segmentation: a review. European Journal of Marketing 21(5), 20-42.
   Google Scholar
• Beck, R. (2000) Forrester: e-retailers will bust. Associated Press News Report 12 April.
   Google Scholar
• Belk, R.W. (1975) Situational variables and consumer behavior. Journal of Consumer Research 2,157-64.
   Google Scholar
• Bellis-Jones, R. (1989) Customer profitability analysis. Management Accounting February, 26-8.
   Google Scholar
• Berger, P.D. and Nash, N.I. (1998) Customer life-time value: marketing models and applications. Journal of Interactive Marketing 12,17-30.
   Google Scholar
• Blattberg, R.C. and Deighton, J. (1996) Manage marketing by the customer equity test. Harvard Business Review July-August, 136-44.
   Google Scholar
• Blattberg, R.C. and Sen, S.K. (1976) Market segments and stochastic brand choice models. Journal of Marketing Research 13,34-45.
   Google Scholar
• Bonoma, TV. and Clark, B.H. (1988) Marketing Performance Assessment. Boston: Harvard Business School Press.
   Google Scholar
• Buzzell, R. and Gale, B. (1987) The PIMS Principle: Linking Strategy to Performance. New York: Free Press.
   Google Scholar
• Chaffey, D., Mayer, R., Johnston, K. and Ellis-Chadwick, F. (2000) Internet Marketing. Harlow: Pearson Education.
   Google Scholar
• Charan, R. and Colvin, G. (1999) Why CEOs fail. Fortune 21 June, 68-80.
   Google Scholar
• Choffray, J.-M. and Lilien, G.L. (1980) Marketing Planning for New Industrial Products. New York: John Wiley.
   Google Scholar
• Curds, J. (1999) What is the future for UK shopping? Marketing 4 November, 31-2.
   Google Scholar
• Deshpande, R., Parley, J.U. and Webster Jr, E.E. (1993) Corporate culture, customer orientation and innovativeness in Japanese firms: a quadrad analysis. Journal of Marketing 57, 23-38.
   Google Scholar
• Dibb, S. (1999) Market segmentation: strategies for success. Marketing Intelligence and Planning 16(7), 394-406.
   Google Scholar
• Dibb, S. and Simkin, L. (1996) The Market Segmentation Workbook: Target Marketing for Marketing Managers. London: ITBP.
   Google Scholar
• Dibb, S. and Simkin, L. (1997) A program for implementing market segmentation. Journal of Business and Industrial Marketing 12(1), 51-65.
   Google Scholar
• Dibb, S. and Stern, P. (1995) Questioning the reliability of market segmentation techniques. OMEGA 23(6), 625-36.
   Google Scholar
• Dickson, PR. (1982) Person-situation: segmentation's missing link. Journal of Marketing 46, 56-64.
   Google Scholar
• Doyle, P. (1995) Marketing in the new millennium. European Journal of Marketing 29(13), 23-41.
   Google Scholar
• Foley, D., Gordon, G.L., Schoebachlei, D.D. and Spellman, L. (1997) Understanding consumer database marketing. Journal of Consumer Marketing 14(1), 5-19.
   Google Scholar
• Frank, R.E., Massy, W.F. and Wind, Y. (1972) Market Segmentation. Englewood Cliffs: Prentice Hall.
   Google Scholar
• Gale, B. (1992) Monitoring Customer Satisfaction and Market-perceived Quality. Chicago: American Marketing Association.
   Google Scholar
• Geller, L.K. (1998) The Interned the ultimate relationship marketing tool. Direct Marketing 61(5), 36-8.
   Google Scholar
• Gilmore, J.H. and Pine II, B.J. (1997) The four faces of mass customization. Harvard Business Review 75, 91-101.
   Google Scholar
• Green, P.E. (1977) A new approach to market segmentation. Business Horizons 20, 61-73.
   Google Scholar
• Gross, A.C., Banting, P.M., Meredith, L.N. and Ford, I.D. (1993) Business Marketing. Boston: Houghton Mifflin.
   Google Scholar
• Gummesson, E. (1999) Total Relationship Marketing. Oxford: Butterworth-Heinemann.
   Google Scholar
• Haley, R.I. (1968) Benefit segmentation: a decision oriented research tool. Journal of Marketing 32, 30-5.
   Google Scholar
• Haley, R.I. (1984) Benefit segmentation - 20 years later. Journal of Consumer Marketing 5-13.
   Google Scholar
• Harris, K., Baron, S. and Parker, C. (2000) Understanding the consumer experience: it's good to talk. Journal of Marketing Management 16(1), 111-27.
   Google Scholar
• Hemsley, S. (2000) Keeping customers. Marketing Week 16 March, 39-41.
   Google Scholar
• Hooley, G.J. (1980) The multivariate jungle: the academic's pkyground but the manager's minefield. European Journal of Marketing 14(7), 379-86.
   Google Scholar
• Howell, R.A. and Soucy, S.R. (1990) Customer profitability -- as critical as product profitability. Management Accounting October, 43-7.
   Google Scholar
• Jardine, A. (2000) Iceland rebrand to build on-line sales. Marketing 23 March, 1.
   Google Scholar
• Jenkinson, A. (1995) Valuing Your Customers: From Quality Information to Quality Relationship Through Database Marketing. London: McGraw-Hill.
   Google Scholar
• Koder, P. (1988) Marketing Management. Englewood Cliffs: Prentice Hall.
   Google Scholar
• Koder, P. (2000) Marketing Management. Englewood Cliffs: Prentice Hall.
   Google Scholar
• Littler, D. (1992) Market segmentation, in M.J. Baker (ed.) Marketing Strategy and Management. London: Macmillan, pp. 90-103.
   Google Scholar
• Loudon, D. and Della Bitta, A.J. (1984) Consumer Behavior: Concepts and Applications. London: McGraw-Hill.
   Google Scholar
• Lovelock, C.H. (1996) Services Marketing. Englewood Cliffs: Pearson.
   Google Scholar
• McDonald, M. (1995) Marketing Plans. Oxford: Butterworth-Heinemann.
   Google Scholar
• McDonald, M. and Dunbar, I. (1995) Market Segmentation. Basingstoke: Macmillan Press Ltd.
   Google Scholar
• McKenna, R. (1993) Relationship Marketing: Successful Strategies for the Age of the Customer. Reading, MA: Addison-Wesley.
   Google Scholar
• Meadows, M. and Dibb, S. (1998) Assessing the implementation of market segmentation in retail financial services. The International Journal of Service Industry Management 9(3), 266-85.
   Google Scholar
• Mitchell, A. (2000a) Databases don't add up to one-to-one marketing. Marketing Week 16 March, 34-5.
   Google Scholar
• Mitchell, A. (2000b), Why service is king in the world of net marketing. Marketing Week 3 February, 34-5.
   Google Scholar
• Mitchell, A. (2000c) Balance of brand power rips to 'wired' consumers. Marketing Week 6 January, 28-9.
   Google Scholar
• Mitchell, A. (2000d) In one-to-one marketing, which One' comes first? Interactive Marketing 1(4), 354-67.
   Google Scholar
• Moller, K. and Halinen, A. (2000) Relationship marketing theory: its roots and direction. Journal of Marketing Management 16(1), 29-54.
   Google Scholar
• Murphy, C. (2000) Brit pop wakes up to net revolution. Marketing 16 March, 15.
   Google Scholar
• Nash, E. (1995) Direct Marketing: Strategy, Planning, Execution. New York: McGraw-Hill.
   Google Scholar
• O'Malley, L., Patterson, M. and Evans, M. (1999) Exploring Direct Marketing. London: Thomson Learning.
   Google Scholar
• Parasuraman, A., Zeithaml, VA. and Berry, L.L. (1985) A conceptual model of service quality and its implications for future research. Journal of Marketing 49, 41-50.
   Google Scholar
• Payne, A. (1993) The Essence of Services Marketing. Hemel Hempstead: Pearson.
   Google Scholar
• Payne, A., Christopher, M., Clark, M. and Peck, M. (1998) Relationship Marketing for Competitive Advantage. Oxford: Butterworth-Heinemann.
   Google Scholar
• Pearson, S. (1999) The real challenge of being direct: a strategic and operational road map for customer relationship marketing. Interactive Marketing 1(2), 165-76.
   Google Scholar
• Peppers, D. and Rogers, M. (1993) The One-to-one Future. London: Piatkus.
   Google Scholar
• Peppers, D. and Rogers, M. (1999) The One-to-one Manager. New York: Currency Doubleday.
   Google Scholar
• Peppers, D., Rogers, M. and Dorf, B. (1999) Manager's toolkit: is your company ready for one-to-one marketing. Harvard Business Review 77,151-61.
   Google Scholar
• Peterson, R.A., Balasubramanian, S. and Bronnenber, B.J. (1997) Exploring the implications of die Internet for consumer marketing. Journal of the Academy of Marketing Science 25(4), 329-46.
   Google Scholar
• Phillips, L., Chang, D.R. and Buzzell, R. (1983) Product quality, cost and business performance: a test of some key hypotheses. Journal of Marketing 47, 26-43.
   Google Scholar
• Piercy, N. (1997) Market-led Strategic Change. Oxford: Butterworth-Heinemann Ltd.
   Google Scholar
• Piercy, N. (1998) Marketing implementation: the implications of marketing paradigm weaknesses for the strategy execution process. Academy of Marketing Science Journal 26(3), 222-36.
   Google Scholar
• Piercy, N.F. and Morgan, N.A. (1993) Strategic and operational market segmentation: a managerial analysis. Journal of Strategic Marketing 1,123-40.
   Google Scholar
• Pine, J. (1993) Mass Communication. Boston: Harvard University Press.
   Google Scholar
• Postma, P. (1998) The New Marketing Era: Marketing to the Imagination in a Technology-driven World. New York: McGraw-Hill.
   Google Scholar
• Ramsey, R.P., Siegal, C.E and Marshall, G.W. (1999) Web-based shopping versus other shopping modes: when given a choice, what do consumers prefer. American Marketing Association Winter Educators' Conference Proceedings, Florida, USA, pp. 44-50.
   Google Scholar
• Rapp, S. and Collins, T. (1991) The Great Marketing Turnaround. Englewood Cliffs, NJ: Prentice Hall.
   Google Scholar
• Reed, D. (2000a) Payback time. Marketing Week 20 January, 43-9.
   Google Scholar
• Reed, M. (2000b) Why the future will be wireless. Marketing 3 February, 23-8.
   Google Scholar
• Reichheld, F. (1993) Loyalty-based management Harvard Business Review 71, 64-74.
   Google Scholar
• Reichheld, F. and Sasser Jr, WE. (1990) Zero defections: quality comes to services. Harvard Business Review 68,105-11.
   Google Scholar
• Roberts, J.H. (2000) Developing new rules for new markets. Journal of the Academy of Marketing Science 28(1), 31-44.
   Google Scholar
• Ryan, C. (2000) One-to-one marketing: Panacea or pipe-dream for business marketers? Business-to-Business Marketing, 48-53.
   Google Scholar
• Shapiro, B.P., Rangan, V.K., Moriarty, R.T. and Ross, E.B. (1987) Manage customers for profits (not just sales). Harvard Business Review September-October.
   Google Scholar
• Shaw, R. (1999) Measuring, managing and improving the performance of CRM. Interactive Marketing 1(1), 44-58.
   Google Scholar
• Shepard, D. (1995) The New Direct Marketing: How to Implement a profit-driven Database Marketing Strategy. New York: Irwin.
   Google Scholar
• Sheth, J.N., Banwari, M. and Newman, B. (1999) Customer Behavior: Consumer Behavior and Beyond. New York: Dryden.
   Google Scholar
• Sheth, J.N., Sisodia, R.S. and Sharma, A. (2000) Customer-centric marketing. Journal of the Academy of Marketing Science 28(1), 55-66.
   Google Scholar
• Simkin, L. (2000) Delivering effective marketing planning. Journal of Targeting, Measurement and Analysis for Marketing 8(4), 335-50.
   Google Scholar
• Simon, C.J. and Sullivan, M.W (1993) The measurement and determinants of brand equity: a financial approach. Marketing Science 12(1),27-52.
   Google Scholar
• Smith, W (1956) Product differentiation and market segmentation as alternative marketing strategies. Journal of Marketing 21,3-8.
   Google Scholar
• Srivastava, R.K., Shervani, TA. and Fahey, L. (1998) Market based assets and shareholder value: a framework for analysis. Journal of Marketing 62,2-18.
   Google Scholar
• Sleight, P. (1997) Targeting Customers. Henley-on-Thames: NTC Publications.
   Google Scholar
• Stone, M. and Shaw, R. (1988) Database Marketing. Aldershot Gower.
   Google Scholar
• Storbacka, K. (1997b) Segmentation based on customer profitability - retrospective analysis of retail bank customer bases. Journal of Marketing Management 13,479-92.
   Google Scholar
• Tapp, A. (1998) Principles of Direct and Database Marketing. London: Financial Times Pitman.
   Google Scholar
• Tauber, E.M. (1972) Why do people shop? Journal of Marketing 36,47-8.
   Google Scholar
• Thomas, R. (2000) How to create trust in the net. Marketing 2 March, 35.
   Google Scholar
• Waldo, C.N. (1973) What's bothering marketing chiefs most? Segmenting. Advertising Age 4 June, 77.
   Google Scholar
• Wang, P. and Spiegel, T. (1994) Database marketing and its measurements of success: designing a managerial instrument to calculate the value of repeat customer base. Journal of Direct Marketing 8(2), 73-81.
   Google Scholar
• Webber, R. (1999) Adapting DM analysis and segmentation practice to the challenge of one-to-one marketing and multi-channel communications. Journal of Targeting, Measurement and Analysis for Marketing 8(1), 21-33.
   Google Scholar
• Wedel, M. and Kamakura, W (2000) Market Segmentation: Conceptual and Methodological Foundations. Boston: Kluwer Academic Publishers.
   Google Scholar
• Weinstein, A. (1994) Market Segmentation. New York: McGraw-Hill.
   Google Scholar
• Whitfield, P. and Michalczyk, I. (2000) Marketing principles hold true in web age. Marketing 30 March, 17.
   Google Scholar
• Wind, Y. (1978) Issue and advances in segmentation research. Journal of Marketing Research 15,317-37.
   Google Scholar
• Woodruffe, H.R. (1997) Compensatory consumption: why women go shopping when they're fed up and other stories. Marketing Intelligence and Planning 15(7).
   Google Scholar
• Young, S., Ott, L. and Feigin, B. (1978) Some practical considerations in market segmentation. Journal of Marketing Research 15,405-12.
   Google Scholar
• Zeithaml, V. (2000) Service quality, profitability, and the economic worth of customers: what we know and what we need to learn. Journal of the Academy of Marketing Science 28(1), 67-85.
   Google Scholar
• Zeithaml, V. and Bitner, J. (1996) Services Marketing. New York: McGraw-Hill.
   Google Scholar