"B2B Segmentation as a Tool for Marketing and Logistic Strategy Formulation"

Stanislava Grosova, Ivan Gros, Magda Cisarova


This article deals with the B2B market segmentation as the tool for formulation of the marketing and logistical strategy. An empirical study on the market of secondary cardboard packaging represents the research approach carried out by personal and electronic questioning in order to determine customers´ expectations, demands, preferences and characteristics, results in the processing by the factor and cluster analysis, discovered and designed segments and their profiles. The research focused on existing and potential customers was primarily motivated by finding ways to discover new opportunities in value creation for specific segments on stagnant market. The important part of the study is the confirmation or refusing of hypotheses concerning the behavior of created B2B segments.


market segmentation; B2B market; corrugated cardboard; marketing strategy; logistic strategy

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"Intellectual Economics" ISSN online 1822-8038 / ISSN print 1822-8011