Abstract
This paper reexamines the concept of market segmentation from the viewpoint of indivIDuationdeindivIDuation theory and research, and discusses how this theoretical base may be applied to direct market segmentation strategies.
This is a preview of subscription content, log in via an institution.
Buying options
Tax calculation will be finalised at checkout
Purchases are for personal use only
Learn about institutional subscriptionsPreview
Unable to display preview. Download preview PDF.
References
M. Argyle, Social Interaction, (New York: Atherton Press, 1969).
R. A. Baron, Anonymity, De-indivIDuation and Aggression, Unpublished doctoral dissertation, University of Minnesota, 1970.
G. S. Day, A. D. Shocker, and R. K. Srivastava, "Consumer-Oriented Approaches to IDentifying Product Markets", Journal of Marketing, 1979, 43 (4), 8–19.
E. Diener, "Effects of Prior Destructive Behavior, Anonymity, and Group Presence on DeindivIDuation and Aggression". Journal of Personality and Social Psychology, 1976, 33, 497–507.
R. Dipboye, "Alternative Approaches to DeindivIDuation", Psychological Bulletin, 1977, 84 (6), 1057–1072.
S. Duval, "Conformity on a Visual Task as a Function of a Personal Novelty on Attitudinal Dimensions and Being Reminded of the Object Status of Self", Journal of Experimental Social Psychology, 1976, 12, 87–98.
R. Ellison, Invisible Man, (New York: Signet Books, 1952.)
L. Festinger, A. Pepitone, and T. Newcomb, "Some Consequences of De-indivIDuation in a Group", Journal of Abnormal and Social Psychology, 1952, 47, 382–389.
R. E. Frank, "Correlates of Buying Behavior for Grocery Products", Journal of Marketing, 1967, 31, 48–53.
R. E. Frank and P. E. Green, "Numerical Taxonomy in Marketing Analysis: A Review Article", Journal of Marketing Research, 1968, V, 83–98.
B. FreIDan, The Feminine Mystique, (New York: Dell, 1963.)
R. I. Haley, "Benefit Segmentation: A Decision-Oriented Research Tool", Journal of Marketing, 1968, 32, 30–35.
K. Horney, Neurosis and Human Growth: The Struggle Toward Self-Realization, (New York: Norton, 1950.)
C. G. Jung, Psychological Types or the Psychology of IndivIDuation, (New York: Harcourt, Brace, 1946.)
D. Kanter, Unpublished Study of Advertising Response, Reported in the Wall Street Journal, March 11, 1980, p. 1.
K. Keniston, "Dissenting Youth and the New Society," In A. Kaplan (Ed), IndivIDuality and the New Society, (Seattle: University of Washington Press, 1970.)
O. E. Klapp, Collective Search for IDentity, (New York: Holt, Rinehart & Winston, 1969.)
G. Le Bon, The Crowd: A Study of the Popular Mind, (London: Ernest Benn, 1896.)
A. H. Maslow, Toward A Psychology of Being, (New York: Van Nostrand Reinhold, 1896.)
W. McDougall, The Group Mind, (New York: Putnam, 1920.)
R. K. Merton and A. S. Kitt, "Contributions to the Theory of Reference Group Behavior," In R. K. Merton and P. F. Lazarfe1d (Eds.), Continuities in Social Research: Studies in the Scope and Method of "The American Soldier," (Giencoe, 111.; Free Press, 40– 105.)
S. Mil gram and H. Toch, "Collective Behavior: Crowds and Social Movements," In G. Lindzey and E. Aronson (Eds.), Handbook of Social Psychology, (Reading, Mass: Addison-Wesley, 1969.)
M. L. Roberts and L. H. Wortzel, "New Life Style Determinant's of Women's Food Shopping Behavior," Journal of Marketing, 1979, 43 (3), 28–39.
M. A. Sewall, "Market Segmentation Based on Consumer Ratings of Proposed Product Designs," Journal of Marketing Research, 1978, XV, 557–564.
J. E. Singer, C. Brush, S. C. Lublin, "Some Aspects of DeindivIDuation: IDentification and Conformity," Journal of Experimental Social Psychology, 1965, 1, 356–378.
W. A. Smith, "Product Differentiation and Market Segmentation As Alternative Marketing Strategies," Journal if Marketing, 1956, 3–8.
S. A. Stouffer, E. A. Suchman, L. C. DeVinney, S. A. Star, and R. M. Williams, Jr., The American Soldier (Vol.-1): Adjustment During Army Life, (Princeton, N.J.: Princeton University Press, 1949.)
C. R. Snyder and G. R. Larson, "A Further Look at Student Acceptance of General Personality Interpretation," Journal of Counseling and Clinical Psychology, 1972, 38, 384–388.
W. J. Stanton, Fundamentals of Marketing, (New York: McGraw-Hill, 1978.)
G. Tarde, The Laws of Imitation, (New York: Holt, Rinehart & Winston, 1903.)
D. W. Twedt, "Some Practical Applications of the ‘Heavy Half’ Theory," New York: Advertising Research Foundation 10th Annual Conference, October 6, 1964.
E. Van Den Haag, "Of Happiness and Dispair We Have No Measure," In B. Rosenberg & D. White (Eds.), Mass Culture, (Free Press of Giencoe, 1957.)
R. I. Watson, Jr., "Investigation Into DeindivIDuation Using A Cross-Cultural Survey Technique," Journal of Personality and Social Psychology, 1973, 25, 342–345..
W. H. Whtye, The Organization Man, New York: Simon & Schuster, 1956.
C. Wilson, "Homemaker Living Patterns and Marketplace Behavior - A Psychometric Approach," In J. S. Wright and J. L. Goldstucker, (Eds.), New IDeas for Successful Marketing, (Chicago: American Marketing Association, 1966, 305–331.)
F. W. Winter, "A Cost Benefit Approach to Market Segmentation, Journal of Marketing, 1979, 43 (4), 103–111.
D. Yankelovich, "New Criteria for Market Segmentation," Harvard Business Review, 1964, 83–84.
P. Zimbardo, "The Human Choice: IndivIDuation, Reason, and Order vs DeindivIDuation, Impulse, and Chaos," In W. J. Arnold and D. Levine (Eds.), Nebraska Symposium on Motivation, (Vol. 17), (Lincoln: University of Nebraska Press, 1969.)
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Academy of Marketing Science
About this paper
Cite this paper
Mills, M.K. (2015). Market Segmentation: A New Look at an Old Topic. In: Bellur, V. (eds) The 1980’s: A Decade of Marketing Challenges. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16976-7_40
Download citation
DOI: https://doi.org/10.1007/978-3-319-16976-7_40
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16975-0
Online ISBN: 978-3-319-16976-7
eBook Packages: Business and EconomicsBusiness and Management (R0)