| Автор | Sisodia, Rajendra S. |
| Дата выпуска | 1994 |
| dc.description | This paper addresses the overlap between market seg- mentation and competitive strategy for an institutional service. Two multidimensional scaling approaches-ALSCAL and "Pick-Anyw- are used to represent the process whereby brokerage firms and finan- cial institutions select one anoll~er. Strategic groupings of brokcrage firms are obtained and described in behavioral terms; similarly, we obtain "revealed" segments of financial institutions with similar brokerage needs. Profiles of the "ideal" firm to service each seg- ment are developed. Bascd upon this analysis, optimal buying and selling protocols for institutions and firms respectively are sug- gested. The paper concludes with a discussion of the results and their implications for furlher research in this area. |
| Формат | application.pdf |
| Издатель | Taylor & Francis Group |
| Копирайт | Copyright Taylor and Francis Group, LLC |
| Название | The "Ideal" Brokerage Firm |
| Тип | research-article |
| DOI | 10.1300/J090v10n01_12 |
| Print ISSN | 0748-4623 |
| Журнал | Journal of Professional Services Marketing |
| Том | 10 |
| Первая страница | 119 |
| Последняя страница | 146 |
| Выпуск | 1 |
