search query: @indexterm DIRECT SELLING / total: 210
reference: 34 / 210
| Author: | Roy, S. |
| Title: | Strategic segmentation of a market |
| Journal: | International Journal of Industrial Organization
2000 : DEC, VOL. 18:8, p. 1279-1290 |
| Index terms: | SEGMENTATION ADVERTISING DIRECT SELLING |
| Language: | eng |
| Abstract: | When competing firms target information towards specific consumers through direct marketing activities, complete segmentation of markets can result. The author analyses a two-stage duopoly where, prior to price competition, each firm targets information to specific consumers and only consumers informed by a firm can buy from it. This has the effect of endogenously determining market segments in a model of "sales". |
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