Notes 159
- See Tevfik Dalgic and Maarten Leeuw, “Niche Marketing Revisited: Concept, Applications,
and Some European Cases,”European Journal of Marketing28, no. 4 (1994): 39–55. - Hermann Simon, Hidden Champions(Boston: Harvard Business School Press, 1996).
- Paul Davidson, “Entrepreneurs Reap Riches from Net Niches,”USA Today,April 20, 1998,
p. B3. - See Don Peppers and Martha Rogers, The One to One Future: Building Relationships One
Customer at a Time(New York: Currency/Doubleday, 1993). - B. Joseph Pine II, Mass Customization(Boston: Harvard Business School Press, 1993); B.
Joseph Pine II, Don Peppers, and Martha Rogers, “Do You Want to Keep Your Customers
Forever?”Harvard Business Review,March–April 1995, pp. 103–14. - “Creating Greater Customer Value May Require a Lot of Changes,”Organizational
Dynamics,Summer 1998, p. 26. - Andy Wang, “CDuctive.com Kicks Off New MP3 Store,”E-Commerce Times,June 2, 1999,
http://www.ecommercetime.com; Erick Schonfeld, “The Customized, Digitized, Have-It-Your-Way
Economy,”Fortune,September 28, 1998, pp. 115–24; Jim Barlow, “Individualizing Mass
Production,”Houston Chronicle,April 13, 1997, p. e1; Sarah Schafer, “Have It Your Way,”
Inc.,November 18, 1997, pp. 56–64. - Alan R. Andreasen and Russell W. Belk, “Predictors of Attendance at the Performing Arts,”
Journal of Consumer Research,September 1980, pp. 112–20. - For a market-structure study of the hierarchy of attributes in the coffee market, see Dipak
Jain, Frank M. Bass, and Yu-Min Chen, “Estimation of Latent Class Models with
Heterogeneous Choice Probabilities: An Application to Market Structuring,”Journal of
Marketing Research,February 1990, pp. 94–101. - Kate Kane, “It’s a Small World,”Working Woman,October 1997, p. 22.
- Leah Rickard, “Gerber Trots Out New Ads Backing Toddler Food Line,”Advertising Age,
April 11, 1994, pp. 1, 48. - Lisa Napoli, “A Focus on Women at iVillage.com,”New York Times,August 3, 1998, p. D6;
Linda Himelstein, “I Am Cyber-Woman. Hear Me Roar,”Business Week,November 15, 1999,
p. 40. - For more on generations, see Michael R. Solomon, Consumer Behavior,3d ed. (Upper
Saddle River, NJ: Prentice-Hall, 1996), ch. 14; and Frank Feather, The Future Consumer
(Toronto: Warwick Publishing Co., 1994), pp. 69–75. - Geoffrey Meredith and Charles Schewe, “The Power of Cohorts,”American Demographics,
December 1994, pp. 22–29. - Andrew E. Serwer, “42,496 Secrets Bared,”Fortune,January 24, 1994, pp. 13–14; Kenneth
Labich, “Class in America,”Fortune,February 7, 1994, pp. 114–26. - “Lifestyle Marketing,”Progressive Grocer,August 1997, pp. 107–10.
- Peter Burrows, “Can Apple Take Its Game to the Next Level?”Business Week,December 20,
1999, p. 52. - Tom Miller, “Global Segments from ‘Strivers’ to ‘Creatives,’ ”Marketing News,July 20, 1998,
p. 11. - Junu Bryan Kim, “Taking Comfort in Country: After Decade of ’80s Excess, Marketers Tap
Easy Lifestyle as Part of Ad Messages,”Advertising Age,January 11, 1993, pp. S1–S4. - Jeff Gremillion, “Can Smaller Niches Bring Riches?”Mediaweek,October 20, 1997,
pp. 50–51. - This classification was adapted from George H. Brown, “Brand Loyalty—Fact or Fiction?”
Advertising Age,June 1952–January 1953, a series. See also Peter E. Rossi, R. McCulloch,
and G. Allenby, “The Value of Purchase History Data in Target Marketing,”Marketing
Science15, no. 4 (1996): 321–40. - Other leading suppliers of geodemographic data are ClusterPlus (by Donnelly Marketing
Information Services) and C.A.C.I. International, which offers ACORN.