Gaining insight to B2B relationships through new segmentation approaches: Not all relationships are equal

作者：

Highlights：

• Use both descriptive and predictive models to segment B2B relationship.

• Generate practical & effective outcomes from multiple segmentation bases.

• Gain business insights based on a set of Pareto optimal solutions.

• Develop new methods to choose the best solution from a Pareto optimal set.

摘要

•Use both descriptive and predictive models to segment B2B relationship.•Generate practical & effective outcomes from multiple segmentation bases.•Gain business insights based on a set of Pareto optimal solutions.•Develop new methods to choose the best solution from a Pareto optimal set.

论文关键词：Market segmentation,B2B market,Multi-objective market segmentation,Pareto optimal solution

论文评审过程：Received 4 June 2019, Revised 4 June 2020, Accepted 14 July 2020, Available online 18 July 2020, Version of Record 24 July 2020.

论文官网地址：https://doi.org/10.1016/j.eswa.2020.113767