Is 'culture' a justifiable variable for market segmentation? A cross-cultural example

Lindridge, Andrew and Dibb, Sally (2003). Is 'culture' a justifiable variable for market segmentation? A cross-cultural example. Journal of Consumer Behaviour, 2(3) pp. 269–286.

DOI: https://doi.org/10.1002/cb.106

Abstract

This paper investigates whether culture can be used to segment a market. Using Indians, resident in Britain (British Indians) as an example, previous research suggests that culture's manifestation within buyer behaviour provides sufficient evidence to justify its use as a market segment variable. Using brown goods (television sets, video equipment, music systems etc) a comparative quantitative study examined the impact of a range of cultural values upon the buying behaviour of British Indians and British Caucasians, to identify significant differences between the two. Although a significant difference was found, the amount of similarity between the two sample groups suggests culture should not be used as a segmentation variable. This research has implications for organisations seeking to develop ethnic minority orientated marketing strategies.

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