Global marketing segmentation usefulness in the sportswear industry

Eunju Ko, Charles R. Taylor, Heewon Sung, Jooyeon Lee, Udo Wagner, David Martin-Consuegra Navarro, Fanghua Wang

Research output: Contribution to journalArticlepeer-review

39 Citations (Scopus)


Despite the increasing attention Global Marketing Strategy (GMS) is receiving in the academic literature, researchers have paid relatively little attention to whether markets can be segmented cross-nationally. Drawing on GMS theory, this study predicts the existence of stable cross-market segments in the sportswear industry. Surveying a cross-national group of consumers from Austria, China, South Korea, and the United States regarding their lifestyle preferences, the study collected data on demographics, evaluative attributes, and purchase patterns, garnering a total of 1031 usable questionnaires from the four nations. Results of a factor analysis identify eight lifestyle factors that can be used to help segment sportswear consumers. A follow-up cluster analysis indicates four psychographic segments cut across cultural boundaries: Fashion Leaders, Conspicuous Fashion Consumers, Sensational Seekers, and Sociable Followers. The study also investigates whether the four segments can be targeted separately and finds that they do, indeed, present different characteristics. The findings support the existence of similarities across the world fashion markets that allow the sportswear industry to target market segments based on the theoretical framework.

Original languageEnglish
Pages (from-to)1565-1575
Number of pages11
JournalJournal of Business Research
Issue number11
Publication statusPublished - 2012 Nov

Bibliographical note

Funding Information:
This work was supported by the Korea Research Foundation Grant funded by the Korean Government (MOEHRD, Basic Research Promotion Fund) ( KRF-2007-327-B00309 ). The authors thank Anthony Di Benedetto, Temple University, and Seigyoung Auh, Thunderbird School of Global Management, for valuable comments and input to improve the quality of this manuscript.

All Science Journal Classification (ASJC) codes

  • Marketing


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