• Journal title: Choregia
  • ISSN: 1791-4027 (print) 2241-6323 (online)
  • Publisher: University of Peloponnese
  • Country of publisher: greece
  • Date added to EuroPub: 2017/May/15

Subject and more

  • LCC Subject Category: Sports and Recreation, Adapted Physical Activity,
  • Publisher's keywords: Golf, consumer behavior, benefit segmentation, marketing
  • Language of fulltext: english
  • Full-text formats available: PDF


    Chung-Mi Lee| University of Minnesota, Dr. Daniel McLean| Indiana State University, Dr. Daniel McLean| Indiana State University, Dr. Kimberly Bodey| Indiana State University




The golf industry has expanded over the past 50 years throughout the world, particularly in America. The number of golfers in the United States has increased seven-fold since 1950, as the game was transformed from an expensive diversion of the rich to a mass-market pastime. A number of recent studies have shown that demographic variables such as age, gender, occupation, income, and race are –in general– poor predictors of golfers’ consumer behavior and, consequently, less than optimum bases for segmentation strategies. Because of those problems associated with demographic segmentation, benefit segmentation has become a favorite tool of marketers; to satisfy target consumers’ needs, benefit needs and product attributes are the most popular variables for segmenting the target market. The main strength of benefit segmentation lies in the causal relationship to perceived future behavior. The purpose of this study was to identify the benefit needs of golfers who frequent public golf courses. Implications for public golf course owners or managers are then discussed with strategy considerations about golf marketing for a variety of benefit segments.

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