FACTOR IDENTIFICATION - AN ANALYSIS OF BUYER BEHAVIOUR DURING THE ACQUISITION OF AN ADVANCED MECHANIZED IRRIGATION SYSTEM

C. A. Bisschoff and A. de K. Marais

Agrekon, 1991, vol. 30, issue 4

Abstract: The article deals with consumer (farming) purchasing behaviour in the advanced mechanized irrigation industry. The consumer decisionmaking model by Engel-Kollat-Blackwell was used as a basis for the theoretical research, and principal factor analysis was the statistical technique employed to analyse the data. Ten factors (explaining an extremely high cumulative variance of 96.8 per cent) were identified from the rotated factor matrix, and ranked in order of importance. The first five factors, which is considered to be the most important factors (explaining a cumulative variance of 71.1 per cent) were labelled as "Financial planning", "Managerial aspects", "Environmental concerns", "Design aspects" and "Production potential". The five factors which is regarded as not so important were labelled "Return on investment", "Operational qualities", "Dealer orientation", "Service qualities" and "Past experience". Three major groups could benefit greatly from understanding buying behaviour within the advanced mechanized irrigation industry. Firstly, agricultural economists, financial institutions and other-advice rendering institutions would be able to increase the quality of their services to potential buyers (farmers). Secondly, farmers would be able to identify the pitfalls within their own reasoning when they consider the acquisition of an advanced mechanized irrigation system, while thirdly, the marketers of these systems would be able to increase the productivity of their sales personnel if they concentrate their sales activities on the more important criteria identified within this article.

Keywords: Agricultural and Food Policy; Farm Management; Research and Development/Tech Change/Emerging Technologies (search for similar items in EconPapers)
Date: 1991
References: View complete reference list from CitEc
Citations:

Downloads: (external link)
https://ageconsearch.umn.edu/record/267461/files/agrekon-30-04-018.pdf (application/pdf)
https://ageconsearch.umn.edu/record/267461/files/a ... 8.pdf?subformat=pdfa (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ags:agreko:267461

DOI: 10.22004/ag.econ.267461

Access Statistics for this article

More articles in Agrekon from Agricultural Economics Association of South Africa (AEASA) Contact information at EDIRC.
Bibliographic data for series maintained by AgEcon Search ().