Large Commercial Producer Market Segments for Agricultural Capital Equipment

Maud Roucan-Kane, Corinne Alexander, Michael Boehlje, W Downey () and Allan Gray ()

International Food and Agribusiness Management Review, 2011, vol. 14, issue 4, 18

Abstract: Using cluster analysis, this research identifies four buying behavior segments of commercial producers who purchase capital items: Convenience, Price, Performance, and a group of Balance buyers who consider all of these factors as well as customer service and support services in roughly equal allotments. The Balance segment is the largest of the four. Price and Performance buyers tend to be younger, larger, and better educated than the Convenience or Balance buyers. We discuss the implications of these customer market segments for capital equipment marketers and salespeople.

Keywords: Agribusiness; Demand and Price Analysis; Financial Economics; Marketing; Productivity Analysis (search for similar items in EconPapers)
Date: 2011
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Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:ags:ifaamr:117606

DOI: 10.22004/ag.econ.117606

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