How Large Commercial Producers Choose Input Suppliers: Expendable Products from Seed to Animal Health

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

International Food and Agribusiness Management Review, 2012, vol. 15, issue 2, 20

Abstract: This study uses cluster analysis to identify buying behavior segments of commercial producers who purchase expendable products including seed, crop protection, animal health and feed. For the crop expendable products we find four buying behavior segments: Convenience, Price, Performance, and a fourth segment, called Balance buyers, who equally value the aforementioned factors as well as customer service and support services. For livestock expendable products we find three buying behavior segments: Balance, Price and Performance. We find that producers have product-specific buying behaviors and this is especially true for livestock producers. We discuss the implications of these customer segments for expendable input marketers and sales-people.

Keywords: Agribusiness; Crop Production/Industries; Institutional and Behavioral Economics; Livestock Production/Industries; Production Economics (search for similar items in EconPapers)
Date: 2012
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (5)

Downloads: (external link)
https://ageconsearch.umn.edu/record/127281/files/20110056_Formatted.pdf (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:ifaamr:127281

DOI: 10.22004/ag.econ.127281

Access Statistics for this article

More articles in International Food and Agribusiness Management Review from International Food and Agribusiness Management Association Contact information at EDIRC.
Bibliographic data for series maintained by AgEcon Search ().