Transactions methods among US wholesale nurseries

Roger A. Hinson, Steven C. Turner and John R. Brooker
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Roger A. Hinson: Department of Agricultural Economics and Agribusiness, Louisiana State University Agricultural Center, Postal: Department of Agricultural Economics and Agribusiness, Louisiana State University Agricultural Center
Steven C. Turner: Department of Agricultural and Applied Economics, University of Georgia, Postal: Department of Agricultural and Applied Economics, University of Georgia
John R. Brooker: Department of Agricultural Economics and Rural Sociology, University of Tennessee, Postal: Department of Agricultural Economics and Rural Sociology, University of Tennessee

Agribusiness, 1995, vol. 11, issue 2, 147-154

Abstract: Change of product ownership in competitive agricultural industries is a critical event, yet little research has examined the transaction methods used by firms and the corresponding factors that influence the choice of transaction method. A sample of landscape plant nurseries across the United States provided data to model this decision. Transaction methods included sales by telephone, personal visits, mail order, and at trade shows. In addition, factors that influenced negotiated sales were investigated. Influential factors included age of the business, size (as measured by gross sales), location, market channel use, ownership structure, and perspective on competitive situation. Using a tobit estimation procedure, profiles of nursery firms more likely to use a particular transaction method were developed. © 1995 by John Wiley & Sons, Inc.

Date: 1995
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Persistent link: https://EconPapers.repec.org/RePEc:wly:agribz:v:11:y:1995:i:2:p:147-154

DOI: 10.1002/1520-6297(199503/04)11:2<147::AID-AGR2720110207>3.0.CO;2-R

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