A value analysis model for farm equipment manufacturers

Mark B. Vandenbosch and Charles B. Weinberg
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Mark B. Vandenbosch: Richard Ivey School of Business, University of Western Ontario, Postal: Richard Ivey School of Business, University of Western Ontario
Charles B. Weinberg: Commerce and Business Administration, University of British Columbia, Postal: Commerce and Business Administration, University of British Columbia

Agribusiness, 1997, vol. 13, issue 4, 409-421

Abstract: We develop and empirically validate a procedure specifically designed to allow farm equipment manufacturers to assess their customer value relative to the competition. Using a combination of psychometric procedures for evaluating farmer judgments (confirmatory factor analysis and conjoint analysis), we develop a comprehensive value analysis model which incorporates many features unique to the farm equipment market. Our approach allows for individual differences in farmer perceptions and preferences of equipment brands and can be implemented in markets where only a few competitors exist. Good empirical results were obtained in a study of the combine harvester market. © 1997 John Wiley & Sons, Inc.

Date: 1997
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Persistent link: https://EconPapers.repec.org/RePEc:wly:agribz:v:13:y:1997:i:4:p:409-421

DOI: 10.1002/(SICI)1520-6297(199707/08)13:4<409::AID-AGR7>3.0.CO;2-2

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