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Agricultural Input Market Segments: Who Is Buying What?

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Author Info

  • Alexander, Corinne E.
  • Wilson, Christine A.
  • Foley, Daniel H.

Abstract

For agribusiness managers and salespeople, understanding customers and their preferences and behaviors is crucial to success. This study uses cluster analysis to identify five distinct buyer segments for expendable input purchases for U.S. crop and livestock commercial producers. A multinomial logit model is used to predict segment membership based on demographic, behavioral, and business management factors. Results provide important information for agricultural input suppliers.

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File URL: http://purl.umn.edu/59673
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Bibliographic Info

Article provided by Agricultural Economics Association of Georgia in its journal Journal of Agribusiness.

Volume (Year): 23 (2005)
Issue (Month): 2 ()
Pages:

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Handle: RePEc:ags:jloagb:59673

Contact details of provider:
Postal: 301 Conner Hall, University of Georgia, Athens, GA 30602-7509
Web page: http://www.agecon.uga.edu/~jab/
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Related research

Keywords: cluster analysis; input suppliers; market segmentation; multinomial logit; Marketing; Research Methods/ Statistical Methods;

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Cited by:
  1. Feeney, Roberto & Berardi, Valeria, 2013. "Seed Market Segmentation: How Do Argentine Farmers Buy Their Expendable Inputs?," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association (IAMA), vol. 16(1).
  2. Borchers, Bryce & Roucan-Kane, Maud & Alexander, Corinne E. & Boehlje, Michael & Downey, W. Scott & Gray, Allan W., 2012. "How Large Commercial Producers Choose Input Suppliers: Expendable Products from Seed to Animal Health," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association (IAMA), vol. 15(2).
  3. Maud Roucan-Kane & Corinne Alexander & Michael D. Boehlje & Scott W. Downey & Allan W. Gray, 2010. "Agricultural financial market segments," Agricultural Finance Review, Emerald Group Publishing, vol. 70(2), pages 231-244, August.
  4. Roucan-Kane, Maud & Alexander, Corinne E. & Boehlje, Michael & Downey, W. Scott & Gray, Allan W., 2011. "Large Commercial Producer Market Segments for Agricultural Capital Equipment," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association (IAMA), vol. 14(4).

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