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Categorizing Organic Grain Buyers in the Midwestern United States

Author

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  • Ariana P. Torres

    (Department of Horticulture and Landscape Architecture and Department of Agricultural Economics, Purdue University, West Lafayette, IN 47907, USA)

  • Nicholas A. Lancaster

    (Department of Agricultural Economics, Purdue University, West Lafayette, IN 47907, USA)

  • Luiz H. B. Vilas Boas

    (Department of Business and Economics, Federal University of Lavras, Lavras 37.200-900, State of Minas Gerais, Brazil)

Abstract

Though the demand for organic grains is increasing, domestic supply is falling short. One of the major barriers to entry in the organic grain market for producers is the inability to identify an appropriate buyer, as well as a lack of understanding buyer perceptions, assistance offered, and contracting strategies. While classifications of organic producers exist, and have helped researchers and policymakers develop incentives, no such classification exists for organic grain buyers. Previous works have identified communication gaps between buyers and producers of organic grains, yet buyers’ beliefs and requirements regarding organic grain are not well documented in literature. Drawing from the personal values theory, this study proposes the categorization of organic grain buyers based on their commitment to the organic industry, with categories such as committed organic and pragmatic organic. We profiled grain purchases, buying arrangements, grain requirements, relationships, and business characteristics by buyer type. Means comparisons among groups showed that committed organic buyers seem to be primarily driven by social focus values, while pragmatic organic buyers tend to show values related to personal focus. A principal component analysis suggested the existence of three components constructed by contract-, perceptions-, and relationship-oriented characteristics in buyers. Our results allowed us to identify potential marketing opportunities by providing insight regarding types of assistance offered by buyers, how to build and maintain a relationship with buyers, types of purchasing agreements used, and purchasing agreement characteristics and requirements. Industry stakeholders can use this information to identify appropriate buyers based on times contracts are signed, payment timing, storage and transportation requirements, and the amount of organic practice documentation buyers require. Our categorization can provide the foundation for further research in the organic grain industry.

Suggested Citation

  • Ariana P. Torres & Nicholas A. Lancaster & Luiz H. B. Vilas Boas, 2020. "Categorizing Organic Grain Buyers in the Midwestern United States," Sustainability, MDPI, vol. 12(12), pages 1-16, June.
    • Handle: RePEc:gam:jsusta:v:12:y:2020:i:12:p:5169-:d:375933
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    References listed on IDEAS

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    2. Xuan Wei & Hayk Khachatryan & Alan Hodges & Charlie Hall & Marco Palma & Ariana Torres & Robin Brumfield, 2023. "Exploring market choices in the US ornamental horticulture industry," Agribusiness, John Wiley & Sons, Ltd., vol. 39(1), pages 65-109, January.

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