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A discrete|continuous model of fruit promotion, advertising, and response segmentation

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  • Timothy J. Richards

    (Morrison School of Agribusiness and Resource Management, Arizona State University East, 7001 E. Williams Field Road, Mesa, AZ 85212)

Abstract

Commodity marketing managers are demanding an increasingly detailed description of their customers in order to make more efficient use of their marketing budgets. This study uses a purchase-occasion, household panel data set to investigate consumers' discrete choice among varieties of apples and their continuous decision of how much to buy. We segment households based on their elasticities of response to several marketing variables: price, promotion, and advertising using a k-means clustering algorithm. Describing each of these segments according to their demographic attributes provides the type of information required to target particular groups of similar consumers, which in turn allows for a much more effective and efficient use of scarce marketing dollars. © 2000 John Wiley & Sons, Inc.

Suggested Citation

  • Timothy J. Richards, 2000. "A discrete|continuous model of fruit promotion, advertising, and response segmentation," Agribusiness, John Wiley & Sons, Ltd., vol. 16(2), pages 179-196.
    • Handle: RePEc:wly:agribz:v:16:y:2000:i:2:p:179-196
    DOI: 10.1002/(SICI)1520-6297(200021)16:2<179::AID-AGR4>3.0.CO;2-J
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    References listed on IDEAS

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    1. James J. Heckman, 1976. "The Common Structure of Statistical Models of Truncation, Sample Selection and Limited Dependent Variables and a Simple Estimator for Such Models," NBER Chapters, in: Annals of Economic and Social Measurement, Volume 5, number 4, pages 475-492, National Bureau of Economic Research, Inc.
    2. Timothy J. Richards & Pieter. Van Ispelen & Albert Kagan, 1997. "A Two-Stage Analysis of the Effectiveness of Promotion Programs for U.S. Apples," American Journal of Agricultural Economics, Agricultural and Applied Economics Association, vol. 79(3), pages 825-837.
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    5. Capps, Oral & Seo, Seong-Cheon & Nichols, John P., 1997. "On the Estimation of Advertising Effects for Branded Products: An Application to Spaghetti Sauces," Journal of Agricultural and Applied Economics, Cambridge University Press, vol. 29(2), pages 291-302, December.
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    7. Ellen W. Goddard & Alex K. Amuah, 1989. "The Demand for Canadian Fats and Oils: A Case Study of Advertising Effectiveness," American Journal of Agricultural Economics, Agricultural and Applied Economics Association, vol. 71(3), pages 741-749.
    8. Pradeep K. Chintagunta, 1993. "Investigating Purchase Incidence, Brand Choice and Purchase Quantity Decisions of Households," Marketing Science, INFORMS, vol. 12(2), pages 184-208.
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    Cited by:

    1. Bonnet, Céline & Richards, Timothy J., 2016. "Models of Consumer Demand for Differentiated Products," TSE Working Papers 16-741, Toulouse School of Economics (TSE).
    2. Ewa Szpadzik & Karolina Molska-Kawulok & Tomasz Krupa & Sebastian Przybyłko, 2023. "Physico-Chemical Analysis of the Fruits and Consumer Preferences of New Apple ( Malus × domestica Borkh) Hybrids Bred in Poland," Agriculture, MDPI, vol. 14(1), pages 1-20, December.
    3. Dong, Diansheng & Kaiser, Harry M., 2006. "Investigating Coupon Effects on Household Interpurchase Behavior for Cheese," 2006 Annual meeting, July 23-26, Long Beach, CA 21314, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    4. Øystein Myrland & Diansheng Dong & Harry M. Kaiser, 2007. "Quantity versus quality effects of generic advertising: The case of Norwegian salmon," Agribusiness, John Wiley & Sons, Ltd., vol. 23(1), pages 85-100.
    5. Myrland, Oystein & Dong, Diansheng & Kaiser, Harry M., 2003. "Price and Quality Effects of Generic Advertising: The Case of Norwegian Salmon," Research Bulletins 122112, Cornell University, Department of Applied Economics and Management.
    6. Diansheng Dong & Harry M. Kaiser, 2010. "Investigating household food interpurchase behavior through market segmentation," Agribusiness, John Wiley & Sons, Ltd., vol. 26(3), pages 389-404.
    7. Ishida, Takashi & Fukushige, Mototsugu, 2010. "The effects of fishery harbor-based brands on the brand equity of shore fish: An empirical study of branded mackerel in Japan," Food Policy, Elsevier, vol. 35(5), pages 488-495, October.

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