IDEAS home Printed from https://ideas.repec.org/a/ags/ifaamr/34209.html
   My bibliography  Save this article

Segmenting The Commercial Producer Marketplace For Agricultural Inputs

Author

Listed:
  • Gloy, Brent A.
  • Akridge, Jay T.

Abstract

A cluster analysis procedure was used to develop a market segmentation of U.S. crop and livestock farms with annual sales in excess of $100,000. The segments were developed based on the importance of six factors that producers evaluate when selecting input suppliers. The results indicate that four distinct segments exist: Convenience buyers, Balance buyers, Price buyers, and Performance buyers. Differences in preferences across these segments have important implications for the marketing strategies of agricultural input suppliers.

Suggested Citation

  • Gloy, Brent A. & Akridge, Jay T., 1999. "Segmenting The Commercial Producer Marketplace For Agricultural Inputs," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 2(2), pages 1-19.
    • Handle: RePEc:ags:ifaamr:34209
    DOI: 10.22004/ag.econ.34209
    as

    Download full text from publisher

    File URL: https://ageconsearch.umn.edu/record/34209/files/02020145.pdf
    Download Restriction: no
    File URL: https://libkey.io/10.22004/ag.econ.34209?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Brent A. Gloy & Jay T. Akridge & Paul V. Preckel, 1997. "Customer Lifetime Value: An application in the rural petroleum market," Agribusiness, John Wiley & Sons, Ltd., vol. 13(3), pages 335-347.
    2. Alejandro Rosenberg & Calum G. Turvey, 1991. "Identifying Management Profiles of Ontario Swine Producers through Cluster Analysis," Review of Agricultural Economics, Agricultural and Applied Economics Association, vol. 13(2), pages 201-213.
    3. Larson, Ronald B., 1997. "Food Consumption And Seasonality," Journal of Food Distribution Research, Food Distribution Research Society, vol. 28(2), pages 1-9, July.
    4. Glenn Milligan & Martha Cooper, 1985. "An examination of procedures for determining the number of clusters in a data set," Psychometrika, Springer;The Psychometric Society, vol. 50(2), pages 159-179, June.
    5. Kevin J. Bernhardt & John C. Allen & Glenn A. Helmers, 1996. "Using Cluster Analysis to Classify Farms for Conventional/Alternative Systems Research," Review of Agricultural Economics, Agricultural and Applied Economics Association, vol. 18(4), pages 599-611.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Stark, Christopher E. & Moss, Leeann E. & Hahn, David E., 2002. "Farm Business Goals And Competitive Advantage," 2002 Annual meeting, July 28-31, Long Beach, CA 19618, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    2. Reimer, Aaron & Downey, W. Scott & Akridge, Jay T., 2009. "Market Segmentation Practices of Retail Crop Input Firms," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 12(1), pages 1-34, February.
    3. Bensemann, Jessica & Shadbolt, Nicola, 2015. "Farmers’ Choice of Marketing Strategy: A Study of New Zealand Lamb Producers," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 18(3), pages 1-33, September.
    4. Gloy, Brent A. & Akridge, Jay T., 1999. "Segmenting The Commercial Producer Market For Agricultural Inputs," 1999 Annual meeting, August 8-11, Nashville, TN 21592, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    5. Matthew Gorton & John White & Svetlana Chernyshova & Alexander Skripnik & Tatiana Vinichenko & Mikhail Dumitrasco & Galina Soltan, 2003. "The reconfiguration of post-Soviet food industries: Evidence from Ukraine and Moldova," Agribusiness, John Wiley & Sons, Ltd., vol. 19(4), pages 409-424.
    6. Gloy, Brent A. & Akridge, Jay T. & Whipker, Linda D., 2000. "Sources Of Information For Commercial Farms: Usefulness Of Media And Personal Sources," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 3(2), pages 1-16.
    7. Schwering, Dorothee Schulze & Hollenbeck, Anna & Krone, Saskia & Spiller, Achim & Lemken, Dominic, 2022. "Crop protection market segmentation: relationship between buyer segments and the use of digital sales channels," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 25(4), September.
    8. Ringelberg, Josiah & Gunderson, Michael & Widmar, David, 2016. "Strategies and Time Allocation of Large, Commercial Agricultural Producers," Journal of the ASFMRA, American Society of Farm Managers and Rural Appraisers, vol. 2016, pages 1-20.
    9. Pradeep Kumar Mohanty & N. Senthil Kumar, 2017. "Measuring farmer’s satisfaction and brand loyalty toward Indian fertilizer brands using DEA," Journal of Brand Management, Palgrave Macmillan, vol. 24(5), pages 467-488, October.
    10. Jay T. Akridge, 2003. "E-Business in the Agricultural Input Industries," Review of Agricultural Economics, Agricultural and Applied Economics Association, vol. 25(1), pages 3-13.
    11. Murekezi, Abdoul & Oparinde, Adewale & Birol, Ekin, 2017. "Consumer market segments for biofortified iron beans in Rwanda: Evidence from a hedonic testing study," Food Policy, Elsevier, vol. 66(C), pages 35-49.
    12. Florian Diekmann & Cäzilia Loibl & Marvin T. Batte, 2009. "The Economics of Agricultural Information: Factors Affecting Commercial Farmers’ Information Strategies in Ohio," Review of Agricultural Economics, Agricultural and Applied Economics Association, vol. 31(4), pages 853-872.
    13. Gloy, Brent A. & Akridge, Jay T., 2000. "Computer And Internet Adoption On Large U.S. Farms," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 3(3), pages 1-16.
    14. Maria José Palma Lampreia DOS SANTOS, 2013. "Segmenting farms in European Union," Agricultural Economics, Czech Academy of Agricultural Sciences, vol. 59(2), pages 49-57.
    15. 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, vol. 15(2), pages 1-20, May.
    16. Iraizoz, Belen & Gorton, Matthew & Davidova, Sophia, 2007. "Segmenting farms for analysing agricultural trajectories: A case study of the Navarra region in Spain," Agricultural Systems, Elsevier, vol. 93(1-3), pages 143-169, March.
    17. Etumnu, Chinonso & Gray, Allan W., 2020. "A Clustering Approach to Understanding Farmers’ Success Strategies," Journal of Agricultural and Applied Economics, Cambridge University Press, vol. 52(3), pages 335-351, August.
    18. 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, vol. 16(1), pages 1-24, February.
    19. Annabell Franz & Christian Schaper & Achim Spiller & Ludwig Theuvsen, 2010. "Geschäftsbeziehungen zwischen Landwirten und Lohnunternehmen: Ergebnisse einer empirischen Analyse," Journal of Socio-Economics in Agriculture (Until 2015: Yearbook of Socioeconomics in Agriculture), Swiss Society for Agricultural Economics and Rural Sociology, vol. 3(1), pages 195-230.
    20. 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 Limited, vol. 70(2), pages 231-244, August.
    21. Alexander, Corinne E. & Wilson, Christine A. & Foley, Daniel H., 2004. "Agricultural Input Market Segments: Who Is Buying?," 2004 Annual meeting, August 1-4, Denver, CO 19997, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    22. Joseph I Amuka & Robinson I Nduaguba & Anthony O Agu & Chinasa Urama & Bernadette C Onah, 2020. "Segmentation in Agriculture and Farmers’ Productivity: Evidence from Survey of Poultry Farms," Asian Journal of Social Sciences and Management Studies, Asian Online Journal Publishing Group, vol. 7(1), pages 53-57.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Gloy, Brent A. & Akridge, Jay T., 1999. "Segmenting The Commercial Producer Market For Agricultural Inputs," 1999 Annual meeting, August 8-11, Nashville, TN 21592, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    2. Alexander, Corinne E. & Wilson, Christine A. & Foley, Daniel H., 2004. "Agricultural Input Market Segments: Who Is Buying?," 2004 Annual meeting, August 1-4, Denver, CO 19997, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    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 Limited, vol. 70(2), pages 231-244, August.
    4. Iraizoz, Belen & Gorton, Matthew & Davidova, Sophia, 2007. "Segmenting farms for analysing agricultural trajectories: A case study of the Navarra region in Spain," Agricultural Systems, Elsevier, vol. 93(1-3), pages 143-169, March.
    5. Liu, Pei-chen Barry & Hansen, Mark & Mukherjee, Avijit, 2008. "Scenario-based air traffic flow management: From theory to practice," Transportation Research Part B: Methodological, Elsevier, vol. 42(7-8), pages 685-702, August.
    6. Hélène Syed Zwick & S. Ali Shah Syed, 2017. "The polarization impact of the crisis on the Eurozone labour markets: a hierarchical cluster analysis," Applied Economics Letters, Taylor & Francis Journals, vol. 24(7), pages 472-476, April.
    7. Goethner, Maximilian & Hornuf, Lars & Regner, Tobias, 2021. "Protecting investors in equity crowdfunding: An empirical analysis of the small investor protection act," Technological Forecasting and Social Change, Elsevier, vol. 162(C).
    8. Pennings, J.S.J. & van Kranenburg, H.L. & Hagedoorn, J., 2005. "Past, present and future of the telecommunications industry," Research Memorandum 016, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
    9. Micheels, Eric T., 2014. "Experience and learning in beef production: Results from a cluster analysis," International Journal of Agricultural Management, Institute of Agricultural Management, vol. 3(3), pages 1-10.
    10. Li-Xuan Qin & Steven G. Self, 2006. "The Clustering of Regression Models Method with Applications in Gene Expression Data," Biometrics, The International Biometric Society, vol. 62(2), pages 526-533, June.
    11. Caroline Méjean & Pauline Macouillard & Sandrine Péneau & Camille Lassale & Serge Hercberg & Katia Castetbon, 2014. "Association of Perception of Front-of-Pack Labels with Dietary, Lifestyle and Health Characteristics," PLOS ONE, Public Library of Science, vol. 9(3), pages 1-11, March.
    12. Li, Pai-Ling & Chiou, Jeng-Min, 2011. "Identifying cluster number for subspace projected functional data clustering," Computational Statistics & Data Analysis, Elsevier, vol. 55(6), pages 2090-2103, June.
    13. Luis García-González & Ángel Abós & Sergio Diloy-Peña & Alexander Gil-Arias & Javier Sevil-Serrano, 2020. "Can a Hybrid Sport Education/Teaching Games for Understanding Volleyball Unit Be More Effective in Less Motivated Students? An Examination into a Set of Motivation-Related Variables," Sustainability, MDPI, vol. 12(15), pages 1-16, July.
    14. Hyeri Choi & Min Jae Park, 2019. "Evaluating the Efficiency of Governmental Excellence for Social Progress: Focusing on Low- and Lower-Middle-Income Countries," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 141(1), pages 111-130, January.
    15. Alessandra Cepparulo & Antonello Zanfei, 2019. "The diffusion of public eServices in European cities," Working Papers 1904, University of Urbino Carlo Bo, Department of Economics, Society & Politics - Scientific Committee - L. Stefanini & G. Travaglini, revised 2019.
    16. Ana Helena Tavares & Jakob Raymaekers & Peter J. Rousseeuw & Paula Brito & Vera Afreixo, 2020. "Clustering genomic words in human DNA using peaks and trends of distributions," Advances in Data Analysis and Classification, Springer;German Classification Society - Gesellschaft für Klassifikation (GfKl);Japanese Classification Society (JCS);Classification and Data Analysis Group of the Italian Statistical Society (CLADAG);International Federation of Classification Societies (IFCS), vol. 14(1), pages 57-76, March.
    17. Parsons, Robert L. & Hanson, Gregory D., 2000. "A Northeast Borrower Training Program: Evolution And Impacts," 2000 Annual meeting, July 30-August 2, Tampa, FL 21843, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    18. 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, vol. 14(4), pages 1-18, November.
    19. Noelia Caceres & Luis M. Romero & Francisco J. Morales & Antonio Reyes & Francisco G. Benitez, 2018. "Estimating traffic volumes on intercity road locations using roadway attributes, socioeconomic features and other work-related activity characteristics," Transportation, Springer, vol. 45(5), pages 1449-1473, September.
    20. Michele Cincera, 2005. "Firms' productivity growth and R&D spillovers: An analysis of alternative technological proximity measures," Economics of Innovation and New Technology, Taylor & Francis Journals, vol. 14(8), pages 657-682.

    More about this item

    Keywords

    Agribusiness;

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ags:ifaamr:34209. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: AgEcon Search (email available below). General contact details of provider: https://edirc.repec.org/data/ifamaea.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.