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Segmenting The Commercial Producer Market For Agricultural Inputs

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  • 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 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 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).
    • Handle: RePEc:ags:aaea99:21592
    DOI: 10.22004/ag.econ.21592
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    References listed on IDEAS

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    1. Larson, Ronald B., 1997. "Food Consumption And Seasonality," Journal of Food Distribution Research, Food Distribution Research Society, vol. 28(2), pages 1-9, July.
    2. 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.
    3. 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.
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    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. Johnson, James D., 2002. "A Typology for U.S. Farms from National Survey Data," Workshop on the Farm Household-Firm Unit: Its Importance in Agriculture and Implications for Statistics, April 12-13,2002, Wye Campus, Imperial College 15725, International Agricultural Policy Reform and Adjustment Project (IAPRAP).
    5. Gloy, Brent A. & Akridge, Jay T. & Whipker, Linda D., 2000. "The Usefulness And Influence Of Information Sources On Commercial Farms," 2000 Annual meeting, July 30-August 2, Tampa, FL 21735, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    6. 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.
    7. 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.
    8. 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.
    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. 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.
    11. 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.
    12. 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.
    13. Bard, Sharon K. & Boehlje, Michael & Craig, Dawn J., 2001. "Borrower Preferences In The Agricultural Credit Market: A Conjoint Analysis," 2001 Regional Committee NC-221, October 1-2, 2001, McLean, Virginia 132404, Regional Research Committee NC-1014: Agricultural and Rural Finance Markets in Transition.
    14. 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.
    15. 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.
    16. 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).

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