Large Commercial Producer Market Segments for Agricultural Capital Equipment

Using cluster analysis, this research identifies four buying behavior segments of commercial producers who purchase capital items: Convenience, Price, Performance, and a group of Balance buyers who consider all of these factors as well as customer service and support services in roughly equal allotments. The Balance segment is the largest of the four. Price and Performance buyers tend to be younger, larger, and better educated than the Convenience or Balance buyers. We discuss the implications of these customer market segments for capital equipment marketers and salespeople.


Editor(s):
IFAMR, IFAMA
Issue Date:
Nov 01 2011
Publication Type:
Journal Article
DOI and Other Identifiers:
ISSN: 1559-2448 (Other)
PURL Identifier:
http://purl.umn.edu/117606
Published in:
International Food and Agribusiness Management Review, Volume 14, Issue 4
Page range:
127-143
Total Pages:
18
Note:
www.ifama.org
Series Statement:
Volume 14
Issue 4




 Record created 2017-04-01, last modified 2017-08-26

Fulltext:
Download fulltext
PDF

Rate this document:

Rate this document:
1
2
3
 
(Not yet reviewed)