Large Commercial Producer Market Segments for Agricultural Capital Equipment Report as inadecuate




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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.

Keywords: Cluster Analysis ; Capital Equipment ; Market Segmentation ; Commercial Producers

Editor(s): IFAMR, IFAMA

Subject(s): Agribusiness

Demand and Price Analysis

Financial Economics

Marketing

Productivity Analysis

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 appears in: International Food and Agribusiness Management Association (IFAMA) > International Food and Agribusiness Management Review





Author: Roucan-Kane, Maud ; Alexander, Corinne E. ; Boehlje, Michael ; Downey, W. Scott ; Gray, Allan W.

Source: http://ageconsearch.umn.edu/record/117606?ln=en







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