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The impact of producers' cognitive styles on their purchasing behavior

Collection:
Agricultural Communications Documentation Center (ACDC)
Contributor:
Feeney, Roberto (main author), Accursi, Federico (author), Mac Clay, Pablo (author)
Format:
Journal article
Publication Date:
2019
URL:
http://centmapress.ilb.uni-bonn.de/ojs/index.php/fsd/article/view/33
Published:
Argentina
Location:
Agricultural Communications Documentation Center, Funk Library, University of Illinois
Subject Term:
buying behavior, corn, crops, dealers, decision making, farm inputs, farmers, information seeking, soybeans, wheat, marketing communication, brands, interaction, Argentina (Latin America; South America), relationships, sales representatives, cognition
Notes:
Available online at www.centmapress.org, Results showed that different segments of producers had distinctive purchasing behaviors. Specifically, analytic-oriented producers tended to focus on product performance and less on the relationship with suppliers when buying their inputs. They also tended to be loyal to input brands, rely less on dealers/retailers and salespeople, and they are willing to change suppliers more often than other producers. Intuitive-oriented producers valued more the relationship with the supplier and are interested in contacting the salesperson if they need a product. Balanced-oriented producers declared to be less loyal to brands, but were more stable in terms of not changing input suppliers frequently.