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Transactions methods among US wholesale nurseries
Author(s) -
Hinson Roger A.,
Turner Steven C.,
Brooker John R.
Publication year - 1995
Publication title -
agribusiness
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.57
H-Index - 43
eISSN - 1520-6297
pISSN - 0742-4477
DOI - 10.1002/1520-6297(199503/04)11:2<147::aid-agr2720110207>3.0.co;2-r
Subject(s) - tobit model , sample (material) , database transaction , business , order (exchange) , transaction cost , product (mathematics) , estimation , marketing , perspective (graphical) , transaction data , industrial organization , economics , econometrics , finance , computer science , chemistry , geometry , mathematics , management , chromatography , artificial intelligence , programming language
Change of product ownership in competitive agricultural industries is a critical event, yet little research has examined the transaction methods used by firms and the corresponding factors that influence the choice of transaction method. A sample of landscape plant nurseries across the United States provided data to model this decision. Transaction methods included sales by telephone, personal visits, mail order, and at trade shows. In addition, factors that influenced negotiated sales were investigated. Influential factors included age of the business, size (as measured by gross sales), location, market channel use, ownership structure, and perspective on competitive situation. Using a tobit estimation procedure, profiles of nursery firms more likely to use a particular transaction method were developed. © 1995 by John Wiley & Sons, Inc.