This study examines the impact of facilitated business-to-business (B2B) word-of-mouth (WOM) on participants' information transmission decisions. We also examine characteristics of WOM participants and determine the types of participants who spread information. Understanding WOM participants'...

Facilitated business-to-business (B2B) word-of-mouth (WOM) is becoming an important marketing tactic. A paucity of academic research has measured the effectiveness of facilitated B2B WOM. Previous research has also failed to adequately measure its effectiveness on target audiences' purchase...

Accurately estimating consumer demand for new products is an arduous task made even more difficult by the fact that individuals tend to overstate the amount they are willing to pay for new goods when asked hypothetical questions. Despite their appeal in eliminating hypothetical bias, marketers...

Firm behavior in export market strategies and firm export performance were examined in the U.S. wine industry using longitudinal data on export transactions taken from the PIERS (Port Import/Export Reporting Service) Foodstuff Data Library from 1983 to 1991. A set of naive decision rules was...

The objective of this study was to determine the relative importance of five drivers of adoption for 15 different precision agricultural services offered by farm input suppliers. These drivers included: expected benefits, firm resources, strategic fit, technology complexity/uncertainty and...

The explosion of e-business activity presents many challenges to manufacturers, distributors, and dealers as they select a distribution channel for the delivery of products, services, and information. The expected growth in Internet sales by agribusiness firms is analyzed to provide insight into...

Agricultural cooperatives have been restructuring, by way of mergers, acquisitions, joint-ventures, and strategic alliances, to increase efficiencies to remain competitive in a changing business environment. The research evaluating the reorganization of cooperatives has revealed that less than...

In examining demand for a product it is useful to think of consumers not as purchasing the product, but as purchasing its characteristics that provide utility. Consequently, it is important to measure the specific characteristics that consumers perceive as providing them with utility. In this...

This research explores the factors that influence the commitment of members to their cooperative organization. Previous empirical and theoretical research is reviewed. The cooperative members' decisions regarding patronage are thendescribed in terms of a random utility model. Logit analysis,...

We use field experiments in Niger to investigate the nature and efficiency of contractual structures in market transactions between kossai vendors and cowpea grinders (key input suppliers). Three contractual structures were employed: gift contract, standard price contract and discretionary bonus...