Do farm operators benefit from direct to consumer marketing strategies?

Using farm‐level data this study investigates factors associated with the choice of three direct marketing strategies (DMSs). Particular attention is given to the role of management and marketing skills in selection of DMSs. Additionally, the study applies a selectivity‐based approach for the multinomial logit model to assess the relationship between DMSs and the financial performance of the business. Results suggest that both management and marketing skills significantly affect direct‐to‐consumer sales. Farmers choosing the strategy of sales only through direct‐to‐consumer outlets report earnings that are significantly lower than earnings from the other marketing strategies. Marketing skills prove to be beneficial to direct‐to‐consumer (DTC) earnings. Finally, the selectivity correction terms in the direct sales model are significantly negative in the choice of DTC, indicating the presence of sample selection effects. Accounting for selectivity is essential to ensure unbiased and consistent estimates.     

Do input subsidy programs “crowd in” or “crowd out” commercial market development? Modeling fertilizer demand in a two‐channel marketing system

Many governments in developing countries distribute fertilizer at subsidized prices in an effort to stimulate small farmers' agricultural productivity and food security. Prior fertilizer demand studies have largely failed to account for the effects of government programs on farmers' commercial purchases. Using a double hurdle model and nationally representative rural household panel data in Zambia, we distinguish between these sources and measure the contemporaneous \"crowding in\" and \"crowding out\" effects of government input programs on commercial fertilizer sales. Where the private sector is relatively active and average wealth is higher (areas seemingly more likely to be targeted by government programs), results indicate that subsidies have substantially crowded out the private sector, in some cases to the point that such programs could actually lower overall fertilizer use. On the other hand, in poorer areas where the private sector is relatively inactive, subsidies help to generate demand and crowd in private sector retailers. Empirical studies explicitly modeling farmers' fertilizer purchase behavior within a dual marketing framework can provide important insights for agricultural policy discussions in developing countries.     

Do Nutrition Claims Matter to Consumers? An Empirical Analysis Considering European Requirements

EU Regulation 1924/2006 introduced a European legal framework for nutrition messages for food product labels. The study analyses consumer interest towards nutrition labelling and claims, and examines the information consumers consider important during their purchasing decisions, and the main characteristics of those consumers interested in nutrition claims and nutrition labelling use. A total of 1,025 northern Italian consumers were surveyed. We estimate one binary logit model to investigate the use of nutrition labelling, and seven other ordinal regression models to analyse consumer interest towards nutrition claims and labelling. Consumers who use nutrition labelling have characteristics different from those who use nutrition claims. Consumers using nutrition labelling show a marked interest in food safety concerns, use experts as their source of information and have specific dietary habits. For consumers concerned about nutrition claims, the survey shows significant links with attributes influencing purchasing behaviour, such as price, brand, certification, etc. Socio‐demographic characteristics are statistically significant and show a positive link with age, gender and a negative linkage with income.