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What Do Sales Managers Manage?

Dr. Scott Downey says there is a well-studied chain of events in business that shows the relationship between employee activities and company profits called the Service-Profit chain. The concepts are simple to understand: satisfied employees provide good service,...



Trust in Business Relationships

Purdue University’s 2018 National Conference for Food and Agribusiness was held November 6-7, 2018 with approximately 100 participants representing both crop and livestock industry sectors. All were eager to learn more about the role and importance of business...



What Matters to Farmers: Contracts or Trust?

How much should agribusiness investors focus on the development of complex contractual arrangements with farmers when trying to implement a new product or innovation in the agricultural sector in developing countries? The analysis of the introduction of grape tomato...



Do consumers punish producers for labor disputes?

In the 1960s, Cesar Chavez and the United Farm Workers union successfully pressured producers into improving agricultural working conditions in California by leading a nationwide boycott of table grapes. The boycott taught farmers that consumers care about more than...



Grain contracts: disputes, asymmetry and reliance

During our Ph.D years, Dr. Giri and I had unconditionally assumed that most crop producers are production and market savvy. Due to the nature of our respective research projects at the time, we never really got involved with extension activities, which would have...






Producers’ Purchasing Preferences in 2017

Editor’s note: Dr. William Secor is an economist for CoBank and a former clinical professor with Purdue University’s Center for Food and Agricultural Business. He played an integral role in the 2017 Large Commercial Producer Project during his tenure at...



We Asked; Producers Answered

We Asked; Producers Answered If you work directly with farmers, whether in agricultural inputs or outputs, you know that this is a unique and complex segment and that no two farming operations are the same. Download This Resource Categories: Agribusiness, Industry...



Knowing Your Customer

Knowing your customer base is more important than ever, especially when your customer base includes the complex operations run by today’s large-scale commercial agricultural producers. That’s where the Large Commercial Producer Project research from Purdue...



Generational Transfer of Decision-Making

The agri-food industry pays a lot of attention to how assets transfer between generations in farm families. Wills, trusts and estate laws are the subject of financial planning conferences and law seminars. Even so, there are few answers about how is best to manage...