Skip to main content

Abstract

The marketing channels for agricultural and food products are made up of a number of companies, such as, breeders, mixed feed producers, farmers, traders, processors and retailers. The role of these companies in the marketing channel is as a marketing institution, that is an organisation which is engaged in the marketing planning and the marketing functions related to a specific product. Agricultural marketing channels sometimes include special marketing institutions, such as, auctions, marketing cooperatives, marketing boards, commodity boards and futures markets.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 129.00
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 169.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 169.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Similar content being viewed by others

References

  • Achrol, R.S. and L.W. Stern (1988), “Environmental Determinants of Decision-Making Uncertainty in Marketing Channels,”Journal of Marketing Research25, February, pp. 36–50.

    Article  Google Scholar 

  • Alderson, W. (1954), “Factors Governing the Development of Marketing Channels,” In: R. Clewett (ed.)Marketing Channels for Manufactured ProductsHomewood Illinois: R.D. Irwin, Inc.,pp. 5–34.

    Google Scholar 

  • Alderson, W. (1965), Dynamic Marketing Behavior: A Functionalist Theory of Marketing. Homewood Illinois: R.D. Irwin, Inc.

    Google Scholar 

  • Anderson, E. and B. Weitz (1989), “Determinants of Continuity in Conventional Industrial Channel Dyads,”Marketing Science8, 4, pp. 310–323.

    Article  Google Scholar 

  • Aspinwall, L.V. (1962), “The Characteristics of Goods Theory,” In: W. Later and E.J. Kelley (eds.)Managerial Marketing: Perspectives and ViewpointsHomewood Illinois: R.D. Irwin Inc., pp. 633–643.

    Google Scholar 

  • Bucklin, L.P. (1965), “Postponement, Speculation and the Structure of Distribution Channels,”Journal of Marketing Research2, February, 26–31.

    Article  Google Scholar 

  • Bucklin, L.P. (1966), A Theory of Distribution Channel StructureUniversity of California, Berkeley. Institute of Business and Economic Research.

    Google Scholar 

  • Bucklin, L.P., (1970), “The Classification of Channel Structures,” In: L.P. Bucklin, (ed.)Vertical Marketing SystemsGlenview, Illinois, Scott, Foresman and Company, 18–31.

    Google Scholar 

  • Bucklin, L.P. (ed.), (1970), Vertical Marketing SystemsGlenview, Illinois: Scott, Foresman and Company.

    Google Scholar 

  • Celly, K.S. and G.L. Frazier (1996). “Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships,”Journal of Marketing Research33 (May) 200–210.

    Article  Google Scholar 

  • Clark, F.E. and C.P. Clark (1947), Principles of MarketingNew York, NY: The Macmillan Company, 3rd ed.

    Google Scholar 

  • Copeland, M.T., (1923), “The Relation of Consumers’ Buying Habits to Marketing Methods,”Harvard Business Review, 1, April, 282–289.

    Google Scholar 

  • Duddy E.A. and D.A. Revzan (1953), Marketing: An Institutional ApproachMc Graw-Hill Book Company, Inc., New York, NY: 2nd ed.

    Google Scholar 

  • Dwyer, F.R., P.H. Schurr and S. Oh, (1987), “Developing Buyer-Seller Relationships,”Journal of Marketing51, (April), 11–27.

    Article  Google Scholar 

  • Etgar, M. and P. Zusman, (1982), “The Marketing Intermediary as an Information Seller: A New Approach,”Journal of Business55, 4, 505–515.

    Article  Google Scholar 

  • Etgar, M., (1976), “Channel Domination and Countervailing Power in Distributive Channels,”Journal of Marketing Research8, August, 254–262.

    Article  Google Scholar 

  • Frazier, G.L. (1983), “Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective,”Journal of Marketing47 (Fall), 68–78.

    Article  Google Scholar 

  • Gassenheimer, J.B., D.B. Baucus and M.S. Baucus (1996), Cooperative Arrangements among Entrepreneurs: An Analysis of Opportunism and Communication in Franchise Structures,“Journal of Business Research36, 67–79.

    Article  Google Scholar 

  • Geyskens, I. and J.E.B.M. Steenkamp (1995), “Generalizations about Trust in Marketing Channel Relationships using Meta-analysis, Working Paper, Catholic University of Leuven.

    Google Scholar 

  • Heide, J.B. and G. John (1988), “The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels,”Journal of Marketing52, January, pp. 20–35.

    Article  Google Scholar 

  • Hunt, S.D. and J.R. Nevin (1974), “Power in a Channel of Distribution: Sources and Consequences,”Journal of Marketing Research 11(May)186–193

    Article  Google Scholar 

  • Hunt, K. A., J.T. Mentzer and J.E. Danes (1987), “The Effect of Power Sources on Compliance in a Channel of Distribution: A Causal Model,”Journal of Business Research15, 377–395.

    Article  Google Scholar 

  • Jeuland,A.P.and S.Shugan (1983),“Managing Channel Profits”Marketing Science2(Summer) 239–272

    Article  Google Scholar 

  • Kohls, R.L. and J.N. Uhl (1990), Marketing of Agricultural ProductsNew York, NY: Macmillan Publishing Company, 7th ed.

    Google Scholar 

  • Kumar, N., L. Scheer and J.E.B.M. Steenkamp (1995), “The Effects of Perceived Interdependence on Dealer Attitudes,”Journal of Marketing Research32 (August), 348–356.

    Article  Google Scholar 

  • Lafontaine, F. and P.J. Kaufmann (1994), “The Evolution of Ownership Patterns in Franchise Systems,”Journal of Retailing70 (2), 97–113.

    Article  Google Scholar 

  • Lilien, G.L., P. Kotler and K.S. Moorty (1992), Marketing ModelsEnglewood Cliffs New Jersey: Prentice-Hall International Inc.

    Google Scholar 

  • Mallen, B.E. (1963), “A Theory of Retailer-Supplier Conflict, Control and Cooperation,”Journal of Retailing39, 24–32.

    Google Scholar 

  • Mallen, B.E. (1977), Principles of Marketing Channel ManagementLexington, Mass: Lexington Books.

    Google Scholar 

  • McCammon, B., (1963), “Alternative Explanations of Institutional Change and Channel Evolution,” In: A. Greyser, (ed.)Toward Scientific Marketing.American Marketing Association, pp. 477–490.

    Google Scholar 

  • McGuire, T. and R. Staelin (1983), “An Industry Equilibrium Analysis of Downstream Vertical Integration,”Marketing Science2, (Spring), 161–192.

    Article  Google Scholar 

  • Meulenberg, M.T.G., (1989), “Horticultural Auctions in the Netherlands: A Transition from ”Price Discovery“ Institution to ”Marketing“ Institution,”Journal of International Food and Agribusiness Marketing1, (3/4) 139–165.

    Google Scholar 

  • Meulenberg,M.(ed.)(1994), Food and Agribusiness Marketing in EuropeBinghamton,NY: The Haworth Press, Inc

    Google Scholar 

  • Miracle, G.E. (1965), “Product Characteristics and Marketing Strategy,”Journal of Marketing29, January, 18–24.

    Article  Google Scholar 

  • Rangan, V.K., M.A.J. Menezes and E.P. Maier (1992), “Channel Selection for New Industrial Products: A Framework, Method, and Application,”Journal of Marketing56, July, 69–82.

    Article  Google Scholar 

  • Riordan, M.H. and O.E. Williamson (1985), Asset specificity and economic organizationInternational Journal of Industrial Organization3, pp. 365–378.

    Article  Google Scholar 

  • Sheth, J.N., D.M. Gardner and D.E. Garrett (1988), Marketing Theory: Evolution and EvaluationNew York, NY: John Wiley and Sons.

    Google Scholar 

  • Stern, L.W. (1969), Distribution Channels: Behavioral DimensionsBoston, MA: Houghton Mifflin Company.

    Google Scholar 

  • Stern, L.W. and A.I. El-Ansary (1992), Marketing ChannelsEnglewood Cliffs, N.J.: Prentice Hall Inc., 4th ed.

    Google Scholar 

  • Stern, L.W. and T. Reve (1980), “Distribution Channels as Political Economies: A Framework for Comparative Analysis,”Journal of Marketing44, (Summer), 3, 52–64.

    Article  Google Scholar 

  • Stigler, G.J. (1951), “The Division of Labor is Limited by the Extent of the Market,”Journal of Political Economy54, 185–193.

    Article  Google Scholar 

  • Vaile, R.S., E.T. Grether and R. Cox (1952), Marketing in the American EconomyNew York NY: The Ronald Press Company.

    Google Scholar 

  • Von Hippel, E. (1988), The Sources of InnovationOxford: Oxford University Press.

    Google Scholar 

  • Williamson, O.E. (1985), The Economic Institutions of CapitalismNew York, NY: The Free Press.

    Google Scholar 

  • Williamson, O.E. (1975), Markets and Hierarchies: Analysis and Antitrust ImplicationsNew York NY: The Free Press.

    Google Scholar 

Download references

Author information

Authors and Affiliations

Authors

Editor information

Editors and Affiliations

Rights and permissions

Reprints and permissions

Copyright information

© 1997 Springer Science+Business Media New York

About this chapter

Cite this chapter

Meulenberg, M.T.G. (1997). Evolution of Agricultural Marketing Institutions: A Channel Approach. In: Wierenga, B., van Tilburg, A., Grunert, K., Steenkamp, JB.E.M., Wedel, M. (eds) Agricultural Marketing and Consumer Behavior in a Changing World. Springer, Boston, MA. https://doi.org/10.1007/978-1-4615-6273-3_5

Download citation

  • DOI: https://doi.org/10.1007/978-1-4615-6273-3_5

  • Publisher Name: Springer, Boston, MA

  • Print ISBN: 978-1-4613-7879-2

  • Online ISBN: 978-1-4615-6273-3

  • eBook Packages: Springer Book Archive

Publish with us

Policies and ethics