Factors affecting farmers’ decisions to participate in direct marketing: A case study of cherry growers in the Kemalpasa District of Izmir, Turkey

Abstract

AbstractThe objective of this study is to explore the main factors that drive decisions of farmers to sell their products directly to consumers through farm direct marketing channels. A case study on cherry growers on the subject of direct marketing, which is one of the alternative marketing options in agricultural products marketing for farmers, is examined in this study. In addition, further suggestions are put forward on how to improve the use of direct marketing strategies by farmers in Turkey. An ordinal logistic regression analysis model was used to analyze the effects of agricultural businesses and demographic features on the tendency of growers to choose direct marketing channels in cherry selling. According to these model results, the cherry farming experience of the growers, the size of the cherry orchard, the level of specialization in cherry production, and the gross margin per hectare for cherry production have a statistically significant impact on the tendency of the growers to choose direct marketing channels in cherry selling. In particular, the growers whose experience is more than 20 yr, the farms that are semi-specialized, the farms providing a gross margin of more than US$5506 ha−1, and the farms having a cherry orchard between 1 and 2 ha in size were determined to have more of a tendency for direct marketing. These results show that owners of medium-sized farms are more interested in direct marketing. According to the interviewed cherry growers, the most important factor limiting their participation in direct marketing is that there are no organizations that will help them meet their direct marketing goals and build direct marketing arrangements between themselves and their consumers.