Determinants of agricultural tractor selection - assessment from the perspective of a supplier of vehicles and means of transport used in agriculture

Abstract

The subject of the research described in the presented study are the determinants of the selection of agricultural tractors. The research was conducted from the perspective of suppliers of vehicles and means of transport used in agriculture. Its fundamental aim was an attempt to answer the question concerning factors that are crucial from the buyer's perspective and determine their decision to choose a specific tractor. Achieving the main goal required identifying and defining factors conditioning the decision-making process (the multi-criteria model), which was validated later in the study (the assessment of the significance of requirements). Such an approach enabled conclusions and recommendations regarding the method and direction of improvement in the range of offered tractors and related logistic customer service processes. The main burden of the study fell on desk research analysis including the overview of available literature and documentation sources as well as an expert debate (the method of competent judges). In order to transfer the issue to the level of the agricultural machinery sector - through an interview among a deliberately selected group of suppliers of vehicles and means of transport used in agriculture (including New Holland, Claas, Fendt, John Deer, Kubota, Deutz Fahr, Case IH, Massey Ferguson, Zetor, Farmtrac Tractors Europe) – the importance of determinants was clarified (the hierarchy of importance).