eCite Digital Repository

Segmenting consumers to inform agrifood value chain development in Nepal


Adhikari, RP and Collins, R and Sun, X, Segmenting consumers to inform agrifood value chain development in Nepal, International Food and Agribusiness Management Review, 15, (4) pp. 93-114. ISSN 1096-7508 (2012) [Refereed Article]

Restricted - Request a copy

Copyright Statement

Copyright 2012 International Food and Agribusiness Management Association (IFAMA). All rights reserved

Official URL:


The Nepalese government is piloting agricultural projects that are described as taking a value chain approach to development. Although consumer value lies at the core of value chain management principles, none of these projects adopts a consumer perspective. This is an example of a more widespread gap in both the literature and practice as to how consumer perspectives can be used in the development of agrifood value chains in developing countries. This paper addresses this gap by surveying consumers of tomatoes in Nepal, segmenting them using cluster analysis and demonstrating how consumer segmentation can provide strategic direction for value chain development. The research identifies four distinct segments of tomato consumers in Kathmandu. The high value consumer segment, which is also the largest segment, places most importance on credence-based attributes that cannot be ensured unless a whole-chain effort is employed, indicating that developing value chains would be necessary if this need is to be met, and that such effort would pay off. An analysis of existing supply chains shows discrepancies between consumer expectations and the delivery of value, suggesting improvement opportunities to develop these chains.

Item Details

Item Type:Refereed Article
Keywords:value chain, consumer segmentation, agrifood, developing countries, Nepal
Research Division:Agricultural, Veterinary and Food Sciences
Research Group:Agriculture, land and farm management
Research Field:Farm management, rural management and agribusiness
Objective Division:Economic Framework
Objective Group:Management and productivity
Objective Field:Management and productivity not elsewhere classified
UTAS Author:Adhikari, RP (Dr Rajendra Adhikari)
ID Code:105466
Year Published:2012
Web of Science® Times Cited:12
Deposited By:Tasmanian Institute of Agriculture
Deposited On:2016-01-05
Last Modified:2018-05-04

Repository Staff Only: item control page