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The research presented in this paper aims at giving a forecasting scenario of the fresh tomato industry in Italy and in Germany, through the analysis of the different drivers which influence the trends of the fresh tomato market.

The Delphi method was applied in order to obtain judgments of different experts regarding the driving forces of the fresh tomato industry in Italy and in Germany. A total of 14 experts of the fresh vegetables market participated in a three‐rounds survey; a qualitative analysis of experts' judgments drew to a possible future of the fresh tomato industry.

From the results it is possible to conclude that the service in the offer of the products will mostly influence the trend of the fresh tomato industry; this includes marketing, communication, quality certifications, special packaging (as ready to eat products). Furthermore variety selection and typicality of the product will play, as well, a fundamental role in the market trend of the fresh tomato.

The research is based on a small sample of experts, using a qualitative approach. Therefore these findings may strongly depend on the choice of the subjects.

The results may offer useful suggestions to managers and practitioners on the most promising strategies for the future.

On the methodological side, this study represents a useful contribution to qualitative food research, since the Delphi method approach was rarely used in the past. In addition, it has not been previously used in forecasting a possible scenario in the fresh vegetables industry.

The Food Safety Modernization Act (FSMA), designed to establish and enforce food-safety standards for foods from domestic and foreign origins, focuses federal regulation on the prevention of food contamination. Many concerns have been expressed about how FSMA-compliance costs will affect the economic viability of very small and small farms, which have higher average compliance costs than do larger farms, thus marginalizing their ability to compete in the marketplace. The purpose of this study is to estimate how FSMA will affect differently sized US and international tomato producers in the fresh-tomato industry. A simulation approach is applied for changes of quantities demanded, revenues, and profits for differently sized farms based on elasticities estimated using a differential approach. Our findings indicate that both domestic and foreign tomato producers with both very small and small farms are expected to see significant losses in profit after the adoption of FSMA. The practical implications of these findings are that the Food and Drug Administration (FDA) should be aware of, be concerned about, and take into consideration the adverse consequences of their regulatory decisions on food prices, food-industry costs, the structure of the food industry, and product diversity. In essence, the FDA needs to strike a balance between food safety (the primary objective of FSMA) and market performance.

This study aims to propose a framework for designing appropriate triangular fuzzy numbers in a fuzzy analytic hierarchy process (FAHP) for selecting a road freight transport route and investigate the appropriate fuzzy numbers determined from a reliable consensus among participating experts based on the Delphi method.

The fundamental nine-point scale was investigated and separated into nonfuzzy intervals for importance assessment. A total of 17 individual experts participated in this study, and their consensus was that appropriate fuzzy numbers could be obtained using a three-round Delphi process. Moreover, the appropriate fuzzy numbers were used instead of the primary fuzzy numbers to calculate the relative weights of the decision criteria for road freight route selection.

The results confirmed that the Delphi method can be easily and rigorously applied to define appropriate fuzzy numbers. Further, this framework can serve as a guideline for a situation wherein the input of other fuzzy multiple criteria decision-making tools must be provided.

The FAHP has been widely used to address the imprecise assessments of decision-makers. However, most existing studies on the incorporation of such techniques have not defined fuzzy numbers, which are relevant to the problem of interest. This study contributes by incorporating the Delphi method that can design an appropriate fuzzy number for road freight route selection.

The purpose of this paper is to provide a historical background of the tomato dispute, review the USA trade law and its effect on the tomato trade, discuss the role of the North American Free Trade Agreement and other supply and demand factors on increased tomato imports from Mexico and present a conceptual analysis of the effects of a Suspension Agreement (a form of Voluntary Export Restraint) on the USA and Mexico. In 1996, the USA and Mexico signed the Suspension Agreement which sets a guaranteed minimum price for Mexican tomato imports.

Conceptual analysis graphically illustrates how the Suspension Agreement affects the tomato trade for the USA and Mexico and shows the benefits and losses of consumers and producers in these two countries.

There is no consensus regarding whether Mexico dumps tomatoes onto the US market. However, US trade law favors domestic producers, leading to the signing of the Suspension Agreement. It is shown here that this agreement has substantial welfare effects in both Mexico and the USA. While it was designed to protect US producers, it also aids Mexican consumers and may potentially improve Mexican producer surplus as well. Only US consumers unambiguously suffer a loss.

As the theoretical model indicates, the Suspension Agreement’s minimum price does help Floridian farmers but, if the rents are large enough, may also aid Mexican producers. If Mexican producers do gain, then quota rent is shifted from tomato consumers to Mexican producers. On the other hand, US consumers are hurt as well as tomato processing plants because they purchase fresh tomatoes for use as inputs. The higher price minimum after the 2013 agreement will likely intensify the welfare effects, and the addition of different categories with distinct prices is likely to have additional consequences for both welfare and trade distortions.

As the USA and Mexico recently signed a new Suspension Agreement, this paper deals with a very timely and contentious trade dispute and contributes to the area of research international trade war. The literature on Suspension Agreements is also expanded by providing welfare analysis of both producers and consumers.

The study aims to examine consumer behaviour towards fresh tomatoes and to reveal the factors that influence consumption leading to an adoption of a healthy diet.

A consumer survey was carried out in Thessaloniki (Greece) and 337 self‐reported questionnaires from tomato consumers were used in the analysis. The major consumer segments are illustrated and interventions to promote tomato consumption are suggested.

The findings from principal component analysis indicate that the main factors that influence consumption of fresh tomatoes are: “nutrition value”, “organoleptic characteristics” of tomatoes and “eating habits” of consumers. A two‐step cluster analysis revealed three segments of tomato consumers labelled as “Tomato‐loyals”, “Sensorialists” and “Health‐conscious”.

The findings reveal the consumption characteristics of each consumer segment where tailored social marketing plans can be developed based on this work. The findings will be of interest to food marketers and food policy makers, as they can contribute to addressing obesity problems in Europe in general and Mediterranean countries in particular.

The paper identifies the underlying reasons for eating fresh tomatoes, which can lead to the adoption of a healthy diet and can support policies towards that. It also reveals new consumer segments and highlights differences between them. In addition, it highlights the interventions to increase tomato consumption of each segment. Finally, it employs a cluster analysis technique, two‐step cluster analysis, which has not been widely used in marketing research.

With the empirical evidence on the purchase behaviour of tinned tomatoes, food labelling and the safety consciousness of consumers in Ghana were examined.

Primary data were obtained from 130 consumers. Descriptive statistics, factor analysis and multinomial probit analysis were applied.

Consumers use tinned tomatoes for cooking because of its easy accessibility in nearby shops, guaranteed constant supply, attractive package, it being affordable/cheaper, its better colour, advertisement/promotion, and longer shelf life. There is a low level of food safety consciousness among consumers since only one-fifth read labels on tinned tomatoes very often, and one-fifth do not read labels at all. Consumers frequently check on tinned tomatoes' most essential information: brand/type, manufacturing and expiry dates, and weight/volume. Age, residential status, contact information, nutritional benefits and affordability influence the choice of retail brand of tinned tomatoes. The health label consumer segment and conventional label consumer segment were identified, with the majority being the former.

The sample size used for the study could be improved in terms of number and geographical coverage. This is because the study was limited to only one main urbanised area in Ghana. Therefore, it will be worthwhile for a further study to be conducted by comparing urban and rural consumers in Ghana and other countries within Africa, to either validate or reveal a different trajectory of consumer behaviour relevant to marketing, policy and practice.

Tomato paste (tinned tomatoes) is consumed in almost all homes in Africa, but there are food scare concerns about tinned tomatoes due to reported cases of adulteration with unhealthy materials such as starch and food colour, leading to negative health implications on consumers. This makes the reading of tinned tomato labels very crucial. Thus, it is of policy relevance to investigate consumers' reading behaviour of label information on tinned tomatoes in Ghana. However, previous studies on food labelling focussed on food and nutrition labelling and implications of food labelling on consumers' purchase behaviour, with most of them outside Africa.

The teaching objectives of the case are as follows: to develop an understanding of the scope and complexity of strategy and marketing; to examine what is meant by purpose, direction, objectives and consider how these might be set and used; to help students think and act in a strategic way; to give faculty the opportunity to illustrate the strategist’s and marketer’s toolbox, namely, tools and frameworks, such as Porters 5 Forces – The attractiveness of the industry, Porter’s Generic Marketing Strategies, strengths, weaknesses, opportunities, threats analysis, the 4P’s – with a focus on product and distribution. The case is intended for use in MBA and Executive education courses in strategy, marketing and leadership. The case offers relevant experiences and instructive lessons in formulating and implementing business strategies. The case highlights the importance of contextual leadership intelligence and competence in enabling entrepreneurial business activities.

Tomato Jos (Nigeria) is a large tomato processing business in Kaduna, Nigeria. Nigeria is the second-largest producer of tomatoes in Africa, with Egypt as the largest. The country ranks 14th overall as a world producer. In Africa, and specifically Nigeria, there is a strong push to support small-scale farmers as a source of employment creation, as well as meeting the needs of food security. The CEO, Mira Mehata, is an ex-pat graduate from the USA with strong Agri sector experience. The business has received extensive support from the Kaduna Government as the business has secondary objectives to assist small-scale farmers in the region. Farmers need consistent off takers and reasonable set prices to see a return on their investment and Tomato Jos plays that role of being the middle-man. This results in less wasted produce – the bane of farmers globally. The price for fresh tomatoes is about three times that of processed tomatoes IE in paste or sauce – so that is an added challenge for farmers to see the value in processed tomatoes. The business currently has a 2% Market Share in Nigeria with a target of 10% over the next five years. The business so far has invested three billion Naira and plans a further five billion Naira over the next few years. The business is seen as a high-profile success story with a supportive eco-system with a push from both the Nigerian Government and some major private sector players example Dangote.

The case is intended for use in MBA and Executive education courses in Strategy, Marketing and Leadership.

Teaching notes are available for educators only.

CCS 11: Strategy.

Many new products are based on new technologies, which may in turn be based on new scientific discoveries. The extant literature on new product development has focused on how a firm may successfully commercialize new products. There is a corporate cost associated with new product failure, which extends beyond the final product‐manufacturing corporation to all the parties involved in the supply chain for the failed product. The new product development community has developed frameworks for managing the new product development process to minimize new product failure, notably by incorporating customer preferences into a cross‐functional approach to new product design and by creating a set of decision points or stage gates. The focus of these has been on the latter stages of the new product development process. Besides corporate decisions, society and its various institutions play a role in the shaping of new products from knowledge discoveries. Identifies how other participants may indeed influence the development of new products. Permits a more deliberate understanding of the possible impact of aiding or preventing a movement up the development hierarchy and so a clearer understanding of the potential benefits and opportunity costs may arise.

The U.S. 2002 Farm Bill provides sizeable direct and indirect subsidies to U.S. farmers, which has created increased competition in markets where the United States and Canada compete. Target prices were reintroduced and the overall level of U.S. Government support was increased. Canadian farmers will find it more difficult to compete in grains, oilseeds, and pulses. Government support in Canada for these crops is significantly below U.S. support. Canada and the United States have a significant two-way trade in agricultural products, including beef and pork. The outbreak of Mad Cow Disease in Canada in 2003 clearly illustrates the need for cooperation between the two countries.