Consumer behaviour and sensory preference differences: implications for wine product marketing

Abstract

Purpose

Exploratory research was conducted in a well‐known Australian wine region to determine the differences in the behaviour dynamics and sensory preferences of consumer groups. The overall aim is to gain some insights into the product style preferences of consumers and what this means in practical terms to wine product marketing.

Design/methodology/approach

Information was obtained from a random sample of 150 visitors to ten wineries in the Yarra Valley wine region in Australia. Data were collected by means of self‐administration surveys using a highly structured questionnaire at each of the winery tasting room venues.

Findings

Specific differences exist in the wine consumption behaviour and sensory preferences of males and females and between generational cohorts, specifically Millennial and older consumers. Females drink less wine than males, spend less thereon but tend to “compensate” for this by buying higher priced wine per bottle, which could represent a risk‐reduction strategy. Females are noticeably higher than their male counterparts in white wine consumption, showing a preference for a sweeter wine style at a young age, and reported a strong preference for medium body style wines over light and full‐bodied wines. From a sensory preference viewpoint, fruit tastes and aromas are by far the most important, especially among females, as are vegetative characters, wood/oak, and mouth‐feel characters. More males, on the other hand, preferred the aged characters of wine.

Research limitations/implications

It is possible to target wine consumers in accordance with their gender and lifecycle stage as far as the sensory and certain behavioural aspects of the product are concerned. However, this should not be oversimplified and drive product marketing strategies in the wrong direction.

Originality/value

This study is of value to academic researchers, wine industry practitioners and other wine distribution channel members alike, as it provides insights into consumer behaviour differences and one of the core tangible aspects of a wine product, namely the sensory preferences of consumers.

Citation

Bruwer, J., Saliba, A. and Miller, B. (2011), "Consumer behaviour and sensory preference differences: implications for wine product marketing", Journal of Consumer Marketing, Vol. 28 No. 1, pp. 5-18. https://doi.org/10.1108/07363761111101903