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Do implicit and explicit attitudes explain organic wine purchase intention? An attitudinal segmentation approach

Francisco Sarabia-Andreu (Universidad Catolica San Antonio de Murcia, Murcia, Spain)
Francisco J. Sarabia-Sánchez (Department of Economic and Financial Studies, Universidad Miguel Hernandez de Elche, Elche, Spain)

International Journal of Wine Business Research

ISSN: 1751-1062

Article publication date: 19 November 2018



The purpose of this paper is to recognise the role of implicit and explicit attitudes on organic wine purchase intention and to segment consumers using these variables.


The authors conducted a two-part Web survey (n = 690) in Spain: an Implicit Association Test followed by a questionnaire on explicit attitudes, purchase intention and demographic data. Validity and reliability of these attitudes are contrasted using confirmatory factor analysis, attitude relationships with purchase intention using multiple linear regression analysis, and segments using k-means cluster and discriminant analyses.


The authors improve the measurement of explicit attitudes explaining organic wine purchase intention. Only attitudes towards intrinsic attributes and arousal feelings significantly explain purchase intention. Two attitudinal segments are detected, one showing moderate purchase intention with high explicit attitudinal levels and high consumption of organic wine and the other showing low levels of purchase intention and explicit attitudes, consuming mainly conventional wines. Neither segment shows any relevant differences in implicit attitudes.

Practical implications

The analysis offers information on attitudes that contribute to explain Spanish consumer purchase intention in a wine sector notable for focusing more on making quality products than by knowing its market.


The authors offer deeper understanding of the influence of attitudes on organic wine purchase intention. This paper also presents an attitudinal segmentation of consumers.



The authors would like to thank the two anonymous reviewers for their helpful and constructive comments. They would also like to thank the Editor for his generous comments and support during the review process.


Sarabia-Andreu, F. and Sarabia-Sánchez, F.J. (2018), "Do implicit and explicit attitudes explain organic wine purchase intention? An attitudinal segmentation approach", International Journal of Wine Business Research, Vol. 30 No. 4, pp. 463-480.



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