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Locating Information Gaps in the Personal Selling of Wine

Mrs Genevieve N. Bond‐Mendel (European Business Management School, University of Wales, Swansea)
Dr Antonis C. Simintiras (European Business Management School, University of Wales, Swansea)

International Journal of Wine Marketing

ISSN: 0954-7541

Article publication date: 1 March 1995

Abstract

This paper studies the role of personal selling and the salesforce as an information source and the impact potential information gaps in a downstream business chain can have. It offers a conceptual model of information gaps in an on‐licence wine business channel and suggests areas necessitating further research.

Keywords

Citation

Genevieve N. Bond‐Mendel, M. and Simintiras, A.C. (1995), "Locating Information Gaps in the Personal Selling of Wine", International Journal of Wine Marketing, Vol. 7 No. 3, pp. 14-30. https://doi.org/10.1108/eb008646

Publisher

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MCB UP Ltd

Copyright © 1995, MCB UP Limited