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Consumer Preferences for Wine Attributes in Different Retail Stores: A Conjoint Approach

Mercedes Sánchez (Departamento de Gestión de Empresas, Universidad Público de Navarra, Spain)
José Maria Gil (Unidad de Economia Agraria (SIA‐DGA), Zaragoza)

International Journal of Wine Marketing

ISSN: 0954-7541

Article publication date: 1 January 1998



Conjoint analysis has become an increasingly popular approach to estimate the benefits derived from the attributes of a product. This decompositional method provides information about the structure of consumers' preferences, as obtained from the overall judgement of a set of alternative products defined as a combination of levels of different attributes. A two‐Limit Tobit Model approach for conjoint analysis has been used to examine and compare wine attribute preferences within and between different retail outlets (wine shops, direct‐from‐producer and supermarkets) in two Spanish regions: Aragon and Navarre. Three attributes have been used in the conjoint design: price, origin and vintage year. Among these attributes, price is the principal aspect for consumers who buy in wine shops, origin is the most important attribute for supermarket buyers and grape vintage has more utility for buyers who obtain wine directly from the producer. Finally, three wine consumer segments have been identified and characterised in the two regions.



Sánchez, M. and Gil, J.M. (1998), "Consumer Preferences for Wine Attributes in Different Retail Stores: A Conjoint Approach", International Journal of Wine Marketing, Vol. 10 No. 1, pp. 25-38.




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