International Journal of Wine Marketing: Volume 6 Issue 3

Creating a Successful Wines‐By‐The‐Glass Programme

Michelle Latour

Wines‐by‐the‐glass programmes are a flexible and profitable means for restaurants to sell wine to customers in a society emphasising moderation. The breadth, depth, prices and…

Effects of Wine Training on Restaurant Sales of Wine

Penelope R. Granucci, V. Lynn Huffman, A. Sue Couch

This article evaluates the impact of non‐purveyor‐instructed wine training on the waitstaffs of restaurants. The instruction consisted of product knowledge, sales training and…

Marketing by Smaller Wine Producers and the Penetration of New Distribution Channels

Joe Penn, Richard Christy

This paper considers the part played by the individual and collective marketing activities of wine producers in the Côtes de Duras region in South West France in the successful…

Changes in Popularity of Leading Grape Cultivars in South Africa

Peter Garrett

The relative popularity of South Africa's leading grape varietals and some blends are discussed from the time vitis vinifera was introduced to the Cape of Good Hope in the 1650's…

Cyprus Update: Sunny Smiles from an Industry in Transition

A.L. Patrick

The 1993 industry survey in this journal updated. Increasingly the Cyprus wine industry is turning its attention to the making of higher quality table wines, to satisfy an…