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Research for the case study was conducted using a combination of semi-structured interviews and secondary data sources.

This case traces the international expansion of Sadowsky Guitars’ bass guitar product line. Roger Sadowsky is one of the most respected instrument makers in the world and gained early acclaim for his outstanding repair and restoration work on guitars and basses. Some of his early clients included Prince, Will Lee (The Tonight Show), Tom Hamilton of Aerosmith, Jason Newsted of Metallica, Eddie Van Halen and Marcus Miller. Roger’s reputation and the demand for his instruments led to some customers having to wait for more than a year to obtain the chance to purchase a Sadowsky instrument, while others were unable to do so due to financial constraints. In 2003, Roger made the decision to form Sadowsky Japan to begin the contract manufacturing of more affordable Sadowsky instruments in Tokyo, Japan. As the company grew in size, Roger realized he was becoming more focused on running a business than building instruments. Furthermore, his Japanese partners were only interested in serving the Japanese market. This required him to handle the sales and distribution in the remaining parts of the world. In December of 2019, he announced a new, exclusive licensing agreement and distribution partnership between Sadowsky Guitars and Warwick GmbH & Co Music Equipment KG. The new agreement allowed Roger to continue running the Sadowsky NYC Custom Shop while Warwick would take over building and distributing the Metro instruments and a less-expensive, Chinese-built version of the MetroExpress instruments.

This case is appropriate for undergraduate and graduate-level courses related to marketing and consumer behavior. The case walks students through a real-life scenario when the founder of a well-known musical brand sought to expand internationally as a way to meet growing market demand. Students are asked to consider the advantages and disadvantages of the five key international market entry strategies: exporting, licensing, contract manufacturing, joint ventures and investment (equity/acquisition).

The case works well in the classroom, even if people are unfamiliar with the musical instrument retail industry. Participants are most likely aware of some of the artists and musicians mentioned in the case. Some may also be or know musicians. The instructor should be able to quickly engage participants in a lively discussion about Roger Sadowsky’s vision for his instruments and the opportunities and challenges of expanding product offerings and increasing market share.

Teaching notes are available for educators only.

The purpose of this study is to, first, analyze the past years of research on international branding and, second, building on an early literature review, to analyze patterns in the field and suggest future research.

The analyzed papers were compiled using the Web of Science and Scopus databases. The author searched papers published between 2007 and 2023 that used terms related to international branding in their title, abstract and keywords.

This paper structures and identifies key institutions, papers, regions and authors in the field. It provides an overview of the past years of research in the area. The study identifies important gaps in the literature and suggests further research dealing with, for example, the B2B sector and emerging markets.

Despite the increase in international branding studies, few literature reviews have been published since 2007. This review fills this research gap. It identifies future research areas dealing with branding in the B2B sector, branding in emerging markets, branding process and implementation studies using longitudinal methods and more practical research.

This study aims to better understand tourists’ revisit intention from their perspectives of past and expected experience and to investigate whether the formation of revisit intention differs between tourists from different nationalities.

The sample consisted of 250 Indonesian tourists who have visited Australia and 275 Australian tourists who have visited Indonesia. The data were analysed by conducting structural equation modelling and multi-group analysis with group comparisons.

Indonesian tourists’ intention to revisit Australia was influenced by past feeling experience and expected experience, while Australian tourists’ intention to revisit Indonesia was influenced by past feeling and relating experiences and expected experience. Both samples differ significantly in terms of relations between experiences and revisit intention. The relationship between past thinking experience and revisit intention was positive for Indonesians but negative for Australians. The relationship between past relating and expected experience was positive for Australians but negative for Indonesians. In addition, the influence of expected experience on revisit intention was stronger for Australian than Indonesian tourists.

To the best of the authors’ knowledge, this study, for the first time, enriches tourism literature in understanding revisit intention by investigating revisit intention in relation to both past and expected experiences, along with examining nationality differences in the revisit intention formation.

For a better understanding of the preferences and differences of young consumers in emerging wine markets, this study aims to propose a clustering method to segment the super-new generation wine consumers based on their sensitivity to wine brand, origin and price and then conduct user profiles for segmented consumer groups from the perspectives of demographic attributes, eating habits and wine sensory attribute preferences.

We first proposed a consumer clustering perspective based on their sensitivity to wine brand, origin and price and then conducted an adaptive density peak and label propagation layer-by-layer (ADPLP) clustering algorithm to segment consumers, which improved the issues of wrong centers' selection and inaccurate classification of remaining sample points for traditional DPC (DPeak clustering algorithm). Then, we built a consumer profile system from the perspectives of demographic attributes, eating habits and wine sensory attribute preferences for segmented consumer groups.

In this study, 10 typical public datasets and 6 basic test algorithms are used to evaluate the proposed method, and the results showed that the ADPLP algorithm was optimal or suboptimal on 10 datasets with accuracy above 0.78. The average improvement in accuracy over the base DPC algorithm is 0.184. As an outcome of the wine consumer profiles, sensitive consumers prefer wines with medium prices of 100–400 CNY and more personalized brands and origins, while casual consumers are fond of popular brands, popular origins and low prices within 50 CNY. The wine sensory attributes preferred by super-new generation consumers are red, semi-dry, semi-sweet, still, fresh tasting, fruity, floral and low acid.

Young Chinese consumers are the main driver of wine consumption in the future. This paper provides a tool for decision-makers and marketers to identify the preferences of young consumers quickly which is meaningful and helpful for wine marketing.

In this study, the ADPLP algorithm was introduced for the first time. Subsequently, the user profile label system was constructed for segmented consumers to highlight their characteristics and demand partiality from three aspects: demographic characteristics, consumers' eating habits and consumers' preferences for wine attributes. Moreover, the ADPLP algorithm can be considered for user profiles on other alcoholic products.

Global brands have become increasingly vulnerable to external disruptions that have negative spillover effects on consumers, business and brands. This research area has recently garnered interest post-pandemic yet remains fragmented. The purpose of this paper is to recognize the most impactful exogenous brand crisis (EBC) and its affective and behavioural impact on consumers.

In Study 1, we applied repertory grid technique (RGT), photo elicitation method and ANOVA comparisons, to identify the most significant EBC, in terms of repercussions on consumer purchases. In Study 2, we performed collage construction and content analysis to ascertain the impact of the identified significant crisis (from Study 1) on consumer behaviour in terms of affective and behavioural changes.

Study 1 results reveal Spread-of-diseases and Natural disaster to be the most impactful EBC based on consumer’s purchase decisions. Study 2 findings uncover three distinct themes, namely, deviant demand, emotional upheaval and community bonding that throws light on the affective and behavioural changes in consumer behaviour during the two significant EBC events.

The collated results of the two studies draw insights towards understanding the largely unexplored conceptualisation of EBC from a multi-level (micro-meso-macro) perspective. The integrated framework drawn, highlight the roles and influences of different players in exogenous brand crisis management and suggests future research agendas based on theoretical underpinnings.

To the best of our knowledge, this is the first study which identifies the most important EBC and explicates its profound impact on consumer purchase behaviour, providing critical insights to brand managers and practitioners to take an inclusive approach towards exogenous crises.

The main purpose of this paper is to identify, screen and prioritize customer requirements (CRs) for men’s denim jeans. Moreover, the effect of demographic factors on the primary evaluation criteria has been examined.

The study was initiated by the growing complaints about denim jeans products of a local manufacturing company. First, 24 CRs were identified from the literature and customer complaints. Then, a survey was conducted to rate the identified CRs and solicit more CRs through closed-ended and open-ended questions, respectively. From the survey, 368 usable responses were collected while the participants were shopping in 14 local retail shops. After analyzing the data using factor analysis, univariate and multivariate analysis of variance (MANOVA), and content analysis, the resulting 15 criteria were prioritized by experts’ pairwise comparisons employing the fuzzy analytic hierarchy process (AHP).

Factor analysis extracted six components (primary criteria) including design cues, pocket design, comfort, size and fit, fashionability, and extrinsic cues from the CRs included in the closed-ended questions. MANOVA showed that age and frequency of purchasing denim jeans significantly affected the primary criteria, while educational level and frequency of wearing denim jeans did not. The weights from the fuzzy AHP revealed that colour fastness, price, durability, fabric weight, workmanship, side pocket design and fit as the most important CRs. Moreover, consumers preferred regular fit, stitched round side pockets, patch back pockets and stretchable denim fabric.

The limitations of the study are discussed in the body of the paper in Section 7.

The paper presents exploratory findings on denim jeans evaluation criteria in a developing country’s context. Moreover, the application of fuzzy AHP for prioritizing denim jeans’ CRs is unique.

This study aims to explore the heterogeneity of the tourist market for people with a physical disability (PwPD) based on travel barriers, to serve them better, from a tourism marketing perspective.

A market segmentation analysis was conducted on a sample of 480 PwPD in Sichuan Province, China, based on their perceived travel barriers. Data were obtained through three on-site and four online surveys. A four-step factor-item mixed segmentation, including factor analysis, cluster analysis, discriminant analysis and chi-square tests, was applied to examine the differences among PwPD tourist market segments in terms of various demographic characteristics, disability conditions (e.g. duration of disabilities and causes of impairment) and travel features (e.g. travel frequency and tourist destinations).

This study revealed that the PwPD tourist market is heterogeneous due to individual perceived travel barriers. Three market segments were identified, namely, the Explorer Moderates group, the Explorer Minimals group and the Explorer Intensives group. Additionally, the three market segments were found to have significant differences in terms of travel barriers, demographic characteristics, travel features and disability conditions.

This research provides suggestions for authorities and private entities to optimize the layout of accessible facilities in public areas for the benefit of all. It also offers crucial implications for tourism marketers to determine the key facets of marketing, for travel organizers to evolve the organization of travel groups for PwPD, and for practitioners to provide personalized tourism services.

To the best of the authors’ knowledge, this study is the first to apply perceived travel barriers as a market segmentation criterion in understanding PwPD as a heterogeneous travel market. The findings of this study initially expand the scope of application of the travel barrier model and deepen understanding of the Chinese PwPD tourist market from a marketing perspective. The study results elucidated the heterogeneity and characteristics of this market through a four-step factor-item mixed segmentation approach, offering new insights into the behaviors and experiences of travelers with disabilities.

本研究旨在探索肢体残障人士旅游市场的异质性, 以便从旅游营销的角度更好地为他们服务。

基于对中国四川480名肢残人士出游障碍感知的问卷调查, 探索了肢残人士的旅游市场细分。数据是通过七次现场和在线调查获得; 采用四步因子-项目混合细分法, 根据残障状况、人口统计特征和旅游特征, 识别出肢残群体旅游细分市场之间的差异。

研究发现, 基于个体感知的出游障碍, 肢残群体旅游市场是异质的, 研究确定了三个细分市场, 即低度、中度和高度受限群体。三个细分市场在出行障碍、人口特征、出游特征和残障状况方面存在显著差异。

这项研究有助于政府管理部门优化公共区域无障碍设施布局; 旅游营销者确定营销的重点, 并为旅游组织者设计肢残旅游团体成员构成, 以及从业者提供个性化旅游服务提供重要的启示。

论文首次将感知出游障碍作为市场细分标准, 用以理解肢残群体作为异质游客市场。本研究的发现拓展了出游障碍模型的应用范围, 并从市场营销的角度加深了对中国肢残游客市场的理解。研究结果通过四步因子-项目混合细分方法阐明了该市场的异质性和特点, 为肢残游客的行为和体验研究提供了新见解。

Este estudio explora la heterogeneidad del mercado turístico de las personas con discapacidad física (PcDF) en función de las barreras percibidas para viajar, con el fin de prestarles un mejor servicio desde una perspectiva de marketing turístico.

Se realizó un análisis de segmentación de mercado en una muestra de 480 PcDF en Sichuan, China, en función de las barreras que percibían para viajar. Los datos se obtuvieron a través de tres encuestas in situ y cuatro encuestas en línea. Se aplicó una segmentación mixta factor-ítem de cuatro pasos que incluye análisis factorial, análisis de conglomerados, análisis discriminante y pruebas de chi-cuadrado para examinar las diferencias entre los segmentos del mercado turístico de PcDF, en términos de diversas características demográficas, condiciones de discapacidad (por ejemplo, duración de la discapacidad, causas de la discapacidad) y características de los viajes (por ejemplo, frecuencia de viaje, destinos turísticos).

Este estudio reveló que el mercado turístico de las PcDF es heterogéneo debido a las barreras de viaje percibidas por cada individuo. Se identificaron tres segmentos de mercado, a saber, el grupo de Exploradores Moderados, el grupo de Exploradores Mínimos y el grupo de Exploradores Intensivos. Los tres segmentos de mercado presentaban diferencias significativas en cuanto a las barreras para viajar, las características demográficas, las características del viaje y las condiciones de discapacidad.

Este estudio es el primero en aplicar las barreras percibidas para viajar como criterio de segmentación de mercado para comprender a las PcDF como un mercado turístico heterogéneo. Los hallazgos de este estudio amplían inicialmente el ámbito de aplicación del modelo de barreras para viajar y profundizan en la comprensión del mercado turístico chino de PcDF desde una perspectiva de marketing. Los resultados de nuestro estudio explicaron la heterogeneidad y las características de este mercado a través de un enfoque de segmentación mixta factor-ítem de cuatro pasos, contribuyendo a la literatura sobre el comportamiento y las experiencias de los viajeros con discapacidad.

Esta investigación proporciona sugerencias para que las autoridades y las entidades privadas puedan optimizar la disposición de instalaciones accesibles en zonas públicas en beneficio de todos. También ofrece implicaciones importantes a los comercializadores turísticos para que determinen aspectos clave del marketing, a los organizadores de viajes para que evolucionen en la organización de grupos de viaje para PcDF y a los profesionales para que presten servicios turísticos personalizados.

This study aims to provide insights into wine consumers in Hong Kong and Mainland China, and the diversity of their behavior, by investigating their motivations, consumption and purchasing behavior and segmenting the sample based on wine knowledge and frequency of consumption to identify three distinct clusters that are then profiled.

Data was collected through an online survey of wine consumers of ethnic Chinese origin residing in Mainland China and Hong Kong, using two methods of recruitment (a convenience sample from wine-related databases, a panel survey undertaken by an international market research firm). The final sample comprised 477 respondents, about equally divided among Mainland Chinese and Hong Kong wine consumers. Analysis of the data using the Statistical Package for Social Sciences for Windows (SPSS) 29 included a series of descriptive analyses, followed by a two-step cluster analysis using an Euclidean distance method.

Wine knowledge and frequency of wine consumption were relatively higher within the sample as a whole than previous studies, but three distinct consumer segments are evident. There is evidence of a democratization of wine consumption, and a greater focus on wine consumption for enjoyment in relaxed and informal settings. rather than consumption driven by health and status, occurring primarily in commercial or business settings. The dominance of red wine in this market is also declining, and intrinsic cues – specifically, prior experience of the wine – are becoming important in wine purchase decisions.

This study uses a broad sample of wine consumers to identify trends in wine consumption patterns and motivations, and purchase decision-making behavior, of Mainland Chinese and Hong Kong wine consumers. The identification of three clusters of wine consumers offers both points of comparison with previous segmentation research globally and within China, whilst also identifying scope for further research.

The primary aim of this study is to gain insight into the entrepreneurial marketing strategy (EMS) decisions made by microenterprises in the craft sector and draw comparisons between the marketing strategy formulation and implementation of conventional businesses and those of craft-based microenterprises with a specific focus on the context of emerging markets, particularly India.

This paper follows a qualitative interpretivist paradigm using a multiple-case methodology approach. It tracks craft-based microenterprises that make furniture or home décor products in India. The study participants were the founders, principal designers, studio managers or craftspersons.

This study’s findings reveal that craft-based microenterprises implement an EMS that adopts a hybrid form of market orientation strategy. In this approach, the product or creative concept is at the centre of the decision-making, and the customer needs are factored in at a later stage for customisation. These microenterprises prioritise product positioning over segmentation and targeting strategies.

This study tries to understand marketing strategy decision-making processes among craft-based microenterprises in India. Given that study participants came from only two-product-based craft businesses, this limits the generalisability of the findings to similar or related contexts. This study provides a framework and methodology for replication in other contexts and industries to formulate a nuanced understanding of micro, context-specific, craft-based businesses.

This study uses qualitative analysis to understand EMS in craft-based businesses in India. This study contributes to this fledgling stream of literature at the interface of marketing and entrepreneurship to understand entrepreneurial marketing. This study analyses the marketing strategy of craft-based businesses using the framework of Morgan et al. (2019).

This study aims to progress scholarly understanding of the staycation phenomenon by examining customer segments and documenting local customers’ attribute preferences.

A stated choice experiment is used to examine customer preferences for staycation package attributes. Latent class discrete choice modeling is deployed to classify customers into market segments based on their preferences. The profile of each segment is enhanced by documenting customer characteristics and consumption styles.

Six prominent market segments are identified using a combination of sociodemographics, consumption styles and staycation attribute preferences. The findings draw on consumer experiences during the COVID-19 pandemic to generate theoretical insights into preferred staycation packages. Empirically, the estimation results from the research framework and choice experimental method demonstrate that staycation market segments exhibit distinct preference structures.

Practitioners and policymakers can incorporate the findings of this study in designing and/or assessing staycation packages. This can ensure differentiated products for defined segments that resonate within local communities through positive word of mouth, thus offering prospective spillovers to visiting friends and relatives.

This is a pioneering study on preference heterogeneity from the customer perspective, with a focus on staycation markets. The findings can encourage and assist hotel sector leaders to capitalize on local market developments to achieve a more resilient hospitality business model.