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Article
Publication date: 1 January 2003

Sarah Quinton and Sally Harridge‐March

This paper explores the use of interactive marketing by UK on‐line wine providers to discover the extent to which strategic or tactical use is made of the web‐based…

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1041

Abstract

This paper explores the use of interactive marketing by UK on‐line wine providers to discover the extent to which strategic or tactical use is made of the web‐based presence. The four principles of relationship marketing were used as an evaluative framework against which on‐line wine providers were assessed. The paper finds that most UK on‐line wine providers use interactive marketing tactically without giving sufficient consideration to maximising the potential of building relationships through Interactivity.

Details

International Journal of Wine Marketing, vol. 15 no. 1
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 1 February 2005

Sally Harridge‐March and Sarah Quinton

Managing potential customers' perception of risk is essential to successful Internet wine retailing. If on‐line providers can minimise risk thus instilling a level of…

Abstract

Managing potential customers' perception of risk is essential to successful Internet wine retailing. If on‐line providers can minimise risk thus instilling a level of trust, then the initiation of an on‐line purchasing relationship can commence. This paper reviews the literature surrounding trust and risk and describes early findings of the elements of trust based on recent primary research. In addition, the paper develops an illustrative framework showing the links between the elements of trust and the parameters of risk for on‐line wine purchasing. Finally, the paper offers recommendations to on‐line wine providers to encourage trust, and these are outlined under the three discrete functions of an on‐line provider: site design, marketing and the e‐tailing function, on‐line wine purchasing. Finally, the paper offers recommendations to on‐line wine providers to encourage trust, and these are outlined under the three discrete functions of an on‐line provider: site design, marketing and the e‐tailing function.

Details

International Journal of Wine Marketing, vol. 17 no. 2
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 1 November 2003

Sarah Quinton and Sally Harridge‐March

With the rapid evolution of technology and the changing pattern of wine purchase, providers need to consider the adoption of technology by consumers and hence how this…

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3580

Abstract

With the rapid evolution of technology and the changing pattern of wine purchase, providers need to consider the adoption of technology by consumers and hence how this impacts on strategic marketing planning. This paper tracks the evolution of Internet marketing of wine in the UK and focuses on whether wine providers currently use the Internet as a fundamental ingredient of their marketing strategy or whether the Internet is purely employed tactically. The authors present evidence that the wine sector is under‐utilising the potential of the Internet as part of an integrated marketing strategy and proposes that a customer‐oriented computer interface is required.

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Marketing Intelligence & Planning, vol. 21 no. 6
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 21 March 2008

Sarah Quinton and Sally Harridge‐March

Buyer trust is needed to begin any purchasing relationship whether the exchange is to take place online or offline. In the online environment, instilling trust is critical…

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4864

Abstract

Purpose

Buyer trust is needed to begin any purchasing relationship whether the exchange is to take place online or offline. In the online environment, instilling trust is critical to the formation of a purchasing relationship owing to the perception of increased risk on the part of the would‐be consumer. The purpose of this paper is to investigate whether the elements of trust that influence potential consumers differ between on and offline wine purchasing.

Design/methodology/approach

An interactive data collection tool was employed, in the form of an internet based questionnaire that focused on what influences a consumer of wine to trust enough to purchase online for the first time. This paper reports the findings based on a permission‐based email sample of more than 1,000 current consumers who professed to buy wine.

Findings

The findings demonstrate that there is a difference in the elements of trust that consumers use to determine whether or not to purchase wine online and offline.

Practical implications

The authors suggest that the services marketing mix holds relevance for those online retailers who wish to attract consumers of wine for the first time. The paper concludes with recommendations for marketers on how to influence the initial wine purchase.

Originality/value

This paper's value lies in the comparison between on and offline trust and initial buying behaviour. It provides insight into the initiation of trust and the formation of relationships between customers and providers by identifying the elements that instil trust.

Details

International Journal of Wine Business Research, vol. 20 no. 1
Type: Research Article
ISSN: 1751-1062

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Article
Publication date: 1 January 2002

Richard M. Castaldi, Murray Silverman and Sanjit Sengupta

In the Spring of 2000, questionnaires regarding the export assistance needs of all 1012 wineries in California. Oregon Washington and Idaho were mailed. These surveys one…

Abstract

In the Spring of 2000, questionnaires regarding the export assistance needs of all 1012 wineries in California. Oregon Washington and Idaho were mailed. These surveys one for current exporters and one for non‐exporters were based upon over 25 in‐depth interviews with wine industry executives and export service providers. Each questionnaire included a section specifically designed to identify and prioritise the assistance needs of exporters and non‐exporters. The robust 24% return rate enhances the validity of the survey results. Among current exporters information regarding competitors, consumers and distributors specific export markets represent five of the six most highly valued assistance needs. Assistance in finding distributors and agents are especially important to inexperienced exporters and those dissatisfied with their current export programme. Non‐exporters place priority on training and assistance in understanding the fundamentals of developing a successful winery export programme. Finally, both exporters and non‐exporters give high priority to learning about the export experiences of other wineries which they feel will help improve their own international trade endeavours.

Details

International Journal of Wine Marketing, vol. 14 no. 1
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 13 June 2008

Leonardo Casini, Alessio Cavicchi and Armando Maria Corsi

The purpose of this paper is twofold: to give a descriptive outlook of the competitive environment in the UK wine market, and then to show the presence of “consumer…

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4228

Abstract

Purpose

The purpose of this paper is twofold: to give a descriptive outlook of the competitive environment in the UK wine market, and then to show the presence of “consumer confusion” elements in it.

Design/methodology/approach

The consumer confusion concept has been considered as a framework in order to test the existence of the principal elements of consumer misunderstanding in the buying process. Data have been collected from secondary sources and through in‐depth semi‐structured interviews among a sample of 40 stakeholders of the wine supply chain in the UK.

Findings

The main findings prove the existence of the essential characteristics that can generate a certain degree of consumer confusion, and the relative consciousness of key informants that some strategies need to be adopted to reduce it, although only a few have already been performed.

Originality/value

This paper is probably the first work that tests the consumer confusion conditions through a qualitative analysis following the expectations of previous research conducted by Drummond and Rule.

Details

British Food Journal, vol. 110 no. 6
Type: Research Article
ISSN: 0007-070X

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Article
Publication date: 1 March 2005

Jamie Murphy, Pearlin Ho and Calvin Chan

Internet characteristics — enhanced distribution customer relationships and information access in an information intensive industry — fit the tourism industry. There is…

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3347

Abstract

Internet characteristics — enhanced distribution customer relationships and information access in an information intensive industry — fit the tourism industry. There is little sense having an Internet presence though if visitors cannot find and use the website or receive answers to their e‐mail inquiries. Research lauds online tourism initiatives, yet little research investigates Internet use in wine tourism. Given the competitive nature of wine tourism, an important research area is what website features and e‐mail policies do wine tourism operations use for better site navigation site popularity and relationship marketing? Two online analyses of eight wine tourism operations, within and outside Western Australia, illustrate a methodology and dozens of possible metrics for analysing the competition and marketing electronic wine tourism. The results give wine tourism managers insights into short‐term competitive advantages via website features and e‐mail policies, and add to the academic literature and future research of the Internet's role in wine tourism.

Details

International Journal of Wine Marketing, vol. 17 no. 3
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 17 September 2019

Costanza Nosi, Alberto Mattiacci and Fabiola Sfodera

The purpose of this paper is to investigate how grape varieties are narrated online by non-winery-owned sources in four countries: Australia, Canada the UK and the USA…

Abstract

Purpose

The purpose of this paper is to investigate how grape varieties are narrated online by non-winery-owned sources in four countries: Australia, Canada the UK and the USA. This study focuses on Sangiovese, the most important varietal of Italy.

Design/methodology/approach

Texts collected on the Internet underwent a software-assisted semantic clustering procedure based on text-mining techniques. Identified clusters were then qualitatively analyzed by content.

Findings

The digital narrative on Sangiovese is mainly technical and conveyed by adopting a professional slant that is suitable for knowledgeable consumers but less effective for common and unexperienced wine drinkers. Online information is concentrated in few websites that act as information gatekeepers.

Research limitations/implications

The study contributes to the wine-related managerial literature on grape varieties, which are considered one of the most powerful factors in addressing consumer wine choice. Additionally, the investigation sheds light on the online wine ecosystem, by providing insights on how information is provided and the contents that are conveyed on the Internet. The findings of this study may be useful for Italian operators willing to promote Sangiovese-based wines in foreign markets.

Originality/value

Though explorative in nature, this study represents one of the first attempts to investigate the online narrative of grape varieties by presenting a marketing perspective and examining the characteristics of non-winery-owned online information which may shape wine consumers’ behavior.

Details

British Food Journal, vol. 121 no. 11
Type: Research Article
ISSN: 0007-070X

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Article
Publication date: 1 April 2004

Georgios I. Zekos

Investigates the differences in protocols between arbitral tribunals and courts, with particular emphasis on US, Greek and English law. Gives examples of each country and…

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2572

Abstract

Investigates the differences in protocols between arbitral tribunals and courts, with particular emphasis on US, Greek and English law. Gives examples of each country and its way of using the law in specific circumstances, and shows the variations therein. Sums up that arbitration is much the better way to gok as it avoids delays and expenses, plus the vexation/frustration of normal litigation. Concludes that the US and Greek constitutions and common law tradition in England appear to allow involved parties to choose their own judge, who can thus be an arbitrator. Discusses e‐commerce and speculates on this for the future.

Details

Managerial Law, vol. 46 no. 2/3
Type: Research Article
ISSN: 0309-0558

Keywords

Content available
Article
Publication date: 16 March 2020

Oriol Jorge, Adria Pons, Josep Rius, Carla Vintró, Jordi Mateo and Jordi Vilaplana

Wine has been produced for thousands of years and nowadays we have seen a spread in the wine culture. E-commerce sales of wine have increased considerably and online…

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2121

Abstract

Purpose

Wine has been produced for thousands of years and nowadays we have seen a spread in the wine culture. E-commerce sales of wine have increased considerably and online customer's satisfaction is influenced by quality and price. This paper presents a case study of the company “QuieroVinos, S.L.”, an online wine shop founded in 2015 that sells Spanish wines in two main marketplaces.

Design/methodology/approach

With the final target of increasing the company profits it has been designed and developed an application to track the prices of competitors for a set of products. This information will be used to set the product prices in order to offer the products both competitively and profitably in each Marketplace. This application must check, by tacking into account information such as the product cost or the minimum product margin, if it is possible to decrease the price in order to reach the top cheapest position and as a consequence, increase the sales.

Findings

The application improved in a notorious way the company's results in terms of sales and shipping costs. It must be said that without the use of the presented application, performing the price comparison process within each one of the marketplaces would have taken a long time. Moreover, as prices change very frequently, the obtained information has a very limited time value, and the competitors prices should be analyzed daily in order to take accurate decisions regarding the company's price policy.

Originality/value

Although the application has been designed for the wine sector and the two named marketplace, it could be exported to other sectors. For that, it should be implemented new modules to collect information regarding the competitor's price of the products selling on each corresponding marketplace.

Details

British Food Journal, vol. 122 no. 11
Type: Research Article
ISSN: 0007-070X

Keywords

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