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Article
Publication date: 1 March 1999

Dale F. Duhan, Pamela L. Kiecker, Charles S. Areni and Cari Guerrero

The purpose of this study is to investigate how origin information for wine products influences retail sales. The growing variety of products and the generally singular…

Abstract

The purpose of this study is to investigate how origin information for wine products influences retail sales. The growing variety of products and the generally singular origin of wine products makes this market particularly sensitive to origin information. The origin of wine is often perceived as an indicator of quality and is used as the basis of decision making when purchasing wine products. This study empirically tests a portion of Johansson's framework for the use of origin information through both a market survey and a field experiment to determine the predictive value on market position for a group of wine products from the Texas region. The results of the survey and the field experiment were consistent and found that emphasizing the origin of Texas wine significantly influenced retail sales. These results also indicate that special displays and increased retail shelf space do not always have a positive effect on sales of the displayed products. Therefore, it is important for retail managers to first identify whether the image of the wine's origin is perceived positively or negatively before using origin information in store displays.

Details

International Journal of Wine Marketing, vol. 11 no. 3
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 1 January 2002

Janeen E. Olsen, Linda Nowak and T.K. Clarke

This article investigates whether a negative country of origin bias facing imported wine can be offset when it is distributed in marketing channels alongside already…

Abstract

This article investigates whether a negative country of origin bias facing imported wine can be offset when it is distributed in marketing channels alongside already accepted complimentary products. Specifically we consider the case of Mexican wine being introduced to consumers in a Mexican restaurant versus a more general themed contemporary restaurant. An experimental design was employed to investigate consumers' perceptions and future purchase intentions after tasting Mexican wine in a proposed restaurant with one of the two themes. Findings suggest that the best method for introducing Mexican wine to US consumers may be through Mexican restaurants although adoption of the wine for consumption at home may be slow.

Details

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

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Article
Publication date: 1 December 1994

Michael R. Bowers, Thomas L. Powers and Pamela D. Spencer

Describes the job of selling health‐care services and compares it totraditional types of sales positions. Providing such a comparison maystimulate marketing managers in…

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Abstract

Describes the job of selling health‐care services and compares it to traditional types of sales positions. Providing such a comparison may stimulate marketing managers in other service industries to conduct their own survey of salesforce characteristics and to analyze critically the findings. The research design serves as a model for the research process, analysis and interpretation to be utilized in other service marketing arenas. Promotion of health care has evolved from an emphasis on advertising to a current interest in personal selling. Along with public relations and planning research, sales is becoming a significant part of the marketing function of health‐care organizations. Specifically, the study was designed to define the basic characteristics that profile the present salesforce in health care in the USA. Addresses attributes of the organizations, as well as organizational variables. Managing a successful salesforce in the approaching health‐care reform era will be essential to an organization′s survival.

Details

Journal of Services Marketing, vol. 8 no. 4
Type: Research Article
ISSN: 0887-6045

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Article
Publication date: 7 June 2019

Shelby D. Hunt

The purpose of this paper is to provide a retrospection on the importance, origins and development of the research programs in the author’s career.

Abstract

Purpose

The purpose of this paper is to provide a retrospection on the importance, origins and development of the research programs in the author’s career.

Design/methodology/approach

The study uses an autobiographical approach.

Findings

Most of the articles, research monographs and books that constitute this research and publishing efforts can be categorized into seven distinct, but related, research programs: channels of distribution; marketing theory; marketing’s philosophy debates; macromarketing and ethics; relationship marketing; resource-advantage theory; and marketing management and strategy. The value system that has guided these research programs has been shaped by specific events that took place in the author’s formative years. This essay chronicles these events and the origins and development of the seven research programs.

Originality/value

Chronicling the importance, origins and development of the seven research programs will hopefully motivate and assist other scholars in developing their own research programs.

Details

Journal of Historical Research in Marketing, vol. 11 no. 1
Type: Research Article
ISSN: 1755-750X

Keywords

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