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1 – 10 of 27
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. This study…

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

Keywords

Article
Publication date: 11 November 2021

Maja Uhre Pedersen and Paul Sharp

The purpose of this paper is to provide an empirical investigation of the idea that imperfectly informed consumers use simple signals to identify the characteristics of wine, for…

Abstract

Purpose

The purpose of this paper is to provide an empirical investigation of the idea that imperfectly informed consumers use simple signals to identify the characteristics of wine, for example, the geographical denomination. The reputation of a denomination will thus be an important guide for consumers when assessing individual wines.

Design/methodology/approach

The price–quality relationship is studied in a fairly homogenous geographical area where a large number of wine types is present. This is done by using a simple ordinary least squares (OLS) analysis on a database of more than 2,000 different red wines produced in a period of just four years in only one Italian region.

Findings

The results show that some denominations have a lower average quality score and that price differentials between denominations are linked to differences in average quality, although consumers tend to exaggerate the quality gap between prestigious denominations and others.

Research limitations/implications

A producer in a prestigious denomination benefits from a substantial mark-up relative to an equally good producer from another denomination. Furthermore, denomination neutral wines have a stronger price–quality relationship than denomination specific wines.

Practical implications

Consumers should not be misled by what is on the bottle, but should rather consult wine guides to become better informed before purchasing.

Social implications

The fact that quality and sensory characteristics often play a minor role in determining the price of a commodity is not immediately compatible with the postulate that consumers are well informed.

Originality/value

Unlike previous work, this paper investigates a limited area (Tuscany) and only red wines, thus making it possible implicitly to control for many other factors which might otherwise confound the price–quality relationship.

Details

International Journal of Wine Business Research, vol. 34 no. 2
Type: Research Article
ISSN: 1751-1062

Keywords

Article
Publication date: 21 October 2019

Riccardo Vecchio, Alessandra Rinaldi and Luigi Moio

The purpose of this paper is twofold: first, to investigate whether consumer preferences differ for wines with diverse price points and second, to analyze the effect of…

Abstract

Purpose

The purpose of this paper is twofold: first, to investigate whether consumer preferences differ for wines with diverse price points and second, to analyze the effect of denominations of origin information on preferences.

Design/methodology/approach

In, total 150 regular wine buyers expressed their willingness-to-pay (WTP) for 12 red wines of 3 denominations (Chianti Classico DOCG, Morellino di Scansano DOCG and Toscana IGT) with three price points (basic=€5, medium=€10 and high=€20) in an incentive-compatible experiment, involving two consecutive rounds: a blind tasting and an informed tasting.

Findings

The findings reveal that price points are not statistically related to consumer preferences measured in the blind round, while information on the denomination of origin leads to a statistically significant increase in WTP for wines of all price points for all denominations.

Originality/value

This paper investigates whether Sangiovese-based wines at varying levels of price points (basic, medium and high) receive different WTP by consumers in non-hypothetical experimental auctions. Furthermore, the effect of denominations of origin information on preferences is explored, comparing evaluations without and with this specific information.

Details

British Food Journal, vol. 121 no. 12
Type: Research Article
ISSN: 0007-070X

Keywords

Article
Publication date: 1 October 2004

Alberto Mattiacci and Vincenzo Zampi

None of the numerous food products that comprise the Italian food tradition can boast of business revitalisation as much as that which involved the wine industry in Italy and in…

1209

Abstract

None of the numerous food products that comprise the Italian food tradition can boast of business revitalisation as much as that which involved the wine industry in Italy and in the rest of the world in the last decade. This is not the appropriate moment to consider the reasons for this change, nor is it the right place to compare the industrial situations of that time with those present today. Rapidly covering the field of the extensive history of the wine business, it is sufficient to cite certain simplified facts in order to show how the end user of the product – the consumer – has dramatically changed his consumption history, which initiated the process of regeneration of the business, a process never before seen, in the world of agricultural industries. The companies in the vine‐growing and wine‐making business have been both the driving force and the beneficiaries of this state of affairs. Indeed, to have a clearer picture, a hypothetical external person, observing the wine business panorama today, would notice clear features and company models, that are unrelated to the historical past of the industry.

Details

British Food Journal, vol. 106 no. 10/11
Type: Research Article
ISSN: 0007-070X

Keywords

Article
Publication date: 28 August 2007

Cristina Santini, Alessio Cavicchi and Benedetto Rocchi

The purpose of this paper is to give some enlightenments on value innovation in the wine industry and, more specifically in the US wine market, in order to suggest new strategic…

1206

Abstract

Purpose

The purpose of this paper is to give some enlightenments on value innovation in the wine industry and, more specifically in the US wine market, in order to suggest new strategic options to Italian wineries.

Design/methodology/approach

After having provided a theoretical framework about value innovation and the US Premium Bag in Box (PBIB) wine market, a case study about a leading firm is presented.

Findings

The adoption of a new packaging concept may help traditional Italian wineries to develop their sales. Understanding the dynamics and benefits of value innovation, would help wineries in getting over the obstacles for introducing innovation, and developing a truly perception of consumers' preferences and new managerial skills.

Research implications/limitations

This research implies new studies in consumers' perceptions and willingness to pay for Italian wines in the USA. On the firms' side, it is important to understand wineries costs and organization structure in order to evaluate the possibility of new packaging introduction. Understanding the dynamics of value innovation in the wine industry would lead to gain a competitive advantage. Further researches should focus on the linkage between firms' structure and resources and the paths they choose to adopt.

Practical implications

This paper can offer a valid suggestion for those firms whose export is suffering “New World” wineries aggressive strategies. Through PBIB wineries can adopt a “me‐too strategy” or develop a further niche in this market. According to the strategy chosen, wineries have to face many concerns, mainly pertaining to finances, organization, and production.

Originality/value

Value innovation and its exploitation under a strategic viewpoint have not been deeply considered in wine business literature.

Details

International Journal of Wine Business Research, vol. 19 no. 3
Type: Research Article
ISSN: 1751-1062

Keywords

Article
Publication date: 19 January 2024

Kathleen Kelley, Helene Hopfer and Michela Centinari

This study aims to determine white wine drinkers’ interest in Grüner Veltliner wine, a potential signature wine for the Commonwealth of Pennsylvania in the USA and identify the…

Abstract

Purpose

This study aims to determine white wine drinkers’ interest in Grüner Veltliner wine, a potential signature wine for the Commonwealth of Pennsylvania in the USA and identify the consumer segments likely to look for and purchase this wine varietal.

Design/methodology/approach

A total of 676 wine consumers from the Mid-Atlantic region in the USA were compared based on familiarity with Grüner Veltliner wine, variety-seeking (VARSEEK) scores and the likelihood of looking for and purchasing Pennsylvania Grüner Veltliner wine.

Findings

Although only a third of participants had some experience with Grüner Veltliner wine, 77% were “somewhat interested” to “very interested” in being able to sample and taste the wine, and 66%–67% were “somewhat likely” to “very likely” to look for and purchase the wine from both growing regions. Generation, wine consumption behavior and familiarity with Pennsylvania wine and Grüner Veltliner wine differed between participants based on purchase intent and VARSEEK scores (i.e. low VARSEEK/likely, high VARSEEK/unlikely). Differences in factors motivating Grüner Veltliner purchasing were also identified between low VARSEEK/likely and high VARSEEK/likely participants.

Originality/value

The paper presents evidence of potential demand for a signature wine from an emerging wine region. This provides direction for target marketing and related promotional strategy, along with identifying wine consumers interested in tasting and purchasing the wine.

Details

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

Keywords

Article
Publication date: 27 March 2020

Dirk Nicolas Wagner

Artificial Intelligence is a general-purpose technology that is bound to affect every industry. To develop successful corporate and business strategies with AI, leaders have to…

420

Abstract

Purpose

Artificial Intelligence is a general-purpose technology that is bound to affect every industry. To develop successful corporate and business strategies with AI, leaders have to capture the technological opportunity, understand the economics of AI and lead organizational change.

Design/methodology/approach

What to do with AI? How to set up for AI? Where is the value? Initial answers to these three fundamental questions are derived based on an interdisciplinary and integrated literature review.

Findings

AI leaders pursue competitive advantage by taking up the technological offer to predict-prescribe-automate, they enact machine learning by entering into a portfolio of experiments within a modular strategic framework, they organize the business to form of man-machine teams following the concept of human-agent collectives and they avoid falling victim to exponential growth bias.

Practical implications

In a business environment where the cognification of everything will lead to exponential growth of both, volume of data and intelligence of machines, it will be paramount for strategic leaders to have a robust AI strategy in place and to develop the competencies required for managing the Artificially Intelligent Firm.

Originality/value

This overview enables strategic leaders to prepare themselves and their organizations for AI. It spearheads making required connections between technology, economics and management of AI.

Details

Strategy & Leadership, vol. 48 no. 3
Type: Research Article
ISSN: 1087-8572

Book part
Publication date: 9 December 2016

Jeen Filz, Robert J. Blomme and Arjan van Rheede

Corporations in all industries recognize the demand for responsible business behavior and have developed corporate social responsibility (CSR) programs accordingly. This paper…

Abstract

Corporations in all industries recognize the demand for responsible business behavior and have developed corporate social responsibility (CSR) programs accordingly. This paper examines to which extent sustainability practices – unrelated to the actual ingredients of a consumable product – affect brand equity, taste perceptions, and perceived emotional value. In an experimental setting, effects were determined of the presence or lack of a sustainability-marketing message within a beer brand’s promotional material. The constructs were measured in a survey, and a PLS-SEM was used to analyze the results. In the factor model, all constructs proved to be sufficiently reliable and valid. The experiment’s results indicate that taste perception is positively influenced by the presence of a sustainability message.

Details

Advances in Hospitality and Leisure
Type: Book
ISBN: 978-1-78635-615-4

Keywords

Open Access
Article
Publication date: 9 August 2022

Alessandro Carollo, Seraphina Fong, Giulio Gabrieli, Claudio Mulatti and Gianluca Esposito

Among the growing interest towards market segmentation and targeted marketing, the current study adopted a scientometric approach to examine the literature on wine selection and…

1668

Abstract

Purpose

Among the growing interest towards market segmentation and targeted marketing, the current study adopted a scientometric approach to examine the literature on wine selection and preferences. The current review specifically attempts to shed light on the research that explores the determinants of wine preferences at multiple levels of analysis.

Design/methodology/approach

CiteSpace was used to compute a Document Co-Citation Analysis (DCA) on a sample of 114,048 eligible references obtained from 2,846 publications downloaded from Scopus on 24 May 2021.

Findings

An optimized network of 1,505 nodes and 4,616 links was generated. Within the network, impactful publications on the topic and thematic domains of research were identified. Specifically, two thematic macro-areas were identified through a qualitative analysis of papers included in the 7 major clusters. The first one - “Methods of Wine Making” - included clusters #0, #3, #5, #6 and #18. The second one - “Consumers' Attitudes and Preferences Towards Wine” - included clusters #1 and #2. The first thematic macro-area included more technical aspects referring to the process of wine making, while the second thematic macro-area focused more on the factors influencing individuals' preferences and attitudes towards wine. To reflect the aims of the current paper, publications giving light to the “Consumers' Attitudes and Preferences Towards Wine” macro-area were analyzed in detail.

Originality/value

The resulting insights may help wine makers and wine sellers optimize their work in relation to market segments and to the factors influencing individuals' purchasing behaviors.

Details

British Food Journal, vol. 124 no. 13
Type: Research Article
ISSN: 0007-070X

Keywords

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 confusion”…

4457

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

Keywords

1 – 10 of 27