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This paper studies the role of personal selling and the salesforce as an information source and the impact potential information gaps in a downstream business chain can have. It offers a conceptual model of information gaps in an on‐licence wine business channel and suggests areas necessitating further research.

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000000603. When citing the article, please cite: Frances Edwards, Tony Spawton, (1990), “Pricing in the Australian Wine Industry”, European Journal of Marketing, Vol. 24 Iss: 4, pp. 11 - 17.

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000001505. When citing the article, please cite: Tony Spawton, (1989), “Marketing Planning and Communications for Small Winemakers”, International Marketing Review, Vol. 6 Iss: 2.

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000000606. When citing the article, please cite: Tony Spawton, (1990), “Development in the Global Alcoholic Drinks Industry and its Implications for the Future Marketing of Wine”, European Journal of Marketing, Vol. 24 Iss: 4, pp. 47 - 54.

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008580. When citing the article, please cite: Tony Spawton, (1990), “Marketing Planning for Wine”, International Journal of Wine Marketing, Vol. 2 Iss: 2, pp. 2 - 49.

Wine tourism is a major public relations medium and for many wineries a major source of revenue. This article uses theories of brand equity to develop cellar door strategies. These theories are supported by previous research into product involvement with wine, which shows that high and low involvement wine buyers behave differently. The two segments must be catered for differently if a winery is to build its overall reputation and brand equity. Wineries can enhance their long‐term market‐based assets through building customer relationships at cellar door. Strategies and examples are provided.

As Australia embarks on the new millennium, marketers must understand the basis of consumer choice, both domestically and internationally. Generally, brands are becoming globalised (Boze and Patton, 1995), but the wine industry provides an interesting example of global branding in the context of a plethora of brand names. In Australia alone, over one thousand wine companies produce over 16,000 wine brands (Spawton, 1998). This array of wine product creates a complex marketplace, which causes consumers great difficulty when making a purchase decision (Greatorex and Mitchell, 1988). To combat this problem, wine companies have been using branding as a means of differentiating their product (Lockshin, 1997). The introduction of geographical indicators (registered names for specific regions of origin) has spurred on the use of regional branding as a branding tool. This research is being conducted to clarify the effect of regional branding on consumer choice behaviour. The results from the qualitative research stage highlighted the fact that a small number of consumers used regional branding as a cue in their choice decision. These consumers generally had higher perceived knowledge of wine, greatly enjoyed purchasing wine and spent a longer time in the wine retail outlet than other consumer groups. A quantitative study will now be conducted to clarify which consumer groups use regional branding as part of the choice process and to determine the importance of a company's brand and price used in consumers' choice process. As wine is not the only product branded by its region of origin, this research will be beneficial to other product categories such as cheese, seafood and olive oil (Belk King, 1997).