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Wine bottles compete for consumers’ attention in the shelf during the decisive moment of choice. This study aims to explore the role that visual attention to wine labels has on the purchase decision and the mediating role of quality perceptions and desire on such purchase behaviours. Wine awards and consumption situation are used as moderators..

The study was conducted in Portugal and 36 individuals participated in a 2 × 2 within subjects design (awarded/not awarded × self-consumption/social-consumption). For each scenario, individuals’ attention, perceptions of quality, desire and purchase intentions were recorded.

Data from eye-tracking shows that, during the purchase process, the amount of attention given to a bottle is determinant of individuals’ purchase intentions, a relationship that increases in significance for bottles with awards and for when consumers are buying wine for a consumption situation involving a social environment. In addition, both quality perceptions and desire are confirmed to positively influence wines’ purchase intentions.

By using an eye monitoring method, this paper brings new insights into the wine industry by highlighting the impact that wines’ labels and different consumption situations have on individuals’ attention and purchase intention. Wine producers and retailers may benefit from the insights provided by the current study to refine their communication strategies by either highlighting product characteristics and pictorial elements, as it is the case of the awards, or communicating about their products for different consumption situations.

More and more wine producers realise the opportunities that lie within designing extrinsic product attributes for promoting their wine. Unique packaging (e.g. special bottles) or labelling is supposedly more efficient in differentiating the (augmented) wine product than changing the core product (fluid) itself. Wine exhibition awards (medals or diplomas, usually at the gold or silver level) have become particularly popular for the purpose of signalling an outstanding quality to the buyer. This can be observed in grocery store assortments as well as in special wine stores. The potential relevance of this strategy draws from the fact that only a fraction of worldwide sales of bottled wine goes to educated wine connoisseurs who evaluate the real value of a wine by attributes like varietal, producer, vintage, vineyard, etc. The average wine consumer's choice is likely to be influenced to a greater extent by product attributes that require less of an insiders' knowledge. Exhibition medals could be of special interest to wine suppliers by quickly conveying a summary of expert opinions. Interested buyers would not be required to read the sometimes extensive information written in usually small letters on the labels. Instead, medals etc. enable them to quickly and reliably evaluate the quality.

The purpose of this paper is to introduce the Danish wine industry and then concentrate on production and discuss which factors are of importance for producing high‐quality wines. Historically, Denmark has not been a wine‐producing country primarily due to sub‐optimal climate conditions, but during the latest decade, entrepreneurial growers have entered the business of wine production by establishing small wine fields and investing in professional production facilities.

Using a rich longitudinal micro data set from the Association of Danish Wine Growers, an econometric model is set up in order to explain the chances of obtaining awards at the yearly Danish Wine Contest, i.e. signalling “quality”.

Contrary to the authors' hypotheses, field slope, field direction, size and commercial status of the producer have no influence on quality. However, the natural sugar content at harvest, grape variety, soil and growers' experience have the anticipated influence. But unobservable characteristics seem important. Spirit and entrepreneurial enthusiasm of the growers in an emerging wine industry also appear to be of importance.

Awards at wine contests signal quality to the market, which can be used in the sales strategy of the growers, thereby getting higher prices for their wines and overcoming potential “lemon‐market” effects due to asymmetric information on the market. Furthermore, noting that awards can be explained by specific factors, this may be an efficient guide for the producers to optimize their quality‐costs relationship.

The analysis of the Danish wine industry is carried out by the use of a longitudinal micro data set. A hedonic model of wine quality is estimated by using econometric methods.

Expert wine awards are commonly used by consumers to reduce complexity in wine choice but little is known about expert vs non‐expert perceptions of sensory wine quality. This paper aims to examine if expert ratings are suitable quality indicators for consumers and whether there are certain groups of consumers that find expert awards more useful than others.

The paper compares German consumer ratings obtained in a sensory laboratory with German Agricultural Society's quality competition awards. it tests for the correspondence between expert and non‐expert ratings and for the concordance within the non‐expert group. Estimation of a linear mixed model serves to identify consumer‐side variables with an influence on individual rating distance.

Correspondence between expert and non‐experts and concordance within the non‐expert group were found to be insignificant. Experienced wine consumers with sufficient specific knowledge and superior self‐reported sensory skills better replicated expert ratings.

With 216 wine ratings obtained from 36 German consumers, the number of observations is small. Future research should verify above findings by considering more consumers and the stability of ratings across time.

The findings suggest that although some consumer segments may find expert awards to be useful decision cues, for a large portion of the market, there is demand for a more consumer‐orientated system of sensory quality evaluation and labelling.

This paper is the first to address the usefulness of expert ratings to novice and experienced wine consumer populations. The statistical procedures employed (including linear mixed modelling) are shown to be useful techniques to handle the repeated measurement nature of the data.

The consumption of wine has over recent years increased in many countries with wine now often being a preferred social beverage. As consumption has increased consumers have become more familiar with the range of wines available and are now more sophisticated in their selection of wines. The wine selection process is likely to be highly complex and may involve trading off a range of product attributes when making a purchase. This article presents the results of a research project investigating consumer decision making when selecting wines. It focuses on five key wine attributes (grape variety, price brand recognition the region of production and whether it has won any awards), and situates the decision process within possible buying contexts. Price, type of wine, the presence of a national award and the purchase context were significant predictors of the decision to purchase a wine. This study is an example of an analytical approach applied to an issue that has largely defied the use of quantitative tools.

The purpose of this paper is to identify potential recommendation strategies for wine retailers. It aims to investigate the effectiveness of common sources of recommendation in influencing wine purchase decisions for typical customers and consider the value of each recommendation in different store‐contexts.

An exploratory survey is conducted, examining the weighting customers give each recommendation source, followed by a laboratory experiment designed to test the influence of recommendation sources in two different store‐contexts – supermarket and specialist wine retailer. Statistical analysis was conducted to determine the most effective sources for each retail context.

Insights from the survey suggest that specialist wine retailer customers value personal staff‐, staff choice‐, and award‐based recommendations, whereas supermarket shoppers value awards and bestseller recommendations. The laboratory experiment highlights the distinction between staff credibility and peer group credibility, with the specialist retailer benefiting from staff and award‐based recommendations and the supermarket benefiting from bestseller and award‐based recommendations.

This research demonstrates a need for researchers to consider recommendation sources when building models of consumer choice, and also to consider the store‐context in which those recommendations are received. It also appears worthwhile to investigate further the relationship between bestseller lists, peer group credibility, and shopper behaviour when customers are shopping for premium foods.

Wine sellers need to be aware of the value of recommendations. Staff recommendations should be encouraged when selling through a specialist wine retailer, whereas peer‐group recommendation should be encouraged for supermarket sales. Awards are shown to be a valuable asset in either context.

The comparative effectiveness of staff, award, and bestseller‐based recommendations in influencing shopper choices for wine is revealed for the first time in this research, allowing researchers and practitioners to appreciate their value in decisions. Furthermore, the impact of the store‐context on recommendation value is shown.

Family businesses feature prominently in economies, including the South African wine industry, using websites to convey their family identity. This research paper aims to explore the family identity elements that family wineries use on their websites, their alignment and how these are communicated online.

Based on Gioia’s methodology, a two-pronged approach was used to analyze 113 wineries’ websites’ text using Atlas. ti from an interpretivist perspective.

South African wineries use corporate identity, corporate personality and corporate expression to illustrate their familiness on their websites. It is portrayed through their family name and heritage, supported by their direction, purpose and aspirations, which emerge from the family identity and personality. These are dynamic and expressed through verbal and visual elements. Wineries described their behaviour, relevant competencies and passion as personality traits. Sustainability was considered an integral part of their brand promise, closely related to their family identity and personality, reflecting their family-oriented philosophy. These findings highlight the integration that exists among these components.

Theoretically, this study proposes a family business brand identity framework emphasising the centrality of familiness to its identity, personality and expression. Using websites to illustrate this familiness is emphasised with the recommendation that family businesses leverage this unique attribute in their identity to communicate their authenticity.

This study contributes to understanding what family wineries communicate on their websites, specifically by examining the elements necessary to create a family business brand based on the interrelationship between family identity, personality and expression with familiness at its core, resulting in a proposed family business brand identity framework.

The aim of this paper is to describe an innovative promotional and product development approach that has implications for new product developers in consumer industries.

The case describes an approach to new product development and promotion. The organization's original name has been retained as well as individual managers' names.

The paper provides information and action approaches to new product developers that may reduce the risk of product failure. The subject company recognizes that third party competitive awards are public relations tools to build sales and product image. Their results offer direct implications for new product development and promotional teams in the wine industry. By extension, the implications may aid traditional companies outside of the wine industry.

As in all case studies, the specific conditions found in one organization may not be found more generally in others. Readers are cautioned that the conclusions drawn in the case may have limited applicability.

The case depicts an innovative application of word of mouth generating quality competitions in boosting sales. It also depicts the use of consumer and expert opinions in selecting wines to submit for judging. Other organizations may find the technique of value in their own efforts.

The case is one of the first to describe a successful promotional technique that minimizes the reliance on advertising and concentrates on the product quality characteristics resulting from the product development process.

This systematic review aims to investigate how geographical cues affect wine consumers' behaviors, with reference to the New and Old Worlds, and accordingly, how are recent consumption patterns and new consumer profiles modifying roles of geographical cues?

This work employed a systematic literature review methodology on the extant literature published from 2009 to 2019.

Results, summarized in a conceptual framework, emphasize five thematic areas on how geographical cues should be considered for future research and for new marketing strategies to capture consumers of New and Old World wines. Consumers' wine knowledge, socio-ethno-demographic factors, consumption settings, labeling strategies and the use of medals and awards on labels emerged as relevant factors to deal with consumer's risk-reduction strategies.

The main limit is the adoption of a systematic review method.

Results suggest that wine managers should invest in acquiring more knowledge about consumers' profiles in both Worlds for their marketing campaigns, labeling and advertisement strategies. Although geographical cues are considered relevant in consumers' buying decisions, extrinsic cues are also increasingly acceptable, and there should be more investment in publicizing geographical attributes around the world.

This is the first review focusing exclusively on the role of geographical cues on consumer's behavior toward New and Old World wine producers.