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Article
Publication date: 1 February 1993

Lawrence S. Lockshin and W. Timothy Rhodus

This research compared wine quality evaluations by wine consumers and wine wholesalers for the same Chardonnay wine at three price levels and four different oak levels…

Abstract

This research compared wine quality evaluations by wine consumers and wine wholesalers for the same Chardonnay wine at three price levels and four different oak levels. Consumers judged wines mainly by price, regardless of the oak level. Wholesale sales people ignored the prices and judged the wines by the oak level. Wholesalers predicted that consumers would respond based on the wholeaslers' quality judgments, and were unable to accurately predict the consumers' responses. Better targeting of consumers and better training of the wholesale representatives is recommended.

Details

International Journal of Wine Marketing, vol. 5 no. 2/3
Type: Research Article
ISSN: 0954-7541

Keywords

Article
Publication date: 1 March 2003

Janeen E. Olsen, Karen J. Thompson and T.K. Clarke

Wine marketers realise that to increase the overall size of the wine consuming population they must make wine more approachable and easier to understand. As it now stands…

1026

Abstract

Wine marketers realise that to increase the overall size of the wine consuming population they must make wine more approachable and easier to understand. As it now stands, many consumers lack confidence in their ability to select a wine for either their own consumption or to share with others. Therefore, understanding the role played by consumer self‐confidence is especially relevant to marketers of wine, and the need to accurately measure the construct is important to scholarly research. Recently, the development of a scale to measure consumer self‐confidence has appeared in the consumer behaviour literature (Bearden, Hardesty and Rose, 2001). This study first adapts this consumer self‐confidence scale for use in wine‐related research. Next, the impact of six distinct dimensions of consumer self‐confidence on three different wine purchase situations is demonstrated. Results show the scale has the potential to inform both researchers and marketers about consumers' self‐confidence related to wine purchases.

Details

International Journal of Wine Marketing, vol. 15 no. 3
Type: Research Article
ISSN: 0954-7541

Keywords

Article
Publication date: 1 February 1994

Joseph Fattorini

Whilst the phenomenon of the “wine snob” has been recognized for some years, particularly in the public imagination, the active use of wine “snobbery” to promote sales by…

Abstract

Whilst the phenomenon of the “wine snob” has been recognized for some years, particularly in the public imagination, the active use of wine “snobbery” to promote sales by retailers, particularly high street chains, has been avoided. This article discusses an apparent change in this policy, where the branding strategies of the major high street chains have developed the concept of “consumer as professional” in an effort to symbolically include some consumers in the mystique of the wine trade. This has been achieved by encouraging a process of consumer education, involving trade examinations, and using the symbols of wine production to merchandise wine in shops at the fine wine end of the market. The result of this strategy is to create a small but loyal group of highly knowledgeable (invariably affluent) customers, at the expense of excluding other, less knowledgeable, consumer groups who are targeted by less heavily branded shops.

Details

International Journal of Wine Marketing, vol. 6 no. 2
Type: Research Article
ISSN: 0954-7541

Keywords

Article
Publication date: 1 April 1991

A.L. Spawton

Who is the wine consumer? Who cares? The wine industry globally isa multibillion dollar industry, yet research into the behaviour of thetypical wine consumer is limited…

Abstract

Who is the wine consumer? Who cares? The wine industry globally is a multibillion dollar industry, yet research into the behaviour of the typical wine consumer is limited. This article is a partial review of the literature and by deduction from current trends endeavours to provide the wine maker with a broad profile of who drinks wine and what they might be drinking in the future.

Details

International Marketing Review, vol. 8 no. 4
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 1 December 1999

Irene Tzimitra‐Kalogianni, Afroditi Papadaki‐Klavdianou, Anastasia Alexaki and Efthimia Tsakiridou

Attempts to identify consumer perceptions about wine and wine attributes in Greece. In addition, a brief presentation of the development of wine routes in Greece is…

2161

Abstract

Attempts to identify consumer perceptions about wine and wine attributes in Greece. In addition, a brief presentation of the development of wine routes in Greece is considered. According to the results, wine emerges as a staple kind of drink in everyday meals, and seems to be more preferable compared to other alcoholic drinks. Furthermore, taste, clarity, appelation of origin, aroma and label are the most important wine attributes expressed by Greek consumers. Taking into account that Greece is one of the most important wine producing countries in the EU, an effective wine promotion policy needs to be organised. In the light of the interdependence between the new activities introduced by regional wine enterprises and the consumer level of information about “typical wines”, further market research could improve wine promotion both in Greek and the European markets.

Details

British Food Journal, vol. 101 no. 11
Type: Research Article
ISSN: 0007-070X

Keywords

Article
Publication date: 1 January 1991

A.L. Spawton

Who is the wine consumer? Who cares? The wine industry globally is a multibillion dollar industry, yet research into the behaviour of the typical wine consumer is limited…

Abstract

Who is the wine consumer? Who cares? The wine industry globally is a multibillion dollar industry, yet research into the behaviour of the typical wine consumer is limited. This article is a partial review of the literature and by deduction from current trends endeavours to provide the wine maker with a broad profile of who drinks wine and what they might be drinking in the future.

Details

International Journal of Wine Marketing, vol. 3 no. 1
Type: Research Article
ISSN: 0954-7541

Keywords

Article
Publication date: 12 July 2013

Maurício Bonatto Machado de Castilhos, Marília Gonçalves Cattelan, Ana Carolina Conti‐Silva and Vanildo Luiz Del Bianchi

This paper aims to evaluate the consumer acceptance of Bordô and Isabel wines from innovative winemaking in order to increase red wine consumption by consumers to obtain…

Abstract

Purpose

This paper aims to evaluate the consumer acceptance of Bordô and Isabel wines from innovative winemaking in order to increase red wine consumption by consumers to obtain nutritional benefits.

Design/methodology/approach

All wines were produced by a standard procedure of vinification. Pre‐drying treatment aimed at drying the grapes up to 22°Brix and static pomace wines presented the constant contact between the must and pomace. Sensory acceptance was carried out by 80 consumers who evaluated eight samples (six experimental wines and two commercial wines) concerning the attributes: appearance, aroma, body, flavor and overall acceptance.

Findings

Experimental wines presented higher acceptance when compared to commercial wines and cluster analysis shows the splitting of consumer preferences, highlighting the higher acceptance of traditional Bordô wine and static pomace samples in all sensory attributes. Pre‐drying process enhances the concentration of coloured compounds, to highlight the appearance acceptance of these samples.

Research limitations/implications

Although this paper has limited the consumer acceptance of red table wines, the innovative treatments will be applied in Vitis vinifera red wines.

Practical implications

The wide acceptance of static pomace and pre‐drying wines has promoted further information about innovative winemaking that can be applied in Brazilian and worldwide wineries.

Social implications

The innovative treatments can change sensorial features of wines and therefore influence the choice of consumers as well as enhancing the nutritional benefits of red wines.

Originality/value

The pre‐drying and static pomace winemaking are the novelty of this study and the wide acceptance of the sensory attributes concerning these treatments indicates the potential for application in wineries.

Details

Nutrition & Food Science, vol. 43 no. 4
Type: Research Article
ISSN: 0034-6659

Keywords

Book part
Publication date: 28 November 2016

Jennifer Smith Maguire and Dunfu Zhang

Previous research suggests that constructions of legitimacy play a central role in the development of markets, yet little attention has been given to how that legitimacy…

Abstract

Purpose

Previous research suggests that constructions of legitimacy play a central role in the development of markets, yet little attention has been given to how that legitimacy is constructed through the material practices of market actors. This paper aims to address this gap via an examination of cultural intermediaries in the fine wine market of Shanghai.

Methodology/approach

An interpretive thematic analysis was carried out on data from 13 semi-structured interviews with fine wine intermediaries based primarily in Shanghai (5 wine writers/educators; 5 sommeliers/retailers; 3 brand representatives).

Findings

The dimensions of the legitimation of wine were examined, identifying three key themes: the legitimacy of intermediaries as experts; the legitimacy of a particular mode of wine consumption; the legitimacy of the intermediaries as exemplars for not-yet-legitimate consumers. These findings suggest that cultural intermediaries’ personal, consuming preferences and practices are significant to the formation of a new market, and that they must negotiate potential tensions between interactions with legitimate, not-yet-legitimate and illegitimate consumers.

Research limitations/implications

Limitations with regard to generalizability are discussed with regard to potential future research.

Social implications

The focus on cultural intermediaries and dimensions of legitimation can be used to examine the case of other emerging markets to anticipate the pathways to institutionalizing new forms of taste and consumption practices.

Originality/value

The paper offers an empirical insight into the market dynamics of distinction in the Shanghai wine market and conceptual insight into the importance of cultural intermediaries as exemplar consumers.

Details

Consumer Culture Theory
Type: Book
ISBN: 978-1-78635-495-2

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

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: 26 July 2022

Alicia Rihn, Kimberly Lynn Jensen and David Hughes

This study aims to provide insights on how different sources of information concerning a quality assurance program (QAP) influence consumerswine purchase likelihood…

Abstract

Purpose

This study aims to provide insights on how different sources of information concerning a quality assurance program (QAP) influence consumerswine purchase likelihood, profiles of consumers most likely to use QAPs (demographics, wine consumption and expenditures, wine involvement behaviors) and consumer attitudes toward QAPs.

Design/methodology/approach

Data are from a 2021 survey of 1,191 wine consumers in Tennessee and other US states. A multiple indicators multiple causes model is used to estimate how consumer demographics, wine consumption and expenditure patterns and several wine-involvement measures influence likelihood of using QAPs from eight provider sources when making wine purchase decisions. Sources include university, government, third-party certifiers, wineries and wine associations at the state, regional, national and international levels.

Findings

Wine consumers have an interest in QAP information when making wine purchase decisions. Not all QAP provider information is used equally, with almost 69% of the sample indicating the use of state wine association QAPs, but less than 44% indicating the use of government agency QAPs or third-party QAPs. Wine consumers’ demographics also influence the use of QAP information. Males, higher income consumers, residing outside of Tennessee and more wine-involved consumers are more likely to use QAPs. Consumers view QAPs as indicators of overall wine quality, ingredient quality and wine consistency rather than necessarily a means of building knowledge about local wines.

Originality/value

To the best of the authors’ knowledge, this paper is the first to examine not only QAP use from multiple providers but also how demographics, wine consumption, wine expenditures and wine-involvement impact QAP use.

Details

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

Keywords

1 – 10 of over 8000