The Impact of Wine Tasting on Wine Purchases: Evidence from Napa, California

Abstract

The purpose of this project was to explore and identify factors that influence a consumer to purchase wine during an afternoon of product sampling (wine tasting). A panel of consumers was recruited for an afternoon of wine tasting at vineyards in Napa, California. Several potential hedonistic, utilitarian and logistical factors (i.e. winery facilities, quality of the wine and order in which the winery was visited) were measured using a journal log that was maintained by participants following the tasting experience for a period of one‐month. The conclusions drawn from this study were that group size, confidence in one's ability to purchase wine and overall assessment of a vineyard's wine portfolio were more important than the hedonistic factors in terms of inducing a sale immediately following a taste.

Citation

Nin Ho, F. and Patrick Gallagher, M. (2005), "The Impact of Wine Tasting on Wine Purchases: Evidence from Napa, California", International Journal of Wine Marketing, Vol. 17 No. 1, pp. 44-53. https://doi.org/10.1108/eb008782