International Journal of Wine Business Research: Volume 20 Issue 1

Making a connection: tasting rooms and brand loyalty

Joanna Fountain, Nicola Fish, Steve Charters

There is growing research on the value of winery tasting rooms/cellar doors as an avenue for relationship building with consumers resulting in greater brand loyalty. This paper…

A model and exploratory study for promoting professional sales in winery visitor centers

Janeen Olsen, Liz Thach

The purpose of this paper is to present a model for promoting professional sales in winery visitor centers, as well as the results of an exploratory study to test the model.

Direct marketing channels in the French wine industry

Calin Gurau, Franck Duquesnois

The paper's objective is to investigate the relation between direct and indirect marketing channels applied by French wine producers, and to identify the elements that can enhance…

Using winery web sites to launch relationships with Millennials

Linda I. Nowak, Sandra Newton

The purpose of this study is to examine the attitudes of Millennial wine consumers and determine if positive evaluations of the winery's web site lead to increased trust in the…

Trust and online wine purchasing: insights into UK consumer behaviour

Sarah Quinton, Sally Harridge‐March

Buyer trust is needed to begin any purchasing relationship whether the exchange is to take place online or offline. In the online environment, instilling trust is critical to the…

Direct wine marketing channels

Johan Bruwer