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Article
Publication date: 1 February 1989

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000000589. When citing the…

369

Abstract

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000000589. When citing the article, please cite: Vincent-Wayne Mitchell, Michael Greatorex, (1989), “Risk Reducing Strategies Used in the Purchase of Wine in the UK”, European Journal of Marketing, Vol. 23 Iss: 9, pp. 31 - 46.

Details

International Journal of Wine Marketing, vol. 1 no. 2
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 1 February 1990

Vincent‐Wayne Mitchell and Michael Greatorex

The theory of perceived risk has been examined in many consumerproduct areas but nowhere is it more applicable than in the purchase offood. Recent food scares, which have greatly…

1239

Abstract

The theory of perceived risk has been examined in many consumer product areas but nowhere is it more applicable than in the purchase of food. Recent food scares, which have greatly increased consumers′ perceived risk and decreased demand, have been testament to its power. The numerous food scares, e.g. apple, tuna fish, babyfood and salmonella in eggs, which have taken place over the past year in the UK, are discussed and the results of a pilot study examining eight food products: restaurant meals, wine, sausages, fast food, tinned pilchards, apples, instant coffee and chocolate are reported. The order of perceived risks in purchase was the same as above, with a restaurant meal being the most risky. The most useful risk‐reducing strategy was brand loyalty, followed by reading consumer guides and then reading product information. The least useful were the use of special offers and celebrity endorsement. Companies and academics should realise the potential importance of this concept in consumer behaviour research. It is hoped that more research will be stimulated.

Details

British Food Journal, vol. 92 no. 2
Type: Research Article
ISSN: 0007-070X

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Article
Publication date: 1 September 1989

Vincent‐Wayne Mitchell and Michael Greatorex

This article considers whether or not perceived risk is hinderingthe growth of wine consumption in countries such as the UK. Anexamination is made of the applicability of the…

2260

Abstract

This article considers whether or not perceived risk is hindering the growth of wine consumption in countries such as the UK. An examination is made of the applicability of the theory of perceived risk to the buying behaviour of UK wine consumers. Empirical results show how consumers reduce the risks they perceive and the implications for marketing are discussed.

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European Journal of Marketing, vol. 23 no. 9
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 March 1995

Mrs Genevieve N. Bond‐Mendel and Antonis C. Simintiras

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…

313

Abstract

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.

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International Journal of Wine Marketing, vol. 7 no. 3
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 3 February 2022

Cornelia Staub and Michael Siegrist

The purpose of this research paper was to examine difficulties that consumers have when choosing wine in a restaurant and whether structuring a wine list according to taste rather…

508

Abstract

Purpose

The purpose of this research paper was to examine difficulties that consumers have when choosing wine in a restaurant and whether structuring a wine list according to taste rather than origin facilitates decision-making.

Design/methodology/approach

The authors conducted two online studies in Switzerland to assess whether a wine list organized according to wine style categories, such as fresh and dry or bold and fruity, reduces consumers’ perceived difficulty of choice compared to a traditional origin-grouped wine list and which wine list consumers prefer. In the first study (N = 577), participants received either an origin- or a style-grouped wine list. In the second study (N = 276), participants received and evaluated both wine lists.

Findings

In Study 1, participants with the style-grouped wine list had a longer decision time, but perceived difficulty of choosing a wine was the same as that for the origin-grouped wine list. Study 2 revealed that participants strongly preferred either the origin- or style-grouped wine list. Overall, more than half the participants preferred the style-grouped wine list, indicating that many consumers may appreciate wine lists organized according to wine style.

Practical implications

The findings underscore that restaurants should recognize customer preferences for wine list structures, which may influence customer satisfaction.

Originality/value

This paper assesses consumer perceptions of different wine list structures and how these affect consumers’ selection of a wine in a restaurant.

Details

International Journal of Wine Business Research, vol. 34 no. 3
Type: Research Article
ISSN: 1751-1062

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Article
Publication date: 1 January 2001

Larry Lockshin and Tony Spawton

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…

1874

Abstract

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.

Details

International Journal of Wine Marketing, vol. 13 no. 1
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 23 August 2011

Thomas A. Brunner and Michael Siegrist

The purpose of this paper is to identify the lifestyle determinants motivating wine consumption and the amount spent on it, as sales and profits depend largely on a sound…

3201

Abstract

Purpose

The purpose of this paper is to identify the lifestyle determinants motivating wine consumption and the amount spent on it, as sales and profits depend largely on a sound knowledge of them.

Design/methodology/approach

Data were gathered by means of a postal paper‐and‐pencil survey sent out to randomly chosen addresses from the telephone book covering the German‐speaking part of Switzerland, resulting in a final sample size of 874.

Findings

Lifestyle determinants proved successful in explaining a great deal of the variance in the data. For wine consumption, knowledge about wine, drinking wine to relax, and sociability were the strongest determinants; for spending on wine, they were looking for bargains, visiting wine events, and regarding wine as a healthy beverage.

Research limitations/implications

The research was limited by being conducted for a specific geographic area, using explorative methodology.

Practical implications

The identified determinants are of practical use to wine marketers, who can use them to target potentially profitable consumers. They can also create marketing campaigns focused directly on a specific determinant and thus increase consumption, spending or both.

Originality/value

To the best of the authors' knowledge, this is the first study to analyze a broad range of lifestyle variables to predict wine consumption and spending on wine.

Details

International Journal of Wine Business Research, vol. 23 no. 3
Type: Research Article
ISSN: 1751-1062

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Article
Publication date: 1 February 1989

Charles Margerison and Barry Smith

Managers as Actors Those of us who manage are playing on an organisational stage every day. We enter early every morning to take up our roles, whether it is as chief executive…

19006

Abstract

Managers as Actors Those of us who manage are playing on an organisational stage every day. We enter early every morning to take up our roles, whether it is as chief executive, marketing manager, personnel adviser, production executive or any of the numerous other roles that have to be performed if work is to be done effectively.

Details

Management Decision, vol. 27 no. 2
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 1 December 1999

Michael K. Brady and Christopher J. Robertson

In recent years, the significance of offering value to service customers rivals the provision of satisfaction and service quality. The growing importance of the construct is…

2363

Abstract

In recent years, the significance of offering value to service customers rivals the provision of satisfaction and service quality. The growing importance of the construct is especially apparent in the fast food industry as evidenced by the international popularity of value menus offered by many fast food franchises. The service value trend is particularly relevant in Latin America as more multinational service franchises compete for newfound market share. Zeithaml, in her comprehensive analysis of the service value construct, suggests that service value perceptions emerge when consumers weigh their perceptions of service quality against the necessary sacrifices made to acquire the service. In the current study, this conceptual model is tested using samples derived from fast food consumers in both Ecuador and the USA. The objective is to perform an empirical test of Zeithaml’s model and to compare the relative importance attached to the components of her model across the two samples. An additional consideration is an analysis of the effect of gender on the purchase behaviour of these consumers. The research and managerial implications of the study are considered, as are the research limitations.

Details

International Journal of Service Industry Management, vol. 10 no. 5
Type: Research Article
ISSN: 0956-4233

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Article
Publication date: 1 September 2005

Lawrence F. Cunningham, James H. Gerlach, Michael D. Harper and Clifford E. Young

This research aims to investigate the premise that the use of internet airline reservation systems is perceived to be riskier than traditional airline reservation shopping.

18062

Abstract

Purpose

This research aims to investigate the premise that the use of internet airline reservation systems is perceived to be riskier than traditional airline reservation shopping.

Design/methodology/approach

A survey of 263 respondents investigated perceived risk at various stages of the consumer buying process.

Findings

The results reveal that perceived risk for airline reservation services follows a pattern throughout the consumer buying process. When viewed as a dynamic process, perceived risk for internet airline services shows more radical changes in risk levels than the traditional service. The analyses indicate that performance, physical, social, and financial risk are related to perceived risk at certain stages of the consumer buying process.

Practical implications

A major finding of this study is that there is a risk premium for internet airline reservation services and the risk premium permeates all stages of the consumer buying process. It is further demonstrated that the internet risk premium does affect usage levels; implying that the internet risk premium is consequential and warrants the implementation of risk mitigation strategies.

Originality/value

Unlike previous studies on perceived risk that typically focused on the relationship of perceived risk and information search, this study examines the dynamics of perceived risk throughout the various stages of the consumer buying process.

Details

International Journal of Service Industry Management, vol. 16 no. 4
Type: Research Article
ISSN: 0956-4233

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