ORCID Profile
0000-0003-4948-7326
Current Organisations
University of South Australia
,
The Ohio State University
,
Cornell University
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Publisher: Elsevier BV
Date: 11-2017
Publisher: Inderscience Publishers
Date: 2012
Publisher: Emerald
Date: 12-1998
DOI: 10.1108/09590559810246395
Abstract: A range of wine retailers identified critical incidents that had occurred with their suppliers. The resulting classification of the problems differed from previous consumer studies by revealing primarily outcome problems, such as timeliness of delivery or delivery of complete order, rather than process‐based problems. The critical incident technique provided sufficient information to evaluate the suppliers’ recovery strategies. The effectiveness of recovery strategies was influenced by whether the problem was solved and the time and number of calls required to solve the problem. A major implication for managers in this industry was to anticipate potential difficulties and inform their customers. This proactive strategy would improve relationships with buyers and reduce defections.
Publisher: SAGE Publications
Date: 11-2020
DOI: 10.1016/J.AUSMJ.2020.08.001
Abstract: Food-related cues can increase the time a person spends in the dining room. Increasing the time a person spends dining can improve their food intake. Studies on the use of music and olfactory cues have produced conflicting results. This study explores whether the portion size effect (PSE), the portion served, influences a person's consumption and can explain the inconsistent results. The study focused on testing this phenomenon with residents in an aged-care home. Malnutrition is often a problem with residents in aged-care facilities. Exposing the residents to various cues (music, olfactory and infographics) over seven weeks with different portions of food served. Results showed that the cues did not significantly impact, but PSE did, casting doubts on studies that did not control for the portion served. Discussions of the academic and managerial implications are also provided.
Publisher: Elsevier BV
Date: 04-2006
Publisher: Emerald
Date: 03-1992
DOI: 10.1108/08876049210035908
Abstract: Considers the growing importance of the solo consumer in today′s services marketplace. Suggests that marketers need to adapt to such consumers instead of stereotyping them and perceiving them as “lonely” in a negative manner, which will only serve to drive away business. Examines the ways consumers canbecome stigmatized as a result of their treatment in the services marketplace. Offers suggestions for improving service to existing customers and for identifying future opportunities in reaching this growing market segment.
Publisher: Emerald
Date: 2001
DOI: 10.1108/EB043369
Abstract: Wine consumption in Australia has increased rapidly over the past decade with a subsequent increase in wine sales within restaurants. From a marketing perspective, however, few studies have been conducted into the links between wine consumption and the occasions on which wine is consumed. This paper investigates the nexus between the perceived importance of the consumption occasion and the choice of wine. The study employs “Means‐End Chain” methodology to gather information on the attributes, consequences and values associated with wine choice and attempts to identify how the relative weighting of these factors varies across consumption occasions. The research found that personal values can have a significant influence on the selection of wine on different dining occasions.
Publisher: Elsevier BV
Date: 03-2019
Publisher: SAGE Publications
Date: 06-2016
DOI: 10.1509/JIM.15.0079
Abstract: Traditional country-of-origin strategy in international marketing uses a country-image halo to cue beliefs about the country's products. With expansive trade globalization, domestic consumers are likely to have experience with foreign products but know little of the products’ origin country. Thus, equally important as traditional theory is the question of whether product beliefs can imbue country image, but little is known of this reverse influence. If product beliefs can generalize into a favorable country image, a chain effect will then enable traditional country-of-origin effects to benefit the country's other products. In this study, the results of three surveys across two countries show that product beliefs can indeed influence country image. However, the influence weakens with increasing country familiarity and exists only when the product and country are congruent. Furthermore, the influence can operate outside of conscious awareness. The authors draw on the associative network theory of memory to explain their findings. This research improves the theoretical understanding of country- and product-image halo and provides the grounds for product and brand managers to work with government and tourist organizations for increasing mutual effectiveness.
Publisher: Elsevier BV
Date: 07-2021
Publisher: Informa UK Limited
Date: 11-2011
Publisher: Cambridge University Press (CUP)
Date: 2001
Abstract: One of the most dominant models for explaining organisational growth is that of organisational lifecycles. Drawing parallels with biology, life cycle theorists argue firms are born, grow, mature and decline. Despite a proliferation of models of organisational lifecycle, there is little empirical support for their general validity. The present study builds a four-stage model of organisational life cycle based on case study research in the New Zealand wine industry. Far from being driven by internal pressures, these cycles seem to be related to the demands of the global wine market, as well as the strategy chosen by each firm.
Publisher: SAGE Publications
Date: 11-2016
Abstract: Grounded in random utility theory, discrete choice experiments (DCE) have proven to be effective in uncovering consumers' choice preferences and switching patterns for repeated choice. Despite this efficacy, a key shortcoming of a DCE is that it does not allow simultaneous comparisons across separate experiments, such as for different product categories, even if both experiments use the same respondents. While wider modelling in a single DCE can use interaction terms as a workaround method to compare across experiments, comparing partworth estimates of separate DCEs is problematic. This study illustrates the use of structural choice modelling (SCM), a recent development that incorporates latent variables and structural equations into the analyses of DCEs and more generally into choice processes. SCM makes it possible to evaluate the consistencies (i.e. heterogeneity) of preferences for attributes common across multiple DCEs when applied to the same respondents, thereby overcoming the stated DCEs' weakness.
Publisher: Emerald
Date: 17-04-2009
DOI: 10.1108/10610420910948997
Abstract: This study responds to the call of Fader and Hardie for more research on buyer behaviour toward stock keeping units (SKU). This paper aims to examine whether different SKU‐based product variants appeal to buyers with different demographic characteristics. This study examines the product variants (such as size, formulation, type) of a range of brands in six consumer goods categories. The authors calculate and compare the market share of each variant within each demographic group. If a variant has a higher market share within a specific demographic group than the overall average, this indicates segmentation at the product variant level. The findings show that there are many differences in the market shares of product variants among different demographic groups of buyers. The largest differences are found extensively within the age and employment status variables. Functionally different product variants tend to draw different demographic‐based segments of buyers, which has not been previously shown.
Publisher: Wiley
Date: 06-2006
DOI: 10.1002/AGR.20089
Publisher: Emerald
Date: 06-2006
DOI: 10.1108/10610420610679638
Abstract: This paper has two purposes: to use polarisation to identify variations in loyalty and to apply polarisation to an important non‐brand attribute, price. A comprehensive revealed preference data set of wine purchases is used to apply polarisation. Polarisation was defined in two ways: as a function of the beta binomial distribution (BBD) to give a measure of loyalty for an alternative and as a function of the Dirichlet multinomial distribution (DMD) to give a baseline level of loyalty. Variations were identified by analysing the differences between the BBD and DMD. Polarisation was shown to be one way of identifying variation across price tiers. In the empirical ex le used, the DMD model is violated with the price tiers not being directly substitutable with one another. Buyers show excess loyalty towards the lowest and highest price tier levels. One tier shows “change‐of‐pace” loyalty. Small brands do better when they focus on high loyalty tiers, middle brands compete in the change‐of‐pace tier and large brands do well across all tiers. Very little work has been undertaken into price tier loyalty and no known empirical research has been undertaken into behavioural loyalty to price tiers in wine. Very little empirical research has considered the association between excess loyalty for attribute levels (such as price tiers) and the existence of niche, change‐of‐pace and reinforcing brands.
Publisher: Elsevier BV
Date: 2018
Publisher: Emerald
Date: 18-01-2021
DOI: 10.1108/IJWBR-07-2020-0035
Abstract: Little research on the influence of external factors, such as weather and holiday periods, on retail sales on alcoholic beverages is available. This study aims to investigate how weekly retail sales of different alcoholic beverages vary in association with daily maximum temperatures and annual federal holidays across selected US counties in the years 2013 to 2015. The research provides information, which can contribute to better sales forecasts. Secondary data of weekly retail sales (volume) of alcoholic beverages from 37,346 stores in 651 counties in the USA are analysed. The data cover on average 21% of all existing US counties and 12% of the total US off-trade retail sales of alcoholic beverages in the period studied (Euromonitor, 2017). Additional data of federal holidays and meteorological data are collated for each county in the s le. Seasonal autoregressive integrated moving average models with exogenous regressors (SARIMAX) are applied to develop forecasting models and to investigate possible relationships and effects. The results indicate that off-trade retail sales of beer, liquor, red and white wine are temperature sensitive throughout the year, while contrary to expectations rosé, sparkling and other wines are not. Sales sensitivities to temperature also differ by geography. In the warmest regions, liquor and white wine sales do not respond to temperature changes, as opposed to the coolest regions, where they are responsive. Public holidays, particularly Easter, Thanksgiving, Christmas and New Year holidays, represent a constant influencing factor on short-term sales increases for all investigated alcoholic beverage categories. This is the first large-scale study of weather and holiday-related sales variations over time, across geographies and different alcoholic beverage categories. Seasonal and non-seasonal short-term sales variations are important for retailers and manufacturers alike. Accounting for expected changes in demand accommodates efficiencies along the supply chain and has implications for retail management, as well as adjusting marketing efforts in competing categories.
Publisher: Elsevier BV
Date: 08-2020
Publisher: Emerald
Date: 27-03-2007
DOI: 10.1108/17511060710740325
Abstract: The success of the Australian wine industry is well documented. However, there have been few comparative studies of the reasons for this success as compared to Australia's main competitors. Most of the anecdotal evidence and trade publications focus on “value for money” and fruit‐driven wines, without looking at how the Australian wine businesses operate. The purpose of this paper is to investigate the external environment in France and Australia as one of the drivers for Australian wine sector success. In‐depth interviews with two French and two Australian wineries and a review of the literature led to a series of hypotheses about the role of market orientation, strategic orientation, innovative and entrepreneurial environment orientation, constraining legislation, industry infrastructure usage, industry plan support, and interorganizational collaboration as factors differentiating the two countries. An online survey of wineries in the two countries resulted in a s le of 82 French and 63 Australian responses. An analysis of variance revealed significant differences between Australian wineries as compared to the French. Australian wineries rated themselves higher in market orientation, growth strategy, export proactiveness, perceived innovative environment, perceived entrepreneurial environment, more interorganizational collaboration, and less perceived constraining legislation. These results not only provide some basis for Australia's success in wine exporting, but also add to the literature on the effect of the external environment on business performance. Wine exporting countries can use the results to help shape policy for creating a more conducive environment for exporting wine.
Publisher: Emerald
Date: 20-07-2015
DOI: 10.1108/JPBM-08-2014-0694
Abstract: – The aim of this study was to investigate the extent that consumers prefer the localised packaging over standard packaging, and how the differences may vary across different product types. An ongoing debate facing marketers is whether marketing approaches should be localised as international brands enter foreign markets. In practice, international brands often localise their packaging when sold in foreign markets. This research questions whether and under what conditions is this practice beneficial to foreign brands. – The experiment used a 2 (product type: hedonic versus utilitarian) × 2 (packaging design: standard versus local) factorial designs. Product type was within-subjects, and packaging design was between-subject to minimise learning effects. For each product type, two product categories were used. – Overall, the results show that the role of packaging is more pertinent for hedonic than for utilitarian products. For hedonic products, participants preferred the standard packaging to the local packaging and brand likeability is also rated more positively in their standard package. However, there were generally no significant differences in rating between standard and localised packaging likeability and brand likeability for utilitarian products. The results for the choice decisions were similar to those for the likeability ratings across both product types. – A better understanding into how consumers perceive these packaging strategies would help international marketers operating in local markets. – Although past studies on international marketing communications have investigated standardisation and localisation of messages in the context of advertising using foreign and local cues, none have examined this issue with packaging. This study also extends past research by examining the differential effects of localisation on hedonic versus utilitarian products.
Publisher: Elsevier BV
Date: 06-2015
Publisher: SAGE Publications
Date: 02-2011
DOI: 10.1016/J.AUSMJ.2010.11.004
Abstract: Country-of-origin (COO) image may imbue product beliefs, just as beliefs about a travel destination can form from destination image. As COO and destination image both concern belief formations from images, we meld these research streams to investigate the influence of destination image on beliefs of and preference for the destination's local products. We posit that consumers may non-consciously form a COO image from destination image, which in turn influences product preference. Consumers in China ( n = 226) and Chinese tourists in Australia ( n = 235) self-reported their perceptions of Australia as a tour destination and of Australian wine. The results show that destination image positively influences product beliefs with both s les, but the influence is stronger with Chinese consumers who are unfamiliar with Australia. Destination image influences product preference indirectly via product beliefs. A key managerial implication is that exporters and tourism authorities should cooperate to harness a country's destination image for exports.
Publisher: CAIRN
Date: 03-2008
Publisher: Emerald
Date: 20-03-2009
DOI: 10.1108/17511060910948044
Abstract: The purpose of this paper is to focus on measuring the importance of the attributes, which influence the wine choice of Italian consumers when they buy wine either in a retail or an on‐premise setting, identifying significant behavioural differences across geo‐demographic subgroups of the s le. The best‐worst (BW) method was applied together with simple statistical methods to measure the degree of importance given by respondents to attributes, avoid rating bias problems, and compare potential market segments. A general analysis of BW scores showed that direct, personal and sensorial experiences are the most important attributes when choosing wine. The statistical analysis evidenced that, while choosing wine in retail stores, the level of involvement respondents have toward wine, the age of the interviewees and the geographical provenance of the respondents showed the greatest differences in attribute importance. Respondents in the on‐premise sector were more similar across the socio‐demographic groups compared to the retail respondents, with differences in the age and involvement having the greatest effect compared to other variables. The BW method has never been applied in Italy so far. Moreover, it has never been used to measure preferences of Italian consumers for wine, either in the retail or in the on‐premise setting. The BW method allowed researchers to identify the attributes able to influence consumers choices for wine at most (and at least). Compared to other methodologies, this has been done avoiding problems of rating bias, favouring a cross regional comparison of the way erse populations judge similar attributes.
Publisher: Emerald
Date: 14-03-2016
DOI: 10.1108/IJWBR-05-2015-0017
Abstract: – This study aims to test whether the attributes developed via qualitative or conceptual approaches link to the concept of luxury when measured using a quantitative approach. Given the critical role price has in the definition and identification of luxury products, this research measures whether the use of different attributes is exclusively associated with the highest price points in each category or whether there is some level of sharing with lower price points. – A total of 431 respondents sociodemographically representative of the Australian population were screened for familiarity with the category and then randomly assigned to one of three product categories (wine, spirits and perfume). Best–worst scaling was used to measure the associations between different attributes and the concept of luxury, while the pick-any method was used to measure the association of different attributes to different price points. – The findings are consistent across the three categories investigated, i.e. “premium quality”, “authentic/trustworthy brand” and “good brand reputation/status”, are much more associated with luxury than with regular brands. “Luxury”, “premium”, “antique/old vintage”, “limited production/edition” and “premium price” consistently cluster around the highest price point in each category, while the other attributes tested did not. – Despite the plethora of research about attributes associated with the luxury concept, this is the first study attempting to measure the size of the association. The consistency of the results across the three product categories is encouraging in terms of the generalisability of the results for future research.
Publisher: Hindawi Limited
Date: 27-09-2017
DOI: 10.1111/AJGW.12309
Publisher: Wiley
Date: 11-2013
DOI: 10.1002/CB.1443
Publisher: Elsevier BV
Date: 12-2020
Publisher: Elsevier BV
Date: 05-2020
Publisher: Springer Science and Business Media LLC
Date: 20-11-2010
Publisher: Edward Elgar Publishing
Date: 28-06-2004
Publisher: Elsevier BV
Date: 09-2013
Publisher: Informa UK Limited
Date: 03-2011
Publisher: SAGE Publications
Date: 10-04-2023
DOI: 10.1177/14413582231166066
Abstract: This research provides nuanced insights from a consumer-centric behavioural psychology perspective, by developing a theoretically grounded motivational process model of product evaluation, viewed through a country-of-origin (COO) lens, incorporating the focal constructs of product involvement, product knowledge, consumer ethnocentrism (CET) and antecedents related to wine buying in China. An online survey of 934 consumers across China in a range of 12 tier-1 and tier-2 cities investigates the effects of several independent variables on COO product category evaluation. The findings provide valuable contrasting insights between evaluations of products originating from developed economies (France and Australia) and a transitional economy (China), the home country. We validate a 10-item version of the CETSCALE and apply multiple linear regression (MLR) modelling to test the hypothesised relationships. We further contribute by examining both main and interaction effects of the empirically enhanced model. We conclude that CET, product involvement, product purchase experience and, travel exposure significantly impact COO product evaluations, through actual product purchase experience, while product purchase frequency does not. CET also has a significant mediating effect on product evaluation through both involvement and actual product purchasing experience. Gender has direct effects on CET and product evaluation, as does household income on product evaluation.
Publisher: Emerald
Date: 31-05-2022
Abstract: Obesity among elderly consumers precipitates undesirable health outcomes. This study aims to investigate the effects of environmental cues on food intake of elderly consumers in an aged-care facility. A longitudinal study conducted over 17 weeks in situ within an aged-care facility with 31 residents investigated how auditory (soothing music), olfactory (floral-scented candle) and visual (infographic on health benefits of the main meal component) cues influenced food intake quantity during a meal, while accounting for portion size effect (PSE). Analysing the cross-sectional results of in idual treatments and rounds did not reveal any consistent patterns in the influence of the three environmental cues. Longitudinal analyses, however, showed that the presence of auditory and olfactory cues significantly increased food intake, but the visual cue did not. Moreover, PSE was strong. Extending research into environmental factors from a commercial to a health-care setting, this study demonstrates how the presence of auditory and olfactory, but not cognitive cues, increased food intake behaviour among elderly consumers. It also shows that a cross-sectional approach to such studies would have yielded inconclusive or even misleading findings. Merely serving more would also lead to higher food intake amount. Environmental factors should be a part of health-care providers’ arsenal to manage obesity. They are practical and relatively inexpensive to implement across different health-care settings. However, the same environmental factors would have opposite desired-effects with normal or underweight residents, and hence, aged-care facilities need to separate the dining experience (or mealtime) of obese and other residents. Quantity served should also be moderated to discourage overeating. While studies into managing obesity, particularly among older adults, have mainly focused on techniques such as pharmacotherapy treatments with drugs, dietary management or even lifestyle change, less attention has been given to the influence of environmental cues. This study, executed in situ within an aged-care facility, provided evidence of the importance of considering the impact of environmental factors on food intake to help reduce obesity.
Publisher: WARC Limited
Date: 29-05-2018
DOI: 10.2501/JAR-2018-026
Publisher: Elsevier BV
Date: 07-2016
Publisher: Firenze University Press
Date: 06-2013
Publisher: Informa UK Limited
Date: 11-2011
Publisher: Elsevier BV
Date: 10-2023
Publisher: Elsevier BV
Date: 03-2017
Publisher: Elsevier BV
Date: 12-1997
Publisher: Emerald
Date: 20-03-2009
Publisher: Elsevier BV
Date: 07-2018
Publisher: Emerald
Date: 08-2002
DOI: 10.1108/02651330210435672
Abstract: Using a clusterwise regression analysis of French and Australian wine consumers, the authors explore the question of whether global marketers, who target the same segment around the world, are using a better strategy than international marketers who segment each national market and target the most attractive ones. Using involvement as a segmenting variable, several clusters were found, some warranting the global approach and others more suited for the nationally focused one. Based on the description of each segment, various strategic options appear to be open to retail marketers.
Publisher: SAGE Publications
Date: 12-2006
DOI: 10.1016/S1441-3582(06)70058-1
Abstract: There has been a great deal written about the diffusion of discontinuous technical innovations, but very little about diffusion of discontinuous innovations in other areas, such as packaging. Also, little research explores differences in diffusion rates of low-technological discontinuous innovations in different countries or cultures. This project studies the differences in the diffusion process for the screw cap on wine bottles in three countries. We use an internet survey of over 3,600 wine consumers to understand why this discontinuous innovation appears to be slower to diffuse in one country (the US), than in the other two (Australia and New Zealand). Logistic regression is used to model the characteristics of adopters versus non-adopters in each country. Our results show that educating the consumer about the advantages of discontinuous innovations can help to speed diffusion. Education can occur through advertising programs directed at the media and consumers, and also through word-of-mouth c aigns directed at consumers.
Publisher: Elsevier BV
Date: 2010
Publisher: SAGE Publications
Date: 27-01-2012
Abstract: While menu items and menu design have been explored in the food-service sector, there is still a lack of information about the role played by product elements in a wine list from a consumer’s perspective. This study aims to fill this gap using a novel research method, choice modeling with latent class analysis for segmentation, which has not been used previously in menu research. The goal is to provide a better understanding of the way consumers choose wine in an on-premises setting and to identify possible segments based on how consumers respond to different types of information provided on the menu. The study was conducted in Australia, using an online representative panel of 1,258 respondents in May 2009, in a market similar to the United States with regard to on-premises wine consumption. The main results show that grape varietals are key choice drivers, followed by the awards obtained by a wine and its price. Less important but about equal in weight were a wine’s region of origin and tasting notes (i.e., a description of its sensory characteristics). The least important choice factor is food-matching suggestions. A segmentation analysis revealed the existence of seven segments, which are distinctive with regard to wine preferences based on the attributes analyzed in this study. However, as much as these groups erge in the way they behave, they do not differ on the basis of their sociodemographic and attitudinal characteristics, confirming similar findings of other studies.
Publisher: Emerald
Date: 27-03-2007
DOI: 10.1108/17511060710740316
Abstract: This paper has the purpose of introducing the inaugural issue of the International Journal of Wine Business Research after the re‐launch from the International Journal of Wine Marketing including rationale, scope, goals, and objectives. The paper provides a rationale for a journal such as IJWBR . It starts by outlining the global wine business as a complex and fruitful field to study, describes some streams of research, and identifies issues for future studies as potential further contributions to this journal. There is a critical need for an outlet that provides an overview on current issues and topics in the wine business, promotes high quality research on all aspects related to managing wine and related businesses, and is accessible to both academics and the global wine trade. This paper is essential for current and prospective readers of the journal and those who consider submitting to IJWBR .
Publisher: Springer International Publishing
Date: 2019
Publisher: Wiley
Date: 21-11-2021
DOI: 10.1002/CB.2006
Abstract: E‐fashion brand competition has historically been studied from an attitudinal lens, through surveys and theory‐based approaches. These studies generally examine consumer attitudes, satisfaction and loyalty highlighting that trust, satisfaction and reputation are key e‐commerce success elements. However, the empirical consumer behaviour literature rebuts the use of attitudes to explain brand performance, criticising their subjectivity and the overall ineffectiveness of loyalty as a brand growth tool. The article presents Gerald Goodhardt and colleagues' Dirichlet model as an alternative approach to understanding e‐fashion buyer behaviour. The Dirichlet model is a robust, stochastic model that has reliably predicted well‐established law‐like patterns of buyer behaviour and brand competition. We apply Dirichlet modelling to a new, non‐fast moving consumer goods category to extend consumer behaviour research in the online environment. The study uses consumer panel data from the United Kingdom, across two consecutive years. We conclude that the Dirichlet model has an excellent fit within the eBay fashion brand market. The study also identifies that the well‐known double jeopardy pattern exists within this market, demonstrating that e‐fashion brands grow through acquisition rather than retention of customers. This provides a different viewpoint than most e‐fashion brand growth literature. In addition to this, we examine the predictive capability of the Dirichlet model. We use a holdout s le to show that the model can predict future brand performance metrics, which is an exciting new development in consumer behaviour research.
Publisher: Emerald (MCB UP )
Date: 2006
Publisher: Springer International Publishing
Date: 2020
Publisher: Emerald
Date: 12-06-2007
DOI: 10.1108/17511060710758687
Abstract: The usual method of analysis of product attributes in marketing is to fit a multinomial logit model within a stated choice experiment, to determine the impact of attributes on the choice probability, which is equivalent to market share. The market share is intuitive and is based on each single choice in the study. However, revealed preference allows for a study into repeat purchase and loyalty, which can also be rich constructs for determining consumer preference. The authors introduce a loyalty measure, polarisation, and show results based on a wine data set of revealed preference. Polarisation is a function of the beta binomial distribution (BBD) and can also be a function of the Dirichlet multinomial distribution (DMD). The DMD provides a standardised or average loyalty effect for each attribute (such as wine variety), and the BBD an in idual effect for each attribute level (such as cabernet) within the attribute. While the DMD results provide a rich “first‐pass” of the data, it is the in idual results which can classify levels as reinforcing, niche, or change‐of‐pace in nature, with subsequent different marketing implications. These implications are drawn out in this study. Specifically, the DMD results show higher loyalty towards price and variety rather than to region and brand. The BBD results show that segmented preferences in the wine market are influenced more by the price attribute levels and that the two key single varietals in the red wine category tend to behave as reinforcing attribute levels with important marketing implications for small and large wine brands. The authors extend the work of stated choice experiments into the realm of actual consumer purchase behaviour for wine. They also find that consumers’ repeat purchasing is based on attributes other than brand. This provides a useful platform for both researchers to further investigate loyalty/repurchasing using attributes as well as for marketing practitioners to better position their products to consumers.
Publisher: Firenze University Press
Date: 12-2012
Publisher: Emerald
Date: 07-09-2023
Publisher: Routledge
Date: 11-01-2013
Publisher: SAGE Publications
Date: 09-2003
DOI: 10.1016/S1441-3582(03)70132-3
Abstract: Australian wines are identified by the varietal names of the grapes rather than the regions as in France and other traditional wine producing countries. This paper uses the concept of hedonic price theory to investigate a range of extrinsic characteristics’ ability to predict prices for different climate regions (warm and cool) and four major wine varieties of Australian wines, two reds (shiraz and cabernet) and two whites (chardonnay and riesling). The effects of winery reputation (wine company/brand), winery size (production scale), age of the wine, and region of origin (wine grape source) contributing to the relationship between price and quality attributes of Australian wines are investigated, based on 1880 observations of bottled wines. Wine quality rating and winery/brand reputation have major effects on the price, while region and size of winery have differential effects depending on the variety of grape. Vintage has only a minor effect.
Publisher: Informa UK Limited
Date: 04-2002
Publisher: Informa UK Limited
Date: 09-1994
Publisher: Emerald
Date: 18-09-2017
DOI: 10.1108/JPBM-08-2016-1302
Abstract: The common market practice by foreign marketers is to sell their brands in standard or localised packaging or sometimes both in the context of Pakistan. By examining the differential influence of standard (Western) and local (Urdu) packaging on Pakistani consumers’ perceptions and choice under conspicuous and inconspicuous situations, this study aims to examine whether the localisation strategy is effective or even necessary. A pre-test first identified suitable products and brands. The main survey was conducted using convenience s ling in popular shopping precincts of the Lahore district in 2015. Participants first rated the packaging of hedonic and utilitarian products. After rating the packaging likeability, the respondents were asked to assume the two consumption situations. Their choice of standard versus local packaging under conspicuous and inconspicuous consumption situations for the same brand was recorded. Overall, findings suggest that for hedonic products, localisation is not an effective strategy particularly for well-known Western brands such as M& M’s. For utilitarian products, packaging localisation does not render a Western brand more competitive as consumers did not like one packaging type over the other. Mode of consumption did not change the preference for standard packaging in case of hedonic products, whereas in case of utilitarian products, the mode of consumption did moderate the results for the choice of packaging standard packaging is chosen more often under conspicuous a situation but not under an inconspicuous situation. The findings of this research show that indiscriminately localising the packaging of any products as they enter foreign markets may not be the most effective strategy for international marketers. This is first study to question the common market practice of packaging localisation and investigate the differential effects of standard versus local packaging of foreign products on consumers’ perceptions and choice under varying consumption modes.
Publisher: Informa UK Limited
Date: 07-1993
Publisher: Elsevier BV
Date: 11-2011
Publisher: Elsevier BV
Date: 10-2022
Publisher: Elsevier BV
Date: 03-2013
Publisher: Elsevier BV
Date: 11-2003
Publisher: Elsevier BV
Date: 10-2010
Publisher: Cambridge University Press
Date: 23-09-2015
Publisher: Firenze University Press
Date: 12-2017
Publisher: Elsevier BV
Date: 07-2019
Publisher: Elsevier BV
Date: 2019
Publisher: SAGE Publications
Date: 20-11-2018
Publisher: Routledge
Date: 15-03-2022
Publisher: Elsevier
Date: 2017
Publisher: Elsevier
Date: 2010
Publisher: Emerald
Date: 14-08-2017
Abstract: The common market practice by global consumer brands to create localised packaging for foreign markets conflicts with findings that cast doubt on this strategy. By examining the differential influence of standard (Western) and local (Chinese) packaging on Chinese consumers’ perceptions and choice behaviour, this study aims to examine whether this strategy is effective or even necessary. A pre-test first identified suitable products and brands. Using a multiple methods approach, online participants in China first rated the brands and packaging of hedonic and utilitarian products. The ratings were then validated by triangulating with the results of a discrete choice experiment that captured participants’ choice behaviour. For hedonic products, standard packaging is rated more positively and chosen more often than local packaging. For utilitarian products, there are no differences in ratings and choice. For hedonic products, brand likeability is higher for standard packaging than for local packaging. For utilitarian products, brand likeability does not differ between the two packaging types. These findings cast doubt on the effectiveness of indiscriminate packaging localisation. International marketers need to rethink their approach, particularly in non-Western markets. Interviews with five brand managers in charge of major consumer brands in China revealed their actual market practice and further illuminate this study’s findings. This is first study to question the common market practice of packaging localisation and investigate the differential effects of standard versus local packaging of foreign products on consumers’ perceptions and choice behaviour.
Publisher: Emerald
Date: 17-08-2012
Publisher: Emerald
Date: 17-08-2012
Publisher: SAGE Publications
Date: 07-11-2011
Abstract: Via two experiments, the authors meld research in travel destination image (TDI) and country-of-origin image (COI) to investigate whether consumers’ perceptions of a country’s products influence their perceptions of the country as a travel destination. In the first experiment, the authors show that reverse COI effects may occur, where participants use product beliefs to imbue destination beliefs. More positive product beliefs lead to more favorable perceptions of and greater intentions to tour the destination. The second experiment follows on to show that destination familiarity may moderate the product beliefs–destination beliefs relationship established in the first study. As familiarity increases, participants rely less on product beliefs to evaluate the destination. A key implication for exporters, tourism policy makers, and tourism businesses is that foreign products not only are competing with each other for domestic customers but also are competing through their products for a share of the outbound tourism market.
Publisher: Emerald
Date: 06-11-2009
Publisher: Elsevier BV
Date: 12-2017
Publisher: SAGE Publications
Date: 08-2015
DOI: 10.1016/J.AUSMJ.2015.07.001
Abstract: This research investigates how the presence of ethnic cues in advertisements may influence ethnic consumers. Although past research has established the advertising effectiveness of ethnic cues particularly using the race of models as a cue, none have discussed the effectiveness across different types of ethnic cues. Yet, consumers may process visual and textual cues differently. Drawing on the elaboration likelihood model, we argue that the use of ethnic visual and textual cues in advertising may engender different outcomes. The results show that the presence of ethnic cues increases the likeability of advertisements and brand likeability for ethnic consumers. Visual cues are more effective than textual cues in enhancing advertisement likeability, but both cue types are just as effective for increasing brand likeability. The type of products (generic versus ethnic) makes no significant difference to advertising effectiveness for ethnic consumers. Academic and managerial implications are identified and discussed.
Publisher: Informa UK Limited
Date: 25-05-2022
Publisher: Informa UK Limited
Date: 03-07-2017
Publisher: Cambridge University Press (CUP)
Date: 03-11-2018
DOI: 10.1017/S1742170516000375
Abstract: Global value chains (GVCs) have grown to represent the major source of modern food and grocery items. Yet there is an increasing preference among consumers toward locally sourced and supplied foods among perceptions of health, economic and community benefits. Typically purchased in farmers’ markets and specialty outlets, local foods are becoming more widely available in supermarkets, who are now interested in how they might introduce or increase that product range. We collect actual purchase data from a regional supermarket chain and analyze the drivers of higher local food proportional outcomes across a s le of consumers. Attempts to link theoretically important drivers of local food purchasing in traditional (e.g., farmers’ market) outlets to supermarket settings proved difficult. Results do, however, suggest some means by which parties interested in developing local value chains between regional suppliers and supermarket outlets could be achieved. As such, the study is a useful first-step in the development of new value chains to address future potential issues of socio-economic stratification and inequality as a consequence of GVC prevalence.
Publisher: Hindawi Limited
Date: 10-2009
Publisher: Elsevier BV
Date: 11-2019
Publisher: Emerald
Date: 26-07-2011
DOI: 10.1108/03090561111137697
Abstract: This study aims to use product attributes and retail display information to develop cross‐national segments. The study uses consumers' choice in wine stores to develop segments of consumers, based on the relative importance of 13 factors consumers use for the retail purchase of wine. Data are collected from 11 countries, using seven languages on five continents. Best worst scaling (BWS) and latent class analysis were used to develop the clusters. A three‐cluster structure provides a straightforward and robust segmentation across the 11 countries. This model fits better than one based on 11 single country segments. The three segments reveal different ways in which consumers choose wines: cognitive‐based, assurance‐based, and in‐store promotion‐based. The s les are convenience‐based and do not represent the population of wine drinkers in each country. Choice criteria, including retail communications, can be used to develop useful and robust segments cross‐nationally. The three segments found in this study provide clear guidelines for wine marketers depending on whether they work for small or large wine companies. The use of choice attributes and BWS show the utility of this method in cross‐national research. This research demonstrates that product attributes and retail communication devices like labels and displays can be used for cross‐national segmentation. Applying BWS and Latent Class Clustering to choice criteria leads to clear, usable, and robust segmentation across a wide range of cultures and product use histories.
Publisher: Emerald
Date: 26-06-2020
DOI: 10.1108/IJWBR-01-2020-0004
Abstract: The purpose of this paper is to present seven mega-topics wine business researchers could collaborate on to help the global wine industry better cope with changes occurring across the world. The first six of these topics emerged at a strategy planning session held in Australia in July 2019, and one more topic of concern was decided to be added that will help wine business researchers better model wine buying/wine tourism behaviour. The seven topic areas are profitability and sustainability of different wine business models interrelated risk and opportunities in the wine supply chain how to stimulate innovation managing growing social pressure and social license building regional resilience and managing local growth conducting research in emerging markets and how to measure the impact of marketing activities there and accounting for infrequent and non-wine alcohol buyers in research. Academics in wine business (and other areas) often pursue research of personal interest and convenience. However, this behaviour has often led to the accusation, particularly from industry, that this research does not really provide answers to the questions that really matter to industry. This viewpoint provides an industry-generated set of big picture research areas that have both academic and practical value.
Publisher: Firenze University Press
Date: 06-2014
Publisher: Elsevier BV
Date: 05-2021
Publisher: Springer Science and Business Media LLC
Date: 06-02-2019
Publisher: Emerald
Date: 06-2004
DOI: 10.1108/09590550410538015
Abstract: This paper examines the Scotch whisky market in Thai department stores over a two‐year period and shows their importance to Thai retailing. The paper then finds that the category behaves as both a fast moving consumer goods market and as a luxury market. Product movement is rapid when compared to other luxury good categories and there is some evidence of discounting. The data, derived from a s le of weekly sales through 25 department stores over two years, show differences in distribution, merchandising, and pricing strategy across different chains. The paper concludes by looking at the potential causes of profit differences across these chains.
No related grants have been discovered for Larry Lockshin.