Armando Maria Corsi

Consumer preferences of wine in Italy applying best‐worst scaling

Purpose – 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 sample.Design/methodology/approach – 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.Findings – 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 m...

Trends in the British wine market and consumer confusion

Purpose – The purpose of this paper is twofold: to give a descriptive outlook of the competitive environment in the UK wine market, and then to show the presence of “consumer confusion” elements in it.Design/methodology/approach – The consumer confusion concept has been considered as a framework in order to test the existence of the principal elements of consumer misunderstanding in the buying process. Data have been collected from secondary sources and through in‐depth semi‐structured interviews among a sample of 40 stakeholders of the wine supply chain in the UK.Findings – The main findings prove the existence of the essential characteristics that can generate a certain degree of consumer confusion, and the relative consciousness of key informants that some strategies need to be adopted to reduce it, although only a few have already been performed.Originality/value – This paper is probably the first work that tests the consumer confusion conditions through a qualitative analysis following the expectatio...

Let’s See What They Have . . .: What Consumers Look For in a Restaurant Wine List

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 diverge in the way they behave, they do not differ on the basis of their sociodemographic and attitudinal characteristics, confirming similar findings of other studies.

How Loyal are Italian Consumers to Wine Attributes

The paper focuses on the study of loyalty towards three product attributes for wines sold in the Italian retail sector, through the polarisation index. A product attribute is a characteristic of a product (for example, price), made up of various levels (at least two for each attribute) of that characteristic (for example, <€3; €3–€5; €5–€7; >€7). The main findings highlight that the format proves to be the attribute which generates the highest loyalty level for Italian consumers. It is followed by quality designation and price. In particular, table wines, wines sold below €3 and wines purchased in >1.5 litres formats achieve the highest loyalty values, while foreign wines, wines sold at more than €7 and in <0.75 litres bottles are those that discourage behavioural loyalty the most.

Is the polarization index a valid measure of loyalty for evaluating changes over time

Purpose – This paper aims to argue that the polarization index (φ) represents a valid loyalty measure for evaluating changes over time.Design/methodology/approach – The brand performance measures (BPM) are a valid and useful tool for marketing managers in measuring the loyalty consumers attach, in a single time period, to a product or brand. However, the BPM reflect other attributes and not only loyalty. Over time, what might appear to be a change in loyalty may actually be a change in market size or market share. The polarization index (φ) is not biased in this manner and is more appropriate for evaluating changes over time. The study compares the results obtained with three well known BPM utilised for the analysis of loyalty – the purchase frequency, the share of category requirements and the repeat rate – with those obtained with the φ on the purchases of wine made by Italian consumers in the retail sector over two three‐year periods (2003‐2005 and 2006‐2008).Findings – The study shows that the BPM are...

What Drives Greek Consumer Preferences for Cask Wine

Purpose – Cask wine (bag‐in‐box, soft pack) has not received considerable attention in wine marketing research, but interest among winemakers and consumers has been increasing steadily. However, little is known about what drives consumer preferences for cask wine and, furthermore, what the profile of the cask wine consumer is. This study aims at filling this gap.Design/methodology/approach – Based on a web‐based survey, the best‐worst scaling (BWS) method was applied to measure the importance of attributes that Greek consumers assign when choosing cask wine. Then, a latent class clustering analysis based on the importance ratings of the attributes was applied in order to segment the Greek cask wine market.Findings – The most important attributes were found to be price, quality and convenience packaging, whereas brand, grape variety and origin were found to be the least important ones. In relation to structure, the Greek cask wine market was found to consist of four distinct segments that were labelled as ...

What characterises luxury products? A study across three product categories

Purpose – 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. Design/methodology/approach – 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. Findings – The findings are consistent across the three c...

Italian wines and Asia: policy scenarios and competitive dynamics

Purpose – The paper aims to analyse the current situation and the perspectives of Italian wine in key Asian export markets – China, Japan, India, Singapore and South Korea. These countries show the highest growing rates in wine consumption and are forecasted to become increasingly more strategic for Italian wine producers.Design/methodology/approach – A SWOT analysis is applied to the most recent set of secondary data available from the Italian National Institute of Statistics (ISTAT), the Italian National Institute for Foreign Trade (ICE), the International Organisation of Wine and Vine (OIV) and Euromonitor International reports.Findings – The study reveals that the most interesting markets for Italian wines are China and South Korea. The key strengths are mainly related to high quality products, evoking classic values and being perceived as a status symbol, while the main concerns for Italian wines are mainly related to promotion and distribution issues.Research limitations/implications – The SWOT anal...

When is it necessary to localise product packaging

Purpose 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. Design/methodology/approach 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. Findings 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. Research limitations/implications 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. Originality/value 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.

Monopoly and wine: the Norwegian case

Purpose – The Norwegian retail market for alcoholic beverages is controlled by a state monopoly. Wine and other alcoholic beverages above 4.75 per cent alcohol, can only be bought in government stores called The Wine Monopoly (Vinmonopolet in Norwegian) or consumed in hotels, restaurants, bars, pubs, or catering firms. The purpose of this paper is to provide an overview of the Norwegian wine market and present some of the major opportunities and constraints facing foreign producers.Design/methodology/approach – The objective of this article is twofold: first, to explain the role of the actors in the Norwegian wine market and second, to identify the market opportunities for Italian and other foreign producers. The organisation of the monopoly, the strategies wine producers may use to introduce new wines into the market, and the marketing levers that can be used to utilise the market opportunities are of special interest. The key informant techniques as well as official statistics are used.Findings – Compar...