Justin Cohen

Beyond Better Wine: The Impact of Experiential and Monetary Value on Wine Tourists’ Loyalty Intentions

Research on the experiential aspects of wine tourism has been advocated but the evolution of this approach in this field is still in its infancy. This exploratory study proposes a behavioral model to simultaneously examine the role of hedonic and utilitarian shopping value as well as monetary value perceptions in predicting cellar door visitors’ overall satisfaction and loyalty intentions. The application of partial least squares path modeling indicates that cellar door visitors are oriented toward the experiential aspects of the visit itself as much as to pragmatic considerations in purchasing wine. The insights are, therefore, directed toward the creation of a total cellar door experience. These findings contribute to the understanding of a cellar door visitors’ decision-making process, providing managers and researchers with insights into how to effectively accommodate cellar door visitors’ needs.

Package graphic design and innovation: A comparative study of Bordeaux and Barossa wine visual codes:

This research investigates the introduction of innovative designs through content and semiotic analyses of the visual codes of two wine regions: one known to be traditional (Bordeaux) and the other to be innovative (Barossa Valley). The content analysis indicates that the Australian wines differentiate themselves by choosing various themes and styles of illustration, while still conforming to the dominant visual codes for the layout, composition, typefaces and colours. Furthermore, the semiotic analysis shows that the themes and styles of illustration introduced in the Barossa category carry ‘signifieds’ that are relevant to the product category. Thus, the results indicate that the Barossa wineries fulfil two conditions suggested by the literature: moderate novelty and ‘ideal incongruence’ (unexpected but relevant). More importantly, by analysing the meanings of the visual codes used in the two wine regions, this work decodes the elements of graphic design language for the wine category, thus elucidating how it is possible to create a wine label that is unexpected but relevant. Finally, the research allows the identification of four main strategies for brand positioning and indicates how to express them through label graphic design.

Are two brands better than one? Investigating the effects of co-branding in advertising on audience memory

Co-branded advertising, where advertisements feature two partnered brands from different categories, should ideally benefit both brands. We test this assertion by studying the effect of featuring a second brand in advertisements on ad and brand name memorability, and the role of category context on which brand is recalled. Our test covers online display advertisements for consumer-packaged brands paired with charity and retailer brands in three markets (USA, UK, and Australia). Independent sample comparisons across 54 brand pairs show that advertising two brands has a neutral effect on ad memorability and negative effect on brand memorability. Furthermore, the advertisement’s category context determines which of the brands is recalled. Our findings support a competitive interference theory of dual-brand processing, whereby the two brands compete for attention resources. The results have implications for the return on investment from advertising expenditure, which will vary substantively depending on whether the costs of advertising are shared or borne by one brand in the pair.

Design graphique du packaging et innovation : Une étude comparative des codes visuels des vins de Bordeaux et de la Barossa Valley

Cette recherche explore l’introduction de designs innovants au travers d’une analyse de contenu et d’une analyse sémiotique des codes visuels de deux régions viticoles : l’une connue pour être traditionnelle (Bordeaux) et l’autre pour être innovante (la Barossa Valley). L’analyse de contenu révèle que les vins australiens se différencient entre eux en utilisant des thèmes et des styles d’illustration variés, tout en se conformant à des codes visuels « dominants » en matière de mise en page, composition, polices de caractères et couleurs. L’analyse sémiotique montre que les thèmes et styles d’illustration introduits par les vins de la Barossa Valley portent des « signifiés » qui sont pertinents pour la catégorie de produits. Ainsi, les résultats indiquent que les « wineries » de la Barossa Valley respectent deux conditions suggérées par la littérature : un degré modéré de nouveauté et un niveau « idéal » d’incongruence (inattendue mais pertinente). Notre étude des significations des codes visuels des deux régions décode les éléments de langage du design graphique des étiquettes de vin. Cela permet de comprendre comment il est possible de créer un design d’étiquette de vin « inattendu mais pertinent ». Enfin, cette recherche identifie quatre stratégies de positionnement des marques de vin et indique comment les exprimer à l’aide du design graphique de l’étiquette.

How the Layout of a Price Label Influences Unit Price Visual Attention and Choice During Grocery Shopping

Unit pricing (i.e., displaying prices per unit of volume or weight) is deemed helpful for grocery shoppers. Many countries mandate that supermarkets provide unit prices. However, consumers only make limited use of unit pricing. Consumer advocates attribute this to the poor and inconsistent presentation of the unit price information. Using eye-tracking, the present research tests how unit price label design factors (position, font size, signposting and color highlighting on the price label) affect consumers’ eye-movements during the product decision process. Additionally, the study assesses how the effects of the design factors depend on the consumer’s price consciousness. The research also tests how the consistency of the label presentation affects eye-movements and choice. Findings from an experimentally designed shopping task using natural stimuli reveal that an enhanced label design leads to an increase in the number of eye fixations, in particular when the unit price is color highlighted and especially for consumers who are less price conscious. These increased fixations, however, do not result in changes in product choice.

The Real Estate Value Of Supermarket Endcaps: Why Location In-Store Matters

ABSTRACT Manufacturers pay premiums for endcap real estate because shoppers navigate the perimeter of stores, avoiding the aisles. Research has not established how the physical and visual reach of endcaps—product displays strategically placed at the end of a shopping aisle—might vary across locations in a store. This study explores how foot traffic and visual reach of endcaps differ by location. The most prominent endcaps, in terms of both foot traffic and visual reach, were at the back of the store. These had 24 percent more foot traffic and 30 percent more visual reach than front endcaps. Evidence from this study will help marketers reach more shoppers in different endcap locations in the supermarket.

Does an expanded brand user base of co-branded advertising help ad-memorability?

A well-established empirical generalization is that brand users are more likely than non-users to recall advertising for the brand they use. The pairing of a corporate and charity brand in advertising should create an expanded brand-user base, which should, in turn, lead to higher ad-memorability than either brand advertising alone. This study tests this hypothesis for consumer-packaged goods and charity brands in the United Kingdom and Australia. We find evidence that extends the generalization that ad-memorability is higher among brand users to charity supporters in non-profit contexts. We also find that when two brands are present, ad-memorability is highest among those who use the brand and support the partner charity. However, the uplift in ad-memorability among these dual-brand users is dampened by the lower ad-memorability experienced by those who use only one brand, due to a suspected information overload. The findings challenge accepted wisdom on the benefits of co-branded advertising and have implications for partner-selection for co-branded activities.

Store Image Perception of Retail Outlets for Wine in China

Abstract This chapter analyses and compares the image of major brick-and-mortar and online wine retailers in China. The sample consisted of middle- to high-income Chinese wine consumers, who purchased imported wine at least twice in the previous year. Over 1000 consumers from five major cities evaluated a selected number of major retailers and wine websites on a range of retailer image characteristics. The results reveal that major grocery/wine retailers are similar with some perceived differences in customer service and wines carried. Local retailers have higher levels of perceived service. The websites differ more, especially on private labels and security, and overall are hard to navigate and hard to find the prices on. Retailers can use these perceptions to improve or change image in comparison to key competitors. Wine producers and distributors can understand how consumers perceive different brands of retail stores and use this in deciding on merchandising and promotion strategies.