Richard M. Castaldi

Determinants of wine consumption of US consumers: an econometric analysis

Purpose – The purpose of this paper is to identify econometrically the determinants of wine consumption of US consumers.Design/methodology/approach – In empirically identifying driving forces of wine consumption, we used 122 survey responses from Northern California consumers.Findings – The study found that even knowledgeable or frequent consumers of wine purchase across all price points. Further, a significant positive correlation exists between knowledge and volume of wine consumed. All three regression techniques applied in this paper indicate that knowledge remains the most important determinant in wine consumption.Practical implications – The results emphasize the need for US wineries to better educate and connect with consumers by developing compatible positioning strategies and marketing programs that are as informative as they are appealing.Originality/value – As one of the few studies of the US wine market employing econometric analysis, this paper offers a fresh perspective on the consumption be...

An Analysis of Globalization Forces in the Wine Industry

Abstract This paper examines the driving forces and key success factors related to the increasing globalization of the wine industry. It further analyzes the current competitive advantage positions of four Old and five New World wine producing countries. The group with the strongest sources of competitive advantage position includes the United States, Australia, and Chile. The group of countries with moderate competitive advantages includes Italy, Spain, Argentina and South Africa, and the countries with the weakest competitive advantages in the global wine industry are two traditional strongholds of wine production from the Old World: France and Germany. This competitive advantage scenario should be a wake-up call to many countries. The study offers three specific recommendations for wineries of all sizes in all nations. They are: (i) increased emphasis on market orientation, (ii) increased export assistance, (iii) managing trade barriers effectively.

Content Analysis in Entrepreneurship Research: The Case of Initial Public Offerings

This paper focuses on the use of content analysis, which is a potentially valuable yet infrequently used research method, in the study of management and entrepreneurial endeavors. Specifically, attention is given to the use of content analysis in regard to the study of Initial Public Offerings since there is an abundance of IPO data sources which are amenable to this research method. We conclude with a discussion of five research themes to which our understanding might be improved with the application of content analysis.

Increasing the Effectiveness of Export Assistance Programs

Abstract This study focuses on the export assistance needs of small and medium-sized firms in the California EnviroTech industry. The objectives of this study are to: (1) provide public sector assistance providers research-based recommendations to increase the effectiveness of their export assistance programs to the EnviroTech industry; and (2) promote the advantages of a single industry study as the basis for providing public sector export assistance.

The Intermediary Service Requirements of Canadian and American Exporters

Reports a survey of 352 Canadian exporters regarding their use of intermediaries in exporting endeavours. Contrasts results with results obtained from other studies involving 394 American exporters. Tests hypotheses regarding the effect of product type, export sales volume and national exporting infrastructure differences on the various export services performed. Prior studies of American intermediaries showed a near inverse relationship between the perceived importance of specific export services and the intermediaries′ level of performance of these services. Canadian exporters, however, feel that their intermediaries are meeting their exporting needs much more effectively.

Improving Export Performance

Abstract The US wine industry is in the midst of a radical transformation from a largely domestic industry to a global industry. This paper examines the US wine industrys current performance in global markets. Survey questionnaires were sent to every winery in California and the Pacific Northwest published in the Wines and Vines Directory, to tap into their export experiences, intentions, opinions and assistance needs. These wineries account for well over 95% of the wine produced and exported by all US wineries. The excellent 24% response rate adds depth and richness to the findings of this first comprehensive export study of the US wine industry.

A Dependence-Trust Modelm of Export Alliance Performance in Small and Medium Enterprises (SMEs)

Abstract This paper focuses on the export performance of US environmental technology (EnviroTech) firms, which are predominantly small and medium enterprises (SMEs). We conceptualize and empirically test a model of perceived export performance contingent upon the perceived effectiveness of host country partner (HCP) alliances, dependence, and trust in the HCP. We find that US SME EnviroTech firms contemplating exports need two critical ingredients for success. First, they must forge close, cooperative, long-term strategic alliances with HCPs for mutual benefit. And second, they must pay specific attention to building trust in the HCP in order to achieve greater success with the strategic alliance and exports. Though dependence on a host country partner increases the vulnerability of the exporter and detracts from an effective alliance, trust is the antidote that can neutralize the negative impact of dependence.