From under the shadows: developing awareness in a conventional market with a product less recognized
Nelson Barber, Janis Donovan
Whittemore School of Business, University of New Hampshire, Durham, NH, USA
Abstract: The wine industry has considered product quality as the benchmark driving competitiveness, with wine quality the target standard. This focus on quality exposes producers to intense price competition with consumers alternating between wines. Some research has been done on country of origin suggesting the value consumers place on specific origins goes deeper than quality and price, inferring the presence of other dimensions such as emotional, economic, and social associations. However, little has been done to determine the value consumers place on the sub-wine regions of these larger countries. This study examines dimensions of wine region brand equity, by analyzing benefits sought by consumers. Data was collected through a survey conducted in the United States which identified drivers of preferences for wine regions and relationships that may exist between those drivers and wine region preferences. The findings suggest brand equity of small wine regions results from consumer motivational factors and these factors are determinants of consumer preferences. Linking these factors to consumer, demographic and location allows for direct marketing strategies.
Keywords: wine region brand equity, consumer, gender, millennial
This work is published and licensed by Dove Medical Press Limited. The full terms of this license are available at https://www.dovepress.com/terms.php and incorporate the Creative Commons Attribution - Non Commercial (unported, v3.0) License. By accessing the work you hereby accept the Terms. Non-commercial uses of the work are permitted without any further permission from Dove Medical Press Limited, provided the work is properly attributed. For permission for commercial use of this work, please see paragraphs 4.2 and 5 of our Terms.