Economic sustainability of wine tourism services and direct sales performance – emergent profiles from Italy

2020 ◽  
Vol 122 (5) ◽  
pp. 1519-1529
Author(s):  
Sławomir Smyczek ◽  
Giuseppe Festa ◽  
Matteo Rossi ◽  
Filippo Monge
Keyword(s):  
Sales Performance ◽  
Service Level ◽  
Intensity Level ◽  
Current Investigation ◽  
Direct Link ◽  
Content Type ◽  
Wine Tourism ◽  
Direct Sales ◽  
Tourism Experience ◽  
Tourism Services

PurposeDirect sales at the winery constitute one of the most used indicators for evaluating the success of a wine tourism experience. In this respect, service performance at the winery can have some influence on sales, which assumes that there is a direct link between the service level intensity of the wine tourism offer and the intensity level of direct sales at the winery; thus proposing that the global sustainability of the economic performance of the winery would increase if the wine tourism experience was supported by intense wine tourism services.Design/methodology/approachA descriptive statistical investigation was conducted on a sample of 35 Italian wineries, giving evidence on the adoption of different service categories as part of the wineries' wine tourism offers. From these results, an inferential statistical analysis was conducted to detect the existence of a direct link between wine tourism services and direct sales at the winery.FindingsBased on the current investigation, even though it was of an exploratory nature, the evidence does not in general support a direct link between the service level intensity of the wine tourism offer and the level of intensity of direct sales at the winery. Instead, some evidence points to a potential direct link between logistics services and direct sales. Unfortunately, some evidence emerged regarding the lack of availability of wine tourism services for disabled persons.Originality/valueWine tourism is a relevant success factor for the wine business. Its influence affects not only the wineries' reputation through word-of-mouth, most of all on the social networks but also their image and most importantly their direct sales. Frequently, in fact, wine tourism performance can be evaluated by direct sales performance. As a result of the current investigation, however, it is likely that the intensity level of direct sales at the winery is not the most correct indicator for evaluating the success of a wine tourism experience with high levels of service, especially when considering overall sustainability.

scholarly journals The winery experience from the perspective of Generation Z

2018 ◽  
Vol 30 (2) ◽  
pp. 169-184 ◽  
Author(s):  
Dimitrios P. Stergiou ◽  
David Airey ◽  
Alexandros Apostolakis
Keyword(s):  
Wine Industry ◽  
Generational Cohort ◽  
Student Groups ◽  
Content Type ◽  
Wine Tourism ◽  
Generation Z ◽  
Five Factors ◽  
Service Staff ◽  
Tourism Experience ◽  
Low Performance

Purpose The purpose of this paper is to investigate the wine tourism experience from the perspective of Generation Z adults in Greece, following an actual winery visit. Design/methodology/approach Responses were obtained from a total of 306 respondents drawn from student groups visiting a winery in the Achaia region of the Peloponnese, Western Greece, using convenience sampling. A list of winescape attributes was adopted for testing and used to structure self-administered questionnaires. The data collected were analysed using a factor-analytic and importance-performance analysis framework. Findings Five factors that promote understanding of the desired wine tourism experience of Generation Z adults were identified, namely, cost considerations and wine and entertainment both perceived to be important but the winery’s performance on the same was poor, destination attributes and service staff both perceived to be important with good performance and learning about wine perceived to be unimportant with low performance. Originality/value This is the first academic study focusing specifically on the winery experience from the perspective of Generation Z. As such, it has provided new and useful insights for researchers and managers in the wine industry concerning the experience of this under-researched generational cohort.

Dimensions of wine hotel experiences shared online

2019 ◽  
Vol 32 (1) ◽  
pp. 59-77 ◽  
Author(s):  
Ana Brochado ◽  
Mike Troilo ◽  
Helena Rodrigues ◽  
Fernando Oliveira-Brochado
Keyword(s):  
Market Segmentation ◽  
Food Service ◽  
Online Reviews ◽  
Tourism Industry ◽  
Content Type ◽  
Wine Tourism ◽  
Tourism Experience ◽  
Hotel Managers ◽  
Practical Implications ◽  
Present Understanding

Purpose The purpose of this study sought to identify the main themes linked with wine hotel experiences, based on tourists’ narratives shared online, and to investigate whether these narratives vary according to traveler type. Design/methodology/approach Content analysis was carried out on 4,114 online reviews of 52 wine hotels located in 27 wine regions across 11 nations in both the Old and New World. Findings The analysis of these web reviews revealed that narratives can be grouped under 11 themes organized into 7 main dimensions as follows: wine, lodging (i.e. hotel, area and room), food service (i.e. restaurant and breakfast), scenery (i.e. views and vineyards), staff, transportation and recommendation. The main narratives vary according to traveler type. Practical implications Improving the present understanding of wine tourists’ experiences should help wine hotel managers find new approaches to enhancing visitors’ satisfaction. As the dimensions of wine tourism experiences shared online vary according to traveler type, wine managers can design their offer to target families, couples, friends, solo and corporate clients. Originality/value Prior research has identified the need for market segmentation in the wine tourism industry. This research addresses this need by specifying the wine tourism experience according to traveler type. The breadth of the data, and the method of using travelers’ own testimony as opposed to more common surveying are additional contributions for both academics and managers.

scholarly journals Food-and-wine experiences towards co-creation in tourism

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Susana Andreia Salgueiro Rachão ◽  
Zelia Breda ◽  
Carlos Fernandes ◽  
Veronique Joukes
Keyword(s):  
Environmental Awareness ◽  
Structured Interviews ◽  
Convenience Sample ◽  
Content Type ◽  
Theoretical Concepts ◽  
Wine Tourism ◽  
Face To Face ◽  
Tourism Experience ◽  
Research Findings ◽  
Group 5

Purpose In general, literature recognises that co-creative experiences add value to the tourism experience, yet empirical research within food-and-wine context remains scarce. This study aims to analyse the tourists’ perceptions of the co-creation construct, their food-and-wine tourism experiences and their willingness to actively co-create in this type of experiences. Design/methodology/approach Departing from general co-creation theoretical concepts, this research explores how they can be applied in a specific food-and-tourism context. The end goal is to formulate a model that can be applied by food-and-wine managers when they create their tourism experience. A convenience sample of 19 tourists composed by 1 focus group (5 participants) and 14 face-to-face semi-structured interviews provided data for the qualitative research to explore tourists’ perceptions of co-creation and how these perceptions can be used to create engaging and successful food-and-wine experiences. Findings Results reveal that co-creation is perceived by tourists as one or a combination of seven categories: social interaction, novelty, creativity, social sustainability, environmental awareness, enjoyment and memorable experiences. Respondents have participated in food-and-wine activities while travelling as a complement to their tourism experience displaying more willingness to actively participate in food rather than wine experiences. Research limitations/implications This study is exploratory in nature which makes the data not generalisable. The findings need further quantitative validation. Although the food-and-wine experiences were created based on existing experiences, they are composed of a different number of stages (without standardisation), which may make further statistical analysis (comparisons) difficult. Practical implications By conceptualising the co-creation construct, tourism managers may use the outcome of this study to turn their experiences more environmentally friendly and to improve the creative process of the experiences. The research findings not only emphasise the significance of understanding tourists’ co-creation conceptualisation, but also indicate the importance of integrating creativity and environmental awareness dimensions into experiences. Particularly, the study develops a theoretical model supportive of the co-creation dimensions that can be applied on food-and-wine tourism contexts. Originality/value This study fills a gap in the literature between co-creation in tourism and its application in food-and-wine settings by highlighting the significance that co-creation has in developing tourism business experiences.

scholarly journals Wine and wine tourism experience: a theoretical and conceptual review

2019 ◽  
Vol 11 (6) ◽  
pp. 718-730 ◽  
Author(s):  
Vasco Ribeiro Santos ◽  
Paulo Ramos ◽  
Nuno Almeida ◽  
Enrique Santos-Pavón
Keyword(s):  
Design Methodology ◽  
Conceptual Analysis ◽  
Future Research ◽  
Research Directions ◽  
Content Type ◽  
Wine Tourism ◽  
Current State ◽  
Tourism Experience ◽  
Prior Literature ◽  
Future Research Directions

Purpose This paper aims to provide a theoretical and conceptual analysis of wine and wine tourism experiences evidencing the current state of the art and providing some directions for future research. Design/methodology/approach The paper provides an in-depth literature review and content analysis of prior work. Findings The experience focussed on wine andwine tourismrequires further exploration. The boundaries of the wine andwine tourism experience were identified, togetherwith highlights and strategic agenda for future actions. Originality/value Based on some key prior literature on the topic of wine and tourism experience, future research directions and approaches were proposed.

Segmentation of wine tourism experience in Mexican wine regions using netnography

2022 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ana Laura Hernández ◽  
Silverio Alarcón ◽  
Lino Meraz Ruiz
Keyword(s):  
Design Methodology ◽  
Analysis Tool ◽  
Tourism Research ◽  
Content Type ◽  
Wine Tourism ◽  
Data Collection And Analysis ◽  
Tourism Experience ◽  
And Cluster Analysis ◽  
The Aesthetic ◽  
Practical Implications

Purpose This paper aims to offer an experiential segmentation based on the analysis of comments from wine tourists from different Mexican wine regions, using netnography as a data collection and analysis tool. Design/methodology/approach The netnography methodology was applied in three steps: first, collecting consumer opinions (TripAdvisor 1,240 opinions, 2017–2019) from their visits to 20 wineries in four Mexican wine regions. Second, organizing of the data by classifying the various experiences. Third, by the application of multiple correspondence and cluster analysis to consolidate four segments taking as reference the 4Es Model. Findings The results show that of the four Mexican wine regions, Baja California is divided between the aesthetic and wine focus segments, Coahuila is more associated to the educational segment, while tourist who visit Queretaro tend to relate to the activities of the entertainment segment. Research limitations/implications The scarce literature that exists regarding wine tourism in Mexico made certain comparisons and relationships to the results difficult to establish. Practical implications The results provide stakeholders (wineries, state tourism departments, wine tourism marketers and wine tourism researchers) a segmentation proposal focused on tourist experiences to improve marketing programs and wine tourism offerings. Originality/value The use of netnography as a tool for wine tourism research in Mexico is one that has not been previously explored. In addition, this study considers different Mexican wine regions, which allows for comparisons and relationships between them that can contribute to greater market differentiation.

Aesthetics and conviviality as key factors in a successful wine tourism experience

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Coralie Haller ◽  
Isabelle Hess-Misslin ◽  
Jean-Paul Mereaux
Keyword(s):  
Design Methodology ◽  
Key Factors ◽  
Experience Economy ◽  
Educational Approach ◽  
Content Type ◽  
Wine Tourism ◽  
North East ◽  
Tourism Experience ◽  
The Difference ◽  
The Aesthetic

Purpose Several studies in management science have called for a better understanding of the experience economy approach to develop wine tourism. Few studies, however, have analysed experiential dimensions in the context of French wine-growing regions. The purpose of this paper is to focus on the difference between what wine tourism providers consider relevant in their market offer and what customers expect from their wine tourism experience. A new categorisation of wine tourists’ expectations based on Pine and Gilmore’s (1998) four realms model and Quadri-Felliti and Fiore’s model (2012) are developed. Design/methodology/approach A mixed methodology, qualitatively analysing 17 semi-structural interviews with the main wine tourism stakeholders in the Alsace region in north-east France and quantitatively analysing 233 questionnaires on wine tourists’ expectations and behaviours are adopted. Findings The study reveals a difference between experiential offers predicated on an educational approach and the explicit expectations of wine tourists (combining aesthetics, conviviality and authenticity, whose central focus is an encounter with the winemaker). Overall, the findings point to a need for greater inclusion of the experiential aspect in the offer designed for wine tourists. Originality/value The study identifies a gap between the educational dimension that professionals tend to promote in their offers and the real expectations of wine tourists who express more interest in the aesthetic dimension provided by an attractive visit environment and an enjoyable experience. At the heart of the authentic experience for wine tourists is meeting the winegrower, making authenticity a major factor.

Mid-Atlantic wine tourism consumer preference: an econometric approach

2019 ◽  
Vol 31 (3) ◽  
pp. 327-343
Author(s):  
Chen Yue ◽  
Ramu Govindasamy ◽  
Kathleen Kelley
Keyword(s):  
Logistic Regression ◽  
Consumer Preference ◽  
Past Experience ◽  
Willingness To Participate ◽  
Atlantic Region ◽  
Content Type ◽  
Wine Tourism ◽  
Study Results ◽  
Tourism Experience ◽  
Econometric Approach

Purpose Using an econometric approach, this study aims to examine Mid-Atlantic USA wine consumers’ willingness to participate in winery or vineyard tours based on their wine knowledge, wine drinking occasions, demographical factors, past experience with wine tourism and wine purchasing behaviors. Design/methodology/approach An internet-based consumer survey (N = 977) conducted 22-24 October 2014 was used to collect data. The screening criteria for the survey participants were: 1) being a resident of the Mid-Atlantic region (New York, New Jersey and Pennsylvania, USA), 2) at least 21 years old, 3) not an industry member, and 4) having purchased and consumed wine within the past year. In addition to descriptive statistics, a logistic regression was used to estimate consumers’ willingness to participate in winery or vineyard tours. Independent variables were categorized into five groups: sources of wine knowledge, wine drinking occasions, demographical factors, past experience and wine purchasing behaviors. Findings With 736 valid observations, the logistic regression shows that males are more likely to be interested in winery or vineyard tours, while young adults (<25 years old) are less likely. Learning about wines from winery tasting room staff members, from wine magazines or from local and regional magazines are the top three positive influencers on interest in these activities. Past wine tourism experience in the Mid-Atlantic region, drinking wine as an everyday beverage and giving wines as gifts also show a positive relationship with likelihood of participating in these activities. Practical implications Study results can help the Mid-Atlantic wine industry understand wine tourists’ behaviors and preferences. Advertising in wine magazines and local and regional magazines can be used to target wine consumers interested in winery or vineyard tours. Attributes (i.e. past experience with wine tourism and gaining knowledge from winery tasting room staff) that are related to the quality of wine tourism experience were identified. Participants were also interested in purchasing wine from the winery during or after participating in wine tourism activities; therefore, wineries should focus on guest interactions to encourage such purchases. Originality/value This survey collected data from both consumers who had or who lacked wine tourism experience, which allowed us to gather input from wine drinkers who had not necessarily visited tasting rooms. This survey instrument can be used to collect data from wine consumers residing in regions where the presence of wineries and wine tourism is low, which can provide insight that otherwise might be influenced by currently offered wine tourism activities. This paper uses an econometric approach to understand consumer interests in wine tourism in the Mid-Atlantic region and provides a comprehensive, clear and informative profile of likely wine tourism participants who reside in a region that has not been studied comprehensively.

Clinical governance in Australia

2015 ◽  
Vol 20 (2) ◽  
pp. 56-73 ◽  
Author(s):  
Allan D Spigelman ◽  
Shane Rendalls
Keyword(s):  
Web Sites ◽  
Service Providers ◽  
Service Level ◽  
Clinical Governance ◽  
Success Factor ◽  
Quality And Safety ◽  
Funding Policy ◽  
Content Type ◽  
Health Service Providers ◽  
Governance Systems

Purpose – The purpose of this paper is to overview, background and context to clinical governance in Australia, areas for further development and potential learnings for other jurisdictions. Design/methodology/approach – Commentary; non-systematic review of clinical governance literature; review of web sites for national, state and territory health departments, quality and safety organisations, and clinical colleges in Australia. Findings – Clinical governance in Australia shows variation across jurisdictions, reflective of a fragmented health system with responsibility for funding, policy and service provision being divided between levels of government and across service streams. The mechanisms in place to protect and engage with consumers thus varies according to where one lives. Information on quality and safety outcomes also varies; is difficult to find and often does not drill down to a service level useful for informing consumer treatment decisions. Organisational stability was identified as a key success factor in realising and maintaining the cultural shift to deliver ongoing quality. Research limitations/implications – Comparison of quality indicators with clinical governance systems and processes at a hospital level will provide a more detailed understanding of components most influencing quality outcomes. Practical implications – The information reported will assist health service providers to improve information and processes to engage with consumers and build further transparency and accountability. Originality/value – In this paper the authors have included an in depth profile of the background and context for the current state of clinical governance in Australia. The authors expect the detail provided will be of use to the international reader unfamiliar with the nuances of the Australian Healthcare System. Other studies (e.g. Russell and Dawda, 2013; Phillips et al., n.d.) have been based on deep professional understanding of clinical governance in appraising and reporting on initaitives and structures. This review has utilised resources available to an informed consumer seeking to understand the quality and safety of health services.

Relationship closeness paradox: contingency analysis in B2B sales

2020 ◽  
Vol 35 (6) ◽  
pp. 971-982 ◽  
Author(s):  
Yonggui Wang ◽  
Daniel Peter Hampson ◽  
Myat Su Han
Keyword(s):  
Social Exchange ◽  
Social Exchange Theory ◽  
Sales Performance ◽  
Dark Side ◽  
Negative Consequences ◽  
Contingency Analysis ◽  
Content Type ◽  
Market Expansion ◽  
Relationship Closeness ◽  
Business Customers

Purpose This study aims to examine the positive and negative consequences of relationship closeness between salespersons and their business customers in a B2B sales context: sales performance and salesperson passive opportunism. Design/methodology/approach Drawing on the social exchange theory, the authors develop a conceptual model of positive and negative consequences of relationship closeness. The authors empirically test the model using matched survey data from 269 salesperson-sales supervisor dyads and individual sales performance ratings from one of the largest distribution and market expansion companies in Myanmar. Findings Results provide evidence of positive (i.e. sales performance) and negative (i.e. salesperson passive opportunism) consequences of salesperson’s perceived relationship closeness. These relationships are, however, contingent on organization-level and employee-level factors. High extent of supervision enhances the effects of salesperson’s perceived relationship closeness on sales performance but attenuates its influence on salesperson passive opportunism. The effect of salesperson’s perceived relationship closeness on salesperson’s passive opportunism is stronger for salespersons with a promotion (vs prevention) focus. Research limitations/implications The results offer guidelines to firms seeking to optimize the efficacy of close relationships between their salespersons and customers. For example, higher levels of supervision could increase the likelihood of positive outcomes of relationship closeness while minimizing its negative consequences. Originality/value To the best of the authors’ knowledge, this study is the first to demonstrate not only the benefits of relationship closeness between salespersons and customers but also its dark side: the relationship closeness paradox.

Antecedents and consequences of replacing international independent intermediaries

2014 ◽  
Vol 26 (3) ◽  
pp. 218-237
Author(s):  
Erik B. Nes
Keyword(s):  
Longitudinal Design ◽  
Operation Mode ◽  
Content Type ◽  
Performance Variables ◽  
Direct Sales ◽  
Home Based ◽  
Process Theories ◽  
Antecedents And Consequences ◽  
Communication Control ◽  
And Control

Purpose – What characterizes the relationships with intermediaries that are soon to be replaced, and are the replacements successful? The paper aims to discuss these issues. Design/methodology/approach – The study applies a longitudinal design. The paper conducted a survey among a sample of exporters concerning their relationships with independent intermediaries in terms of trust, commitment, communication, control and two performance variables; financial performance and strategic goal achievement. Five years thereafter the author contacted the same companies again and questioned which independent intermediaries had been replaced in the period. The author then compared the replaced intermediaries with the extended intermediaries before they were replaced and analysed changes in the evaluations of the relationships and of the performance after the replacement. Findings – The relationships with terminated intermediaries that were replaced by sales subsidiary or home-based direct sales were characterized having higher trust, communication and control than extended relationships before replacement. While it may be surprising that these quite successful relationships were terminated, this is in line with internationalization process theories. The replacements, both intermediaries that were replaced by other intermediaries and by sales subsidiary/home-based direct sales, were highly successful in terms of improvement in performance and behavioural relationship variables. Research limitations/implications – The empirical findings are limited by the sample and by data collection from the principal only in the dyadic relations. Practical implications – International independent intermediaries should analyse the likelihood of being replaced by the principal because the relationship or the performance is unsatisfactory, but also because of satisfactory evaluations. Terminations of satisfactory relationships tend to be accompanied by change in operation mode to internal organization. The independent intermediary should in such cases build a defence structure against unwanted termination and/or prepare for buyout. The success of the replacements suggests that international marketers benefit from being proactive in replacing intermediaries with new intermediaries or with a hierarchal entry mode. Originality/value – This is the first study that applies most of these variables from interorganizational relations theory in the study of international independent intermediary replacements. It is also the first to give insight into the consequences of intermediary terminations.

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