The relative influence of packaging,labelling, branding and sensory attributes on liking and purchase intent: Consumers differ in their responsiveness

The relative impact of several extrinsic attributes on informed hedonic liking and purchase intent for wine is measured by combining a blind hedonic test with an informed tasting of the same wine packaged in different product concepts. This study separated the relative effect of various attributes and also considers differences between consumers in their responsiveness to various product cues.Five-hundred and twenty-one regular wine consumers participated in a central location test in three German cities in 2005. Respondents first rated hedonic liking of a white wine in a blind condition, then evaluated elements of product concepts differing in four extrinsic attributes, region of origin, grape variety, brand and packaging style, before indicating their liking and purchase intent in an informed condition.Overall, label style and brand evaluation were the strongest drivers for informed liking followed by liking in the blind condition. Purchase intent was influenced directly only by informed liking and price evaluation; the effect of the extrinsic and intrinsic cues is mediated through informed liking. A latent class regression resulted in three consumer segments that differ in the responsiveness of their informed liking to the different product characteristics. Younger inexperienced consumers utilised a mix of various cues, wine experienced consumers based their evaluation mainly on grape variety and blind hedonic liking, and older frequent wine consumers were influenced most strongly by brand and packaging. These findings provide insights into the relative impact of product packaging, branding and labelling on overall product liking and indicate strong differences in how consumers respond to different product characteristics.     

The influence of involvement on purchase intention for new world wine

Understanding the ways in which consumers’ involvement levels influence how they use different cues to make purchase decisions has been a topic of research for several decades. This study, which provides a specific extension to the more general study by Lockshin et al. [Lockshin, L., Wade, J., d’Hauteville, F., & Perrouty, J. P. (2006). Using simulations from discrete choice experiments to measure consumer sensitivity to brand, region, price, and awards in wine choice. Food Quality and Preference, 17(3–4) 166–178] examines the moderating effects of wine product involvement and wine purchase involvement on wine purchase decisions. A sample of 187 New Zealand regular wine consumers participated in a conjoint experiment using the variety New Zealand Sauvignon Blanc. The product stimuli were defined by three attributes: (i) presence/absence of region of origin information, (ii) price level, and (iii) presence/absence of a price discount. Purchase intention ratings, which were analysed using multiple regression and non-parametric bootstraps, suggested that the cue pertaining to information about region of origin was more important for consumers high in product involvement and purchase involvement than for consumers with low levels of involvement. There was also some evidence to suggest that consumers who are high in product involvement place less importance on price and, that consumers who are low in purchase involvement place greater importance on price discounts.     

The effect of wine knowledge type on variety seeking behavior in wine purchasing

Wine is a prolific, but complex and information-intensive product, so it is important for marketers to understand the behaviors and characteristics of different wine market segments, in order to better target their marketing strategies to these different segments’ needs. Yet little is known about how the characteristics of consumers’ subjective and objective knowledge of wine impact their variety seeking purchasing behavior. As variety seeking behavior affects customer retention and loyalty, a better understanding of this behavior is important to wine marketers. Results of a survey show that wine knowledge types are a significant predictor of variety seeking purchasing behavior of wine. Wine consumers who think they know a lot about wine, tend to engage in more variety seeking behavior in their wine purchasing. This suggests that marketers should adapt their segmentation, targeting and channel strategies to individual knowledge types to be more successful.     

How important intrinsic and extrinsic product attributes affect purchase decision

We simultaneously evaluated intrinsic and extrinsic product attributes by means of a choice-based conjoint experiment. A sample of 621 consumers tasted three soft drinks and chose the product most preferred. Test products were systematically varied across choice sets with respect to sweetening system, calorie reduction label, price and brand. Choice data and data on consumption patterns, attitudes and socio-demographics were analysed by a conditional logit model. This approach enabled us to model product choice as a function of one intrinsic and three extrinsic attributes and of consumer characteristics. The latter permits market segmentation of preference data. The main results showed that consumers’ preferences of sweetening systems are heavily dependent on brand information. Simulations of market shares based on the total sample reveal the preference of sugar over sweetening systems. However, in some specific consumer segments, sugar is not significantly superior to sweetening systems—indicating how useful market segmentation can be in sensory analysis.     

好风凭借力送我上青天 --论企业品牌形象大使

随着酒类市场竞争日益激烈，品牌形象亦成为消费者选择产品、辨别品牌的主要参考因素。品牌形象大使的选择非常重要，优秀的品牌形象大使能使酒类品牌人格化，与消费者达成心灵的共鸣，强化对品牌的忠诚度，达到引导消费、增加消费的目的。选择形象大使要从企业自身定位入手，考虑酒类品牌的内涵与外延，以及代言人的形象和内涵。（君健）     

以葡萄酒文化视角探索葡萄酒市场营销策略

葡萄酒是人类与自然相结合的产物,具有时代性、区域性、开放性、导向性的文化特征.文章从营销特征中分析了文化营销对葡萄酒文化内涵的理解,阐述了产品文化、品牌个性、企业文化与消费者核心文化价值观之间的紧密关系,并提出了葡萄酒产品文化、产区文化、质量文化、消费价值观等文化营销策略,以期培养忠诚葡萄酒消费群体.     

新疆葡萄酒产业价值链优化策略研究

新疆是我国重要的优质酿酒葡萄产地,拥有深厚的葡萄酒酿造历史文化。受区位特点、产业基础和品牌价值影响,新疆葡萄酒产业与内地产区在产业规模、产品结构和价值增值能力等方面存在差距。该文介绍了新疆葡萄酒产业链和价值链结构,并从原料供给、葡萄酒酿造和产品销售三个环节,分析发现新疆葡萄酒产业链具有优质酿酒葡萄丰富、原料基地集中、市场集中度高和营销渠道多样等优势,同时存在葡萄种植缺乏统一规划、小种植户组织化程度低,酿造产能过剩、葡萄酒同质化和价值链衔接差等劣势,影响了价值创造和价值占有能力,并对优化新疆葡萄酒产业价值链给出建议。     

The influence of product knowledge on the relative importance of extrinsic product attributes of wine

The purpose of this paper is to examine the influence of product knowledge, both subjective and objective, on the relative importance of four extrinsic product attributes of wine, namely price, age, brand and region of origin. The relative importance of four product attributes is evaluated comparative to consumers’ self-reported and objectively measured knowledge of wine, using the conjoint analysis technique. The results suggest that product knowledge does influence the relative importance of extrinsic wine attributes in product evaluation, with the price of wine shown to be the dominant attribute regardless of the level of product knowledge expertise. Brand, age and region of origin received differing rankings of importance. Across all four levels of product knowledge, consumers navigate their evaluative product decisions according to the midpoint between most and least expensive wines in their consideration set. Price sensitivity appears to heavily impact consumer evaluation strategies, which serves to inform wine pricing strategies.     

混料设计优化复合果蔬酒原料配比及其模糊数学评价

为酿造优质复合果蔬酒,本实验以苹果、猕猴桃、番茄、胡萝卜为原料,采用混料设计(Mixture)研究这四种原料的不同配比对复合果蔬酒品质的影响。以感官评价和酒精度为响应值,建立回归模型,分析研究各原料成分之间的相互作用及成分对响应值的影响。根据混料设计得到的最优原料配比为:猕猴桃汁10.0%,胡萝卜汁10.0%,番茄汁10.0%,苹果汁70.0%时,复合果蔬酒酒精度为5.0%vol,感官评价得分为85.0,所得到的产品色香味俱佳,并具有果蔬酒独特的风格。用模糊数学综合评价产品,结果表明该产品属于消费者能接受的。这对开发低度复合果蔬酒,丰富果酒类型和果酒市场有一定的现实意义,也可为实际生产过程提供理论指导。     

Product involvement,brand loyalty,and country-of-origin brand preferences of Japanese wine consumers

This study adds to the knowledge base on the level of product involvement, brand loyalty, and preference for country-of-origin wine brands of Japanese wine consumers. A highly structured, self-administered questionnaire was used to collect data from Japanese wine consumers from six of the eight major regional divisions across Japan. A 17-item wine product involvement scale measured consumers' involvement levels and formed the basis for analysis. Regression analysis on brand loyalty and involvement show a low positive association between them. Involvement is influenced by the age demographic, and increases with age until the 35–45-year age group (Generation-X) and then slowly decreases. A strong positive relationship exists between consumption frequency and quantity, and the level of involvement. High involvement consumers show a strong preference for Old World-produced wines, mainly from France and Italy. Consumers living in Chubu have the highest level of involvement, followed by Hokkaido and Kanto, which suggests that wine exporters should look beyond Tokyo for the opportunities in the regional areas of Japan. Further studies should be undertaken to examine the relationship between risk, brand loyalty, and wine purchase behaviour, and the way in which brand loyalty interacts with wine product involvement.     

Optimization of blended wine quality through maximization of consumer liking

A mixture design was used to optimize blended Vitis vinifera wines (Cabernet Sauvignon, Merlot and Zinfandel) for consumer acceptability. Consumer overall liking values were modeled within an augmented simplex centroid mixture design to determine areas of desirability for each consumer. Two major segments of consumers were identified, with membership mainly dependent upon responses to Zinfandel. Samples were less polarizing when the wines were blended as opposed to remaining as single wines. Three optimized blends were created: for all consumers, segment 1 and segment 2. A subsequent consumer study indicated that optimized blends for each segment were not significantly different from the other wines. However, segment 2 consumers preferred the segment 2 blend to the wine blend optimized across all consumers. The optimized blend across all consumers was the least liked for each segment. Identifying consumer segments can help better optimize products for successful entry into the marketplace. Optimizing a product within a mixture design environment is a useful, efficient technique to understand ingredient interactions and how they affect overall consumer acceptance.     

Consumers wine preferences according to purchase occasion: Personal consumption and gift-giving

We tested the hypothesis that individuals may act differently when buying a bottle of wine for themselves than they do when buying wine as a gift. Using a between-subject design, we estimated the differences in consumer preference for these two occasions. We conducted a choice experiment on 618 Italian wine consumers and included the attributes of price, geographical indication (i.e. IGT, DOC, or DOCG), organic claim, and brand (i.e. famous producer or a non-famous producer). By applying an error component random parameters logit model, we detected relevant differences between the two scenarios in terms of the relative importance of the studied attributes. The gift-giving scenario was further investigated using a latent class model, which identified three segments of consumers; we profiled these according to personal attitudes and wine knowledge. Our results show a relevant heterogeneity among consumers’ preferences for the gift-giving scenario, with geographical indication having a low impact and brand and organic claim playing a pivotal role. This study provides relevant insights for winemakers and retailers regarding diversifying marketing strategies.     

When less sells more or less: The scarcity principle in wine choice

When buying wine, consumers often need to infer unobservable characteristics of the wines that are available. Product scarcity in the store can signal that the quality of a wine is high, either because the product is deemed exclusive (when scarcity is supply-caused) or because the product is deemed popular (when scarcity is demand-caused). This “scarcity principle” has been observed in various contexts, and thus seems universal, but it is not. This study aims to show when scarcity of a specific wine increases consumer choice for this wine, and when it does not. Specifically, two experiments show that scarcity has little or no effect when consumers are less involved with the product category wine, that uniqueness goals can increase the effect of supply-caused scarcity on product choice, and that these uniqueness goals do not counteract the effect of demand-caused scarcity on choice. Thus, even consumers with a uniqueness goal respond positively to demand-caused scarcity. Moreover, the study shows that scarcity is effectively communicated not only through a verbal sales pitch but also through merely the visual display of the amount of shelf space provided for products and the amount of emptied shelf space as a signal of prior purchases.     

烟台市消费者对葡萄酒的满意度及影响因素分析

为了促进葡萄酒产业健康发展，该文基于烟台市消费者的调研数据，运用SPSS 26.0软件，采用描述性统计和有序Logistic回归分析等方法，分析消费者对葡萄酒的满意度及影响因素。结果表明，烟台市消费者对葡萄酒的满意度处于基本满意水平；女性消费者的满意度较高，消费者在商超购买葡萄酒的满意度较高，消费者选择木盒和纸盒包装的满意度较高；性别、购买渠道、饮用场景、感官评价、品牌形象、感知质量、包装是影响消费者满意度的7个重要因素，其中感官评价对消费者满意度的影响最为显著（P＜0.01）。建议葡萄酒协会推进标准化体系建设，葡萄酒生产企业加强品牌建设并制定有效的营销方案，政府部门加大市场监管力度并重视葡萄酒文化推广。     

基于市场细分的葡萄酒广告策略实证研究

运用完整结构的调查问卷,采用便利抽样法对西安市120名葡萄酒消费者的购买行为进行调查。结果表明,根据消费者人口学特征和行为特征可将西安市葡萄酒消费者细分为时尚型、商务型和保健型3类不同的消费群体。基于此,从广告主题、广告诉求、广告媒体等方面提出了具有针对性的葡萄酒广告策略。该研究结论有助于营销人员更好地认识西安葡萄酒市场,为制订有效的葡萄酒广告策略提供参考。     

Target groups for organic wine: The importance of segmentation analysis

In light of low and stagnating market shares of organic wine, there is an ongoing debate about growth potential for organic wine. A recent study revealed that even consumers of organic food did not necessarily purchase organic wine regularly. The aim of this contribution was to analyse the wine preferences of organic food consumers and identify promising new target groups for organic wine. We conducted choice experiments in Germany (N = 600) and analysed the data with mixed logit models and latent class models, revealing interesting differences between the results of the two approaches. While the mixed logit models suggested ‘organic’ was the most important wine attribute, the latent class models challenged this proposition. While three of four consumer segments had a strong preference for organic, only one segment in the red wine model (and no segment in the white wine model) gave organic highest priority. Just like non-organic consumers, many organic food consumers seem to use price or country of origin as the most important quality cue for wine. The comparison between the results of the choice experiments and the participants’ stated normal purchase behaviour suggested there is growth potential for organic wine. Apparently, consumers of organic food would buy more organic wine if their preferred type and variety of conventional wine would be available in organic quality at similar price levels.     

An attribute prioritization-based segmentation of the Chinese consumer market for fruit juice

Despite the enormous opportunity that the Chinese market provides for exporting companies in the food and beverage industry, little research has considered Chinese consumer decision making processes surrounding these products. This study provides an empirical investigation into how Chinese consumers prioritize extrinsic product attributes (brand, nutrition content claim, ingredient label, shelf-life, price, and manufacturing country) when making their fruit juice purchase decisions. The study illustrates that consumer decision making processes are culturally embedded by presenting a comparison of the study’s findings with the more prevalent Western-based literature on consumer decision making processes.A choice-based conjoint survey was administered to 645 Chinese participants in Hangzhou, China using the internet-based software 1000Minds. Three consumer segments were identified through cluster analysis: Health Conscious, Premium Product, and Long Product Shelf-life. The Health Conscious segment wants natural and nutritious fruit juices that have a well-known brand. The Premium Product segment is willing to pay higher prices for imported fruit juices. Compared to the other two segments, the Long Product Shelf-life segment prefers lower priced and extended shelf-life fruit juices that are more convenient to store and consume. While the three clusters were similar in their preferences for the fruit juice attributes and levels, they differed in the rank order of the attributes. These findings highlight the importance of how extrinsic product attributes are traded off by Chinese consumers when making their fruit juice purchase decisions.The identification of these Chinese consumer segments provides juice manufacturers better knowledge on the market opportunities in China and strategic guidance for effective positioning, packaging, labeling, and pricing of fruit juices. This attribute prioritization-based segmentation for the Chinese consumer market is novel and thus provides strong implications for the fruit juice industry. In addition, this paper also makes a novel academic contribution to the Chinese consumer decision making literature on food and beverage products.