bluuebunny/crossref_metadata_2025 huggingface dataset:
Striking a different balance
Authors: Knudsen Knud
Published: December 2009

Purpose

The purpose of this paper is to explore how male and female managers may regulate their workload differently in response to conflicting job‐home pressures. The main hypothesis is that female managers seek to reduce anticipated discord by investing less time in their work role. The paper investigates this postulated link between managers' gender and work‐family conflict via their workload, based on a conceptual model and within a Scandinavian context. The central argument is evaluated against a competing explanation of structural constraints, implying that female managers in stead of choosing reduced workloads are required to work less.

Design/methodology/approach

The paper is based on a large survey of Norwegian managers. The applied sample size is 2,195, with 1,740 men and 455 women. In addition to indicators of time‐based work‐family conflict the questionnaire contains detailed information on managers' individual background and positional characteristics. To trace direct and indirect influences of gender over different analytical stages, a step‐wise regression analysis is carried out.

Findings

Initial investigations document that female managers have a lighter workload, more frequently perceive glass ceiling constraints and less often experience work‐family conflict. Step‐wise regression analysis demonstrates that the effect of gender on job‐home tensions is mediated mainly by managers' workload, and is less related to the glass ceiling. This pattern is consistent with central hypothesis, still the alternative explanation cannot be totally ruled out.

Research limitations/implications

This paper is limited to the Scandinavian setting at a single point in time.

Practical implications

It is important that employers recognize the need for more optimal time arrangements for women in higher‐level positions. In addition, female managers could benefit from support networks across work organizations.

Originality/value

This paper is among the first to examine the mediational processes by which gender influences work‐family interdependencies for managers, tracing indirect pathways as well as direct effects for alternative model specifications. A representative sample with a broad set of individual and positional characteristics in combination with a relevant regression approach provides credible and robust results.
Role conflict and well‐being among employed mothers: the mediating effects of self‐efficacy
Authors: Houle Lucie , Chiocchio François , Favreau Olga E. , Villeneuve Martine
Published: December 2009

Purpose

The purpose of this paper is to examine the importance of self‐efficacy in facilitating the joint management of work and family and in predicting the well‐being of employed mothers.

Design/methodology/approach

Via a self‐report questionnaire, data were obtained from 300 full‐time professional women on measures of: work interfering with family (WIF), family interfering with work (FIW), self‐efficacy, emotional health, organizational commitment, and turnover intentions. Multiple regression analysis was used to examine the relations among these variables and to test for the mediation effects of self‐efficacy.

Findings

Three key findings emerged: self‐efficacy was a significant predictor of FIW and WIF, and of all three indices of well‐being; the greater the interference between work and family, the more women felt emotionally exhausted, the less committed they were, and the more likely they were to consider changing jobs or opting out of the market; and self‐efficacy mediated the relationships between FIW and WIF and all three indices of well‐being.

Originality/value

Findings confirm the importance of self‐efficacy in the adjustment of employed mothers. They also extend previous works by showing that efficacy beliefs not only impact general areas of well‐being, such as emotional health, but more active components of functioning as well like turnover intentions. Exactly how self‐efficacy leads to effective coping and limits the negative impacts of FIW and WIF on women's well‐being are critical issues that deserve additional attention.
Entrepreneurship education in higher educational institutions: the gender dimension
Authors: Petridou Eugenia , Sarri Aikaterini , Kyrgidou Lida P.
Published: December 2009

Purpose

The purpose of this paper is to address entrepreneurial programs offered by Greek higher education institutions (HEIs) to 1639 students in different scientific disciplines at Aristotle University of Thessaloniki (AUTh) and Technical Educational Institution of Thessaloniki (TEITh). The programs were analyzed and it was revealed that there were differences in participation rates, attitudes towards entrepreneurship education and perceptions about required skills between the two genders.

Design/methodology/approach

During the developmental phase of the particular entrepreneurship program, an evaluation stage had been predicted, whereby student participants (344 females and 370 males AUTh students and 410 females and 515 males TEITh students) would anonymously fill out questionnaires upon completion of the program, regarding male as opposed to female attitudes and perceptions.

Findings

There are higher enrollment rates of males than females. Regarding attitudes towards participation in entrepreneurial educational programs, females demonstrate a stronger interest in acquiring knowledge, developing skills, facing career competition and networking with local business, to a significantly higher degree than their male counterparts. In addition, females rank all skills as of higher significance in successful entrepreneurial activity, assigning lower value only to communication skills, compared to men. The opposite holds for males, who ranked communication skills as of greatest importance among all other skills.

Research limitations/implications

This paper provides insight into gender differences regarding male and female involvement in entrepreneurial education and as to their “pre‐entrepreneurial” profile and characteristics. It therefore sharpens understanding as to the way in which entrepreneurship education can encourage female participation within the entrepreneurial arena in future.

Practical implications

Factors that male and female students consider to be most important in issues of entrepreneurship education are identified, providing a framework for the effective design, quality and delivery of such programs.

Originality/value

The present paper constitutes one of the first to examine factors accounting for male and female student participation in entrepreneurship education programs offered by HEIs in the Greek context. The value derived aids the development of curricula tailored to gender distinctive needs and demands.
Becoming multinational: challenges for Chinese firms
Authors: Shenkar Oded
Published: December 2009

Purpose

The purpose of this paper is to examine the features of Chinese multinational enterprises (MNEs), and identify the obstacles that Chinese firms must overcome if they are to become viable global competitors, as well as some of the strategies that can take them there.

Design/methodology/approach

Based on statistical data, the paper examines entry mode, regional and geographical distribution of Chinese outward foreign direct investment. It also discusses the obstacles, weaknesses and strengths of Chinese firms, and suggests where and how such firms can improve their capabilities.

Findings

If they are to become global competitors, Chinese firms need to develop an “MNE with Chinese characteristics” which builds on strengths such as a deep understanding of personal networks to solidify coordination and takes advantage of a tradition of appreciation of human relationships.

Originality/value

The paper presents a great deal of insight into Chinese MNEs.
“Rushing in where angels fear to tread”?
Authors: Naudé Wim
Published: December 2009

Purpose

The purpose of this paper is to determine whether there are empirical differences in the extent and motivation of early internationalisation between indigenous and foreign‐invested Chinese firms.

Design/methodology/approach

Data on 3,948 firms surveyed by the World Bank in 2002 and 2003 in China are used and four hypotheses are tested using regression analysis.

Findings

Despite having started with internationalisation relatively more recently than most foreign‐invested firms, and having less foreign experience, indigenous firms which internationalise early perform better than foreign‐invested firms.

Research limitations/implications

The data were not gathered with international entrepreneurship in mind, may not include all relevant control variables, and lack a panel.

Originality/value

China is a country noted for its success in internationalisation. However, this has been due, in the most part, to foreign‐invested firms, with indigenous firms seemingly being less successful. This makes knowledge of the differences in early internationalisation behaviour of indigenous versus foreign‐invested firms potentially interesting.
Establishing Marketing Management in Wine Companies
Authors: Corkindale David
Published: December 2009

At last it is being recognised that a proper approval to marketing management is needed in the wine industry. So far it would appear that only half‐hearted, “plug‐the‐gap” efforts have been made in this direction with the result that there has been a dearth of qualified personnel. Some confusion over the definition of marketing in the wine industry still exists — it is not about sales and advertising, and changes in strategy should not be allowed to dilute management's appreciation of marketing as a mandatory function. In order to instil the correct approach to marketing in general and wine marketing in particular, emphasis should be placed on formal training procedures, recruitment, reallocation of managerial responsibilities, and the setting of objectives.
Grapes and Wine Seminar — Prospering in the 1990s: Changing Your View of the Consumer
Authors: Spawton A.L.
Published: December 2009

Who is the wine consumer? Who cares? The wine industry globally is a multibillion dollar industry, yet research into the behaviour of the typical wine consumer is limited. This article is a partial review of the literature and by deduction from current trends endeavours to provide the wine maker with a broad profile of who drinks wine and what they might be drinking in the future.
Use of a Test Market to Ensure the Success of a New Concept in the Public House Sector: A Case Study
Authors: Parrish Genevieve
Published: December 2009

Studies an attempt by Bass (a UK brewing giant) to develop their future catering strategy to cater for expanding demand, introduce controls and procedures to a suitably trained workforce and identify and implement catering concepts which change their profile from followers to innovators by trialling their concept proposals in 1991 in 32 public houses divided amongst two of their operating regions. Examines the objectives, the selection of the test area and trial houses, the monitoring and results of the trials and the Bass strategy for the future.
A Means‐End Approach to the Market for Sparkling Wines
Authors: Judica Federica , Steven Perkins W.
Published: December 2009

Introduces a new approach to the investigation of consumers' reasons for purchasing (or not purchasing) products. The Means‐End Chains model, by shifting attention from product attributes to consumers' personal values, is particularly applicable to segmentation and positioning strategies for high involvement products like sparkling wines. Reports structured depth interviews with 27 consumers uncovering their means‐end chains in relation to sparkling wines. Responses differ noticeably by usage: heavier users prefer dry products as more sophisticated are willing to pay a premium price, and have more complex psychological needs to be fulfilled with the product including more socially oriented reasons for usage. Suggests insights from the means‐end approach may allow producers of premium sparkling wines to maintain a healthy position even in a decreasing market.
The UK Brewing Industry: Past, Present and Future
Authors: Gilbert David C. , Smith Rachael
Published: December 2009

Traces the diversification of some of the major companies in the brewing industry into leisure‐based interests. Identifies how current social and economic trends, coupled with some dramatic changes in the legalities of the brewing industry have forced brewers into a clarification of their long‐term objectives.
The Impact of No‐alcohol and Low‐alcohol Products on the UK On‐ and Off‐licence Markets
Authors: Beale Matthew , Howley Michael
Published: December 2009

Studies the development in the UK of the market for no‐and low‐alcohol beers and lagers (NAB/LABs) since the late 1970s. Shows from annual sales figures for the total market and of advertising expenditures how the growth of the market has been related to levels of promotional investment. Also shows the extent to which British brewers have tried to climb on board the NAB/LAB bandwagon and as a result have introduced a profusion of products, most of them without serious promotional support, and many of them of dubious quality. Takes the view that if the NAB/LAB sector is to grow into a sizeable part of the UK beer market then a rationalization of products should occur and products that continue should be well‐supported and of high quality.
The Ancient History of the Making and Development of Wine
Authors: Bode Willi K.H.
Published: December 2009

Attempts to show that modern terminology and considerations, in the making, classification, marketing and enjoyment of wines, are maybe not so new as some of us today think they are. Shows, with original translations from Greek sources, that 2,000 years or so ago, types of comments and opinions about given wines were much the same as they are today. Suggests that modern approaches to marketing wines might find attitudinal changes reflected in these ancient deliberations helpful to them today.
The Wine Market in Poland Tradition and Marketing Implications
Authors: Sancewicz‐Kliś Anna
Published: December 2009

Addresses the tradition of the wine (and other alcoholic drinks) market in Poland. Describes its present status, and outlines implications for future marketing strategies. Identifies barriers to entry and the potential for a successful wine market in the new economic reality of the post‐Communist Poland. Concludes that, despite inconsistent tax and customs legislation, the market has considerable potential for new customer‐oriented producers and distributors.
The Marriage of Food and Wine
Authors: Bode W.K.H.
Published: December 2009

Briefly looks at the marriage of food and wine through the ages. Describes how wine is used in the cooking process and outlines factors for consideration when serving wine with a meal. Gives a simple method of wine classification and illustrates how this can be used to select wine to complement a specific menu.
Concerns about Green Marketing
Authors: Kangis Peter
Published: December 2009

Proposes that the challenges both for marketing specialists and for consumers, raised by the concept of green marketing, are due to several issues, such as the lack of an acceptable definition for green marketing, the absence of a clear understanding of cause‐and‐effect relationships in matters affecting the environment, and the overt and covert reasons for concern about such issues. Suggested that, in the hands of unscrupulous marketers, green marketing can turn into green gold.
Touristic Development of a Viticultural Region of Spain
Authors: Gilbert David C.
Published: December 2009

Describes a number of new initiatives aimed at developing tourism in La Rioja, a viticultural region of Spain, which represents a response to pressures to develop the local economy in rural areas of the EC. Outlines the mission and objectives of the proposed plan which incorporates economic, social and environmental elements. Reports on planned future developments which include a wine and gastronomy programme, mountain tourism, health tourism, a palaeontological park and archaeological areas, cultural tourism and language courses.
Cadbury's Cream Liqueur: A Case History
Authors: Seymour‐Davies Hugh
Published: December 2009

Reports on the launch of Cadbury's Cream Liqueur by Bass in 1990 into the UK's cream liqueur market, hitherto dominated by IDV's Baileys Irish Cream. Within a year Cadbury's had grown to become the number two brand. Explains how the creation of the brand was based on a specific anti‐Baileys strategy, and details the research stages which formed part of the evolution and optimization. Distribution and sales figures illustrate the brand's rapid success. Unusually, this success has been achieved at full price, although most competitors to Baileys around the world have been price brands. The story of Cadbury's Cream Liqueur shows how a major drinks brand can be created from scratch, as was Bailey's itself: interestingly both brands were the brain‐children of the same new product development consultancy, Innovation & Development Limited.
A Regional Approach to Wine Marketing: A Case Study
Authors: Phillips Ben
Published: December 2009

Proposes a strategic framework whereby wineries in the McLaren Vale region of South Australia can combine together to enhance exports, increase consumer awareness of their wines and raise the level of international recognition of the region, this industry establishing a new company run by the wine‐makers of the region. The company will begin by using the surplus grapes of the region and blending them into wine suitable for the UK market. Examines the structure and charter of the company and the benefits to the region. Explains the functions of the company ranging from sourcing grapes to marketing the end product and explores other issues including initial expenses, distribution of profits and time management of conflict.
Using Market Conventions to Create a New Wine Brand
Authors: Cawley James
Published: December 2009

No brand of wine enjoys the market shares and premium prices obtained in other alcoholic beverage markets. Market conventions work to prevent a single brand having a large share. Uses an example of a structured new product development process to show the analysis and processes needed to overcome the factors constraining a wine brand. The analysis focuses on the central role of the designation of a wine as its key brand element. The process outlines the development of realistic looking dummy products carefully structured to explore the range of potential options when used in consumer research. Concludes that consumer‐based new product development processes could provide wine brands of similar size and strength to those found in other markets.
Czechoslovakian Wine: Strategy in a Liberalized Economy
Authors: Jennings David , Wood Chris
Published: December 2009

Examines through a case study and commentary the strategic situation facing a large Czechoslovakian drinks producer, Vino Mikulov. The case material illustrates the extreme uncertainties and difficulties faced by wine producers in newly liberalized economies. Government continues to regulate the supply of grapes and bottles remain a state monopoly, with resulting difficulties for the wine producer. The Czechoslovakian wine market is found to be regional and price‐sensitive with consumers demonstrating a low level of brand loyalty. Also considers factors underlying import and export. The directors of the newly privatized enterprise have developed a set of strategies that provide a coherent response to the uncertainties of the market. A process for the rapid development of new products is in place together with product labelling, although pricing and promotion remain relatively neglected decisions. The overall strategy is one of flexibility, limiting vertical integration and a rapid development of the product range.
Developing a Marketing Strategy for English Wine in Relation to European Regulations
Authors: Prys Jenkins Owain
Published: December 2009

Shows how the development of a marketing strategy within English wine can be used to promote greater sales and also dispel the problems of European Regulation. Highlights the case for hybrid wines and the need for an approved quality wine scheme which would work hand in hand with a quasi co‐op system. Discusses the components of a successful marketing strategy illustrated through a case study which concludes that there is a recognized place for English wine within the market once a marketing strategy is adopted and pricing techniques reviewed.
Prospects and Potential for the Czech and Slovak Wine Industry
Authors: Lee Williams Jeremy
Published: December 2009

Argues that lack of knowledge of Czechoslovakian wines in the international marketplace represents an opportunity to develop an identity based on quality, premium wines from the most promising districts of Moravia and Slovakia. Czechoslovakia is also seen as a nation which already employs reductive Western‐style wine making. Suggests that this provides a robust base from which such a reputation can be developed. Recognizes, however, that there are a number of problems common to most of the former COMECON wine producers, and that many Eastern European wine makers continue to face something of a “Catch 22” situation.
Low‐alcohol Wines: The Consumer's Choice?
Authors: Howley Michael , Young Nicola
Published: December 2009

Attempts to quantify the impact of de‐alcoholized, low and reduced‐alcohol wines on the UK wine market, from their appearance in the late 1980s, to the present day. Also assesses whether makers have been successful with the wines under discussion in their aim to capture a substantial percentage of the total wine market, examining the roles which the consumer and the marketing industry have played in the product and market development, and subsequently the wine's success or failure in attaining its goals. Particularly examines the role marketing may have to play in the future, if these products are to sustain market growth and finally gain acceptability as a purchase in their own right.
The Coming Crisis in the Spanish Wine Industry
Authors: Miquel Peris Salvador , Taylor James W.
Published: December 2009

It appears quite likely that the worldwide demand for wine has been declining for over a decade now. While a number of reasons for this changing consumer behaviour have been advanced, no one really knows what factors are driving this market downward. This changing demand structure has very serious implications for Spanish wine makers because the fastest decline in demand is at the low priced end of the market. That is exactly the part of the market where Spanish wine makers have their strongest position. Four endgame strategies available to Spanish wine makers are presented and analyzed. Finally, a four step action program is outlined that is intended to give Spanish makers their best chance of surviving these new market conditions.
The Development of the Academy of Wine Service
Authors: Bennett Jeremy
Published: December 2009

The Academy of Wine service was founded in 1988 to raise the standard of education and skills in the service of wine in the hotel, restaurant and catering industry. In September 1991, the Academy launched its ‘Professional Wine Service Training Package’, which was specifically designed to satisfy waiters' wide‐ranging needs and time constraints. The programme provides a single, open and flexible learning package to develop trainees competence and thus help them secure a national vocational qualification (NVQ). Following extensive field trials, the success of the Traning Package is clear to see: volume sales and average spend per head rose substantially, with sales up +18% in participating Forte Hotels and +16% in participating independent hotels and the investment in training was recovered with an avarage 15 weeks. Additionally, the Academy of Wine Service has organised an annual programme of tutored tastings, produced a bi‐monthly newsletter, “Wine Line”, set up awards, scholarships and national competitions, and expanded its membership benefits. Five years on, The Academy of Wine Service is now recognised as the national education and training authority for professional wine service and is now being developed into The Academy of Food & Wine Service to provide a total training package for the entire industry by the beginning of 1994.
The European Wine Industry
Authors: Jenster Per V. , Jenster Lars
Published: December 2009

The article on European Wine Industy provides an analysis of the wine industry with particular focus on Europe, although more global trends are indicated. The focus is on the business aspect of the wine industry and how various segments of the market are addressed by different sectors of activities. Readers of this article may want to think about how the industry is going to evolve over the next decade and how the major players are going to defend their position. It also highlights how the power in the industry has moved from the producers to the retailers and when the brandholders are key players.
THE BUSINESS OF WINE
Authors: Jenster Per V. , Jenster Lars V.
Published: December 2009

“The Business of Wine” represents a unique overview of the modern wine industry and the commercial, political and fiscal pressures under which it operates.
Cyprus Wine: Another Perspective — A Product‐based Marketing Analysis
Authors: Skinner Patrick A.L.
Published: December 2009

The author examines the background to the very limited penetration into overseas markets like the U.K. by bottled table wine, diminishing sherry sales and low‐price exports of aromatics, in the context of the structure of the industry, the vines, the groves, wine‐makers and marketeers. Based on more than a year's study and marketing at all levels, he concludes that the Cyprus industry really has reached the cross roads and proposes some of the directions it should take. It must move quickly and positively.
A Leading Personality in the South African Wine Industry
Authors: Garrett Peter
Published: December 2009

This is intended to be the first of a series studying the way in which a small number of people have had a compelling effect upon the South African Wine Industry. John Platter's annual production of his South African Wine Guide since 1980, with tasting and other notes on every South African wine known to be available, as well as a host of technical and statistical data, has penetrated the whole industry.
Czechoslovakian Wine: Strategic Development for UK Export
Authors: Jennings David , Wood Chris
Published: December 2009

The article considers trends in the Czechoslovakian wine industry, the industry's home market faces a decline in per capita consumption and increasing price sensitivity. Through a case study the development of a particular producer of quality wine is examined together with the emergence of a coordinated approach to marketing decisions. The UK is a potential export market for such a producer. The growth and development of the UK wine market is considered and opportunities identified. Developing a producer to serve those requirements is found to be difficult requiring the producer to readdress the issue of quality. Bottles and labels may also need to be changed. The development process requires investment and the risks of political change need to be considered.
New Initiatives in the Hungarian Wine Industry: Foreign Innovation and Investment
Authors: Lee Williams Jeremy
Published: December 2009

A new modern style of wine has emerged in Hungary which draws heavily on the wine making and wine marketing success of the so‐ called New World. Examining two very different wine companies, one foreign‐owned, the other indigeneous, this article highlights the success of these initiatives, illustrating how they have boosted Hungarian wine exports and helped create a positive image for Hungarian table wine. Such approaches cannot be followed exclusively, however. Hungary will never be able to export all its production to the west. Attention still needs to be paid to both domestic demand for the old oxidised wine styles as well as demand in the other export markets in the former COMECON countries. This should help to provide a softer landing for an industry struggling with the upheavals of the last three years. The article concludes that Hungary's willingness to experiment and adopt western methods, together with its relative economic and political stability, suggest that the Hungarian wine industry could and should become the centre for innovation in Eastern Europe.
The Utilisation of a Central Wine Marketing Organisation in The Re‐Marketing of Austrian Wine — Post ‐ 1985
Authors: Skinner Patrick
Published: December 2009

In June 1985 an Austrian wine producer was found sweetening low‐priced wine for export to Germany, with an illegal substance, diethylene glycol. Subsequent investigation found a very small percentage of Austrian producers doing the same thing. The “Anti Freeze” connotation caught the imagination of the media, particularly in Britain, which had a field day of “humorous” and often inaccurate stories. Within a few weeks, Austrian wine sales dropped disastrously. The author, both an interested observer as well as a participant in the ensuing campaign to re‐establish Austrian wines, examines the story of the scandal, and more importantly, the sequence of action that followed. In particular, the article looks at the setting up and operation of the Austrian Wine Marketing Service and the worth of such organisations.
The Marketing of Champagne: The Way Forward
Authors: Salolainen Markus
Published: December 2009

Examines the alternatives available for the Champagne producers and marketers to overcome the serious consequences the present recession has brought upon them. Recommendations are made to formulate and develop a strategic basis for turning the tide by means of linking the ethical and quality aspects of Champagne production to marketing activities. Lessons for producers of other wines are also given.
Phyllis Hands and Her Influences on the South African Wine Industry
Authors: Garrett Peter
Published: December 2009

The author outlines the recent career of Phyllis Hands, the South African born founder of the Cape Wine Academy. He shows how, since a chance association with a small vineyard in the early days, she has steadily increased her involvement with the South African wine industry. She has now developed the twin roles of a public relations officer for South African wine and a leading educator on the subject.
Uk Brewers: their links with hotels, consumer catering and leisure markets
Authors: Knowles Tim
Published: December 2009

This article explores the brewers links with the hotel, consumer catering and leisure markets. It identifies that whilst this trend was established in the 1960's, it has accelerated after the publication of the Monopolies and Mergers Commission report into the brewing industry. Whilst, some companies have continued to be both a brewer and retailer — others have split that role. Focus is placed on four companies that have strong links with the hotel, consumer catering and leisure markets. In these cases turnover from the company's brewing division is less than 50% of the total.
The Cognac Market: An Examination of the Cognac Market in the Far East
Authors: van Westering Jetske
Published: December 2009

Examines the changing trends in world Cognac sales, and the potential of emergent markets — particularly China — as trade and tariff restrictions change and world politics make these alternatives more receptive to the West.
Wine: Achieving Competitive Advantage Through Design
Authors: Jennings David , Wood Chris
Published: December 2009

Considers the role of design as a marketing tool for the wine industry. The meaning of design and its relationship to marketing is defined then explored from a number of perspectives to demonstrate its relevance to modern wine making techniques. Examines the possibilities for a design led approach to wine making using case material from an English Winery. Concludes that design offers real opportunities in wine making as a means for developing effective marketing strategies.
The Nederburg Wine Auction
Authors: Garrett Peter
Published: December 2009

Nederburg Wine Auction, celebrating its 20th event this year (1994), has truly established itself internationally alongside auctions in France, Germany and America. It was the brainchild of a past managing director of the giant winemaker wholesalers Stellenbosch Farmers Winery. Dignitaries from all over the world attend this South African fine wine showcase. The organisation involved in getting more than a thousand people together also includes a prestigious fashion show and, at the end, a charity auction. Preparations are ongoing throughout the year, for the occasion which is becoming increasingly ambitious and innovative.
Professional Consumers; Themes in High Street Wine Marketing
Authors: Fattorini Joseph
Published: December 2009

Whilst the phenomenon of the “wine snob” has been recognized for some years, particularly in the public imagination, the active use of wine “snobbery” to promote sales by retailers, particularly high street chains, has been avoided. This article discusses an apparent change in this policy, where the branding strategies of the major high street chains have developed the concept of “consumer as professional” in an effort to symbolically include some consumers in the mystique of the wine trade. This has been achieved by encouraging a process of consumer education, involving trade examinations, and using the symbols of wine production to merchandise wine in shops at the fine wine end of the market. The result of this strategy is to create a small but loyal group of highly knowledgeable (invariably affluent) customers, at the expense of excluding other, less knowledgeable, consumer groups who are targeted by less heavily branded shops.
Impact of Changes in Australian Wine Market on Grape Types
Authors: Battersby Grant
Published: December 2009

Grape types grown in Australia have changed as a reflection of changes in consumers' tastes. Theres have been major changes in the Australian wine market in recent decades. The proportion of fortified wines has fallen from 81 per cent to ten percent of production and the popularity of different types of wine has varied. This has led to rapid changes in the types of grapes planted. The pattern of grape type use from 1972–91 at a small, long‐established winery gives a perspective on the general market trends. This winery adapted its use of particular grape types more quickly than the national average and has now established a pattern reflecting its expertise with fortified and red wines and regional characteristics.
Sensory Analysis — An Alternative to Wine Tasting?
Authors: Eves Anita
Published: December 2009

The sensory characteristics of a wine are critical in determining its acceptability, and particularly repeat purchases. Assessments of wines are often made by expert wine tasters, however the use of sensory analysis methods offers an alternative approach that is less reliant on the expertise of one individual. This paper outlines a number of different sensory analysis methods, and gives examples of situations in which the methods might be used. These include the use of triangle tests to evaluate packaging materials, the use of scaling methods to evaluate changes in particular sensory characteristics as a result of changes in processing parameters, the use of sensory profiling to characterise a wine and determine changes that occur during storage, and the use of consumer testing to determine the key sensory characteristics of importance to a particular market segment.
Creating a Successful Wines‐By‐The‐Glass Programme
Authors: Latour Michelle
Published: December 2009

Wines‐by‐the‐glass programmes are a flexible and profitable means for restaurants to sell wine to customers in a society emphasising moderation. The breadth, depth, prices and types of wine which constitute a well‐designed by‐the‐glass programme are dictated by the style of restaurant, the cuisine and the clientele. Two approaches to the service aspect are also discussed. Glassware and storage facilities also factor into the programme. This article presents some ideas and areas to consider when designing a successful and profitable wines‐by‐the‐glass programme.
Effects of Wine Training on Restaurant Sales of Wine
Authors: Granucci Penelope R. , Lynn Huffman V. , Sue Couch A.
Published: December 2009

This article evaluates the impact of non‐purveyor‐instructed wine training on the waitstaffs of restaurants. The instruction consisted of product knowledge, sales training and service techniques. Specific questions of this study include: 1. What factors contribute to the amount of wines sold by the waitstaff? 2. What effect does wine instruction have on the sales of wine in restaurants? 3. What effect does wine instruction have on the participants' product knowledge, selling skills and service techniques? 4. What are the attitudes of the food servers toward wine instruction? 5. Is a wine instruction programme cost‐effective for a restaurateur?
Marketing by Smaller Wine Producers and the Penetration of New Distribution Channels
Authors: Penn Joe , Christy Richard
Published: December 2009

This paper considers the part played by the individual and collective marketing activities of wine producers in the Côtes de Duras region in South West France in the successful penetration by these products of the major UK retail outlets for wine. Most of the marketing effort by producers in Duras so far has been targeted at the domestic consumer and at visitors to the region itself. Analysis of a survey of UK retail buyers suggest that these communications focused marketing initiatives may have played a relatively minor role in the decisions by many of the major UK retailers to stock wines from Duras in their outlets. The survey re‐emphasises the power of the highly expert major retail buyers in this industry, with implications for the future development of marketing actions by growers.
Cyprus Update: Sunny Smiles from an Industry in Transition
Authors: Patrick A.L.
Published: December 2009

The 1993 industry survey in this journal updated. Increasingly the Cyprus wine industry is turning its attention to the making of higher quality table wines, to satisfy an ever‐growing local market, comprised mostly of two million foreign tourist arrivals, 30,000 foreign residents and a slowly growing segment of Cypriot professional and business people. Despite the planting of new grape varieties and setting up of regional wineries near the vineyards, there is still a long way to go, before quality wines are a significant sector of production and for some years the Cyprus industry will depend on exports of low‐price bulk wines and spirits for survival and profit For the moment, though, 1994 was a good year overall and the transition of the industry is gathering pace. The author surveys the structure of the industry, developments in vine‐growing and wine‐making, current local and export marketing trends and future prospects.
A Test of Claret Price Formulation in Auction Markets
Authors: Wanhill Stephen R.C.
Published: December 2009

Examines the information determinants on the hammer price of a remarkable collection often vintages of Château Léoville‐Barton, spanning 1981–90, which came up for auction at Christie's, South Kensington, during the early part of 1994. The vintage ratings of three leading wine writers and the Christie's guide prices were modelled as predictions of the hammer price. The results indicated that the auctioneer's guide prices had greatest explanatory power in terms of the variation in the hammer prices, but the vintage ratings provided by the wine authors were also significant
Winemaking in Japan: Tradition and Determination
Authors: Holden Nigel
Published: December 2009

The author examines the industry, little known in the West, which produces European‐style wine in Japan. The technique of wine‐ making came to Japan from China approximately 1,200 years ago and it is known that by the end of the 12th century wine was being produced near Mount Fuji from an indigenous vine, the Koshu, which is still in use today. European wine was introduced into Japan in the 16th century when Catholic missionaries from Portugal introduced red wine for sacramental purposes. The real growth in wine‐making, however, came in the mid 1850's when the country began to open up to the West and the Japanese to develop an interest in all things Western. The article continues with a study of one particular producer, Château Lumiere SA, which, since 1957, has been run by an ex‐economics professor, Toshihiko Tsukamoto. Chateau Lumiere produces both red and white wines and these have won numerous prizes at international competitions. Mention is made of the production techniques developed by this successful producer.
Are French Vintages Predictable?
Authors: Howard Malcolm
Published: December 2009

Sets out to discover what makes a great vintage and whether the quality of a wine can be predicted. The ‘en primeur’ market from the 1960's to the early 1990's is reviewed and what the market regards as a quality wine is tested for correlation with longevity. Weather patterns associated with excellent vintages are examined with the conclusion that they occur at random. Vintages of up to ninety years are analysed to establish probability factors and from these factors a pricing method is proposed. Concludes that it should be possible to gain competitive advantage through the use of probability analysis, although this concept should be judged in the long term.
Introducing Food into Pubs
Authors: Christos Eliades
Published: December 2009

The pub industry has undergone several changes to its focus and thus transformed itself from a beverage operation to a food and beverage operation. The article seeks to examine these changes in terms of food quality, management skills, service and customers. The article outlines the factors for success and also includes factors of failure or negative aspects of pub catering. It aims to prove that such changes have made pubs an acceptable part of everyday family life, more profitable, and viewed as a place of fun, relaxation, good food and not only as a drinking tradition. It seeks to analyse the new great English Tradition of pub catering.
Branding Pubs — Can It Work?
Authors: Lincoln Guy , Elwood Williams Clare
Published: December 2009

The public house industry faces a mature and difficult future. Branding of pubs is on the increase as operators try to gain a competitive edge. Pub food outlets have led the way in pub branding, now operators are trying to develop the more “traditional” pub into a successful brand. This research assesses the value of branding to the public house industry by looking at consumer awareness, attitudes and behaviours, geographical constraints, the pub product itself, operating issues and communicating brand values to customers. The paper concludes that it is possible to develop successful pub brands but there are a number of difficulties that need to be overcome and not all of the theoretical benefits of branding may be achieved.
The Northern Ireland Wine Market: Challenges; Changes; and Characteristics
Authors: Keown Caroline
Published: December 2009

Until very recently the traditional wine producers such as Germany and France enjoyed a virtual monopoly in the Northern Ireland wine market. Changes are beginning to take place with New World Countries having a growing impact in this market place. This paper presents an overview of the Northern Ireland wine market as well as a more indepth look at eleven case studies. Particular emphasis is placed on the source of the wine and the relative importance of each wine producing country. The paper suggests some factors which have contributed to the increasing popularity of New World wines in Northern Ireland.
Social and Attitudinal Influences on the Intention to Drink Wine
Authors: Thompson Keith E. , Vourvachis Alexander
Published: December 2009

In persuading people to drink your wine instead of someone else's it is essential to know what will make them change, and what will deter them from changing again. In their theory of reasoned action Fishbein and Ajzen (1975) developed a model designed to achieve just that Reasoned action theory starts from the premise that people make rational choices which are influenced by their attitudes towards (say) a product and by their response to social norms. In this study the model, which has a good record in identifying the determinants of a wide range of voluntary behaviour, was applied to wine drinking behaviour. Data were collected by means of a questionnaire administered to 142 respondents. Unexpectedly, the results showed that the decision to drink wine is influenced mostly by the expectations of other people, but that wine drinking is not ‘social’ in a formal sense. Attitudinal beliefs, specifically ‘taste’, were only secondary determinants of behaviour. Significantly, other than taste no attitudinal factors had any appreciable influence on wine drinking. These findings have practical applications which are discussed in the final section of the article.
The South African Natural Wine Industry — Recent History with Particular Reference to the Influence of Stellenbosch Farmers' Winery
Authors: Garrett Peter
Published: December 2009

Natural wine was not a factor in South Africa until after 1935. However, the hybrid Pinotage was produced in the 1920's and the now quasi government KWV representing wine farmers, was far reachingly empowered to fix the price of distilling wine. South Africa is traditionally a national brandy and beer drinking nation, and that largely stands today. The monopolistic KWV backed by the Afrikaaner government since 1948 has continuously increased its hold as a stabilising force. In reply the producing wholesalers have merged from many into four very large firms of which SFW is by far the biggest. Even the two largest of those were controlled by one firm until joined by KWV, their long term adversary, which took a thirty percent interest SFW's vision of natural wine being more healthy than spirits has been its theme from the time of its founder W.C. Winshaw in 1935. This is demonstrated in many ways. The new South African government, no longer Afrikaaner led, has set up a competition's board enquiry which is almost certainly destined to change completely, the face of the whole SA wine and spirits industry. The purpose of this paper is to set on record the old regime, and Stellenbosch Fanner's part therein as a matter of record and learning.
Locating Information Gaps in the Personal Selling of Wine
Authors: Genevieve N. Bond‐Mendel Mrs , Simintiras Antonis C.
Published: December 2009

This paper studies the role of personal selling and the salesforce as an information source and the impact potential information gaps in a downstream business chain can have. It offers a conceptual model of information gaps in an on‐licence wine business channel and suggests areas necessitating further research.