Consumer behaviour and sensory preference differences: implications for wine product marketing

Journal of Consumer Marketing

Volumn 28, Issue 1, 2011, Pages 5-18

  Bruwer, Johan ^a   Saliba, Anthony ^a   Miller, Bernadette ^a  

^a UNIVERSITY OF ADELAIDE   (Australia)

Author keywords

Age groups; Australia; Consumer behaviour; Consumption; Gender; Wines

Indexed keywords

EID: 78751613187     PISSN: 07363761     EISSN: None     Source Type: Journal    
DOI: 10.1108/07363761111101903     Document Type: Article

References (56)

1. Allen, M. (2002), “Patronise Generation Xers at your peril”, Australian & New Zealand Wine Industry Journal, Vol. 17 No. 4, pp. 76-77.
2. Atkin, T., Nowak, L. and Garcia, R. (2007), “Women wine consumers: information search and retailing implications”, International Journal of Wine Business Research, Vol. 19 No. 4, pp. 327-339.
3. Australian Bureau of Statistics (2009), “Australian wine and grape industry”, cat no.1329.0, available at: www.abs.gov.au (accessed 10 November 2009).
4. Barber, N., Almanza, B.A. and Donovan, J.R. (2006), “Motivational factors of gender, income and age on selecting a bottle of wine”, International Journal of Wine Marketing, Vol. 18 No. 3, pp. 218-232.
5. Barber, N., Dodd, T. and Ghiselli, R. (2008), “Capturing the younger wine consumer”, Journal of Wine Research, Vol. 19 No. 2, pp. 123-141.
6. Bastian, S., Bruwer, J., Li, E. and Alant, K. (2005), “Wine consumers and makers: are they speaking the same language?”, The Australian & New Zealand Grapegrower & Winemaker, No. 496, December, pp. 82-86.
7. Batt, P.J. and Dean, A. (2000), “Factors influencing consumers’ decision”, The Australian and New Zealand Wine Industry Journal, Vol. 15 No. 4, July-August, pp. 34-41.
8. Bruwer, J. (2002), “Marketing wine to Generation-X consumers through the tasting room”, The Australian & New Zealand Grapegrower & Winemaker, No. 467, December, pp. 67-70.
9. Bruwer, J. (2004), “The love affair of Generation-X consumers with the winery tasting room”, The Australian & New Zealand Grapegrower & Winemaker, No. 491, pp. 19-24.
10. Bruwer, J. (2007), “Exploring some male-female consumer dynamics in the domestic wine market”, The Australian & New Zealand Grapegrower & Winemaker, No. 527, December, pp. 106-8.
11. Bruwer, J. and Johnson, T. (2005), The Drivers of On-premise Beverage Selection in Australia, research report, Australian Wine and Brandy Corporation, Adelaide, June.
12. Bruwer, J. and Li, E. (2007), “Wine-related lifestyle (WRL) segmentation: demographic and behavioural factors”, Journal of Wine Research, Vol. 18 No. 1, pp. 19-34.
13. Bruwer, J., Li, E. and Reid, M. (2002), “Segmentation of the Australian wine market using a wine-related lifestyle approach”, Journal of Wine Research, Vol. 13 No. 3, pp. 217-242.
14. Bruwer, J., Li, E., Bastian, S. and Alant, K. (2005), “Consumer household role structures and other influencing factors on wine buying and consumption”, The Australian & New Zealand Grapegrower & Winemaker, No. 503, December, pp. 50-58.
15. Chaney, I.M. (2000), “External search effort for wine”, International Journal of Wine Marketing, Vol. 12 No. 2, pp. 5-21.
16. Charters, S. and Pettigrew, S. (2007), “The dimensions of wine quality”, Food Quality and Preference, Vol. 18 No. 4, pp. 997-1007.
17. Charters, S., Lockshin, L. and Unwin, T. (2000), “Consumer responses to wine back labels”, The Australian and New Zealand Wine Industry Journal, Vol. 15 No. 3, pp. 94-101.
18. Euromonitor (2007), Marketing to the Young Ones (18-26s), research report, Euromonitor International, Chicago, IL, September.
19. Fuhrman, J. (2001), “Red or white: like day or night?”, San Francisco Chronicle, 2 February.
20. Gelinard, E. (2008), “A matter of taste”, Sydney Morning Herald, 11 March, p. 8.
21. Hall, J., Lockshin, L. and O'Mahony, B. (2001), “Wine attributes and consumption occasions: an investigation of consumer perceptions”, Australian and New Zealand Wine Industry Journal, Vol. 16 No. 6, pp. 109-114.
22. Harris Interactive (2009), “Almost three in five Americans are wine buyers”, The Harris Poll, No. 12, February.
23. Higgins, K.T. (1998), “Generational marketing”, Marketing Management, Vol. 7 No. 1, Fall, pp. 1-6.
24. Hoffman, C.A. (2004), “When consumers buy wine, what factors decide the final purchase?”, Australian and New Zealand Wine Industry Journal, Vol. 19 No. 2, pp. 82-91.
25. Jaeger, S.R., Danaher, P.J. and Brodie, R.J. (2009), “Wine purchase decisions and consumption behaviours: insights from a probability sample drawn in Auckland”, New Zealand, Food Quality and Preference, Vol. 20 No. 2, pp. 312-319.
26. Jaeger, S.R., Danaher, P.J. and Brodie, R.J. (2010), “Consumption decisions made in restaurants: the case of wine selection”, Food Quality and Preference, Vol. 21 No. 4, pp. 439-442.
27. Juergens, J. (2005), “Men are from Zin, women are from Pinot”, Oxford Town Wines, June, available at: wineloverspage.com.
28. Keown, C. and Casey, M. (1995), “Purchasing behaviour in the Northern Ireland wine market”, British Food Journal, Vol. 97 No. 1, pp. 17-20.
29. Kotler, P., Brown, L., Adam, S. and Armstrong, G. (2007), Marketing, 7th ed., Pearson Education, Sydney.
30. Lacey, S., Bruwer, J. and Li, E. (2009), “The role of perceived risk in wine purchase decisions in restaurants”, International Journal of Wine Business Research, Vol. 21 No. 2, pp. 99-117.
31. Lee, S-J. and Lee, K-G. (2008), “Understanding consumer preferences for rice wines using sensory data”, Journal of the Science of Food and Agriculture, Vol. 88 No. 4, pp. 690-8.
32. Lesschaeve, I. (2007), “Sensory evaluation of wine and commercial realities: review of current practices and perspectives”, American Journal of Enology and Viticulture, Vol. 58 No. 2, pp. 252-8.
33. Lewis, D. (2004), “Plied with wine yet women don't fall for sweet talk”, Sydney Morning Herald, 1 March.
34. Low, S. (2001), “One for the Ladies”, Wine International, 1 November.
35. Miller, B. and Bruwer, J. (2006), “Exploring gender differences in sensory preferences in wine”, The Australian & New Zealand Grapegrower & Winemaker, No. 515, December, pp. 66-69.
36. Mueller, S., Lockshin, L., Saltman, Y. and Blanford, J. (2009), “Message on a bottle: the relative influence of wine back label information on wine choice”, Food Quality and Preference, Vol. 21 No. 1, pp. 22-32.
37. Murphy, H.L. (1999), “Xers vintage point”, Marketing News, Vol. 33 No. 5, pp. 1-2.
38. Norris, L. and Lee, T. (2002), “How do flavour and quality of wine relate?”, Research Paper for Flavour Sense and E.J. Gallo Winery, Modesto, CA.
39. Olsen, J.E., Thach, L. and Nowak, L. (2007), “Wine for my generation: exploring how US wine consumers are socialized to wine”, Journal of Wine Research, Vol. 18 No. 1, pp. 1-18.
40. Ritchie, C. (2009), “The culture of wine buying in the UK off-trade”, International Journal of Wine Business Research, Vol. 21 No. 3, pp. 194-211.
41. Robinson, J. (2004), “A woman's place is in the cellar”, San Francisco Chronicle, 8 July.
42. Saad, L. (2009), “Drinking habits steady amid recession”, Gallup Poll, 14-17 June.
43. Saliba, A.J., Bullock, J. and Hardie, W.J. (2009), “Consumer rejection threshold for 1,8 cineole (eucalyptol) in Australian red wine”, Food Quality and Preference, Vol. 20 No. 2, pp. 500-4.
44. Saliba, A.J., Wragg, K. and Richardson, P. (2009), “Sweet taste preference and personality traits using a white wine”, Food Quality and Preference, Vol. 20 No. 3, pp. 572-5.
45. Sbrocco, L. (2003), “Marketing wine to women: what companies are doing to reach the majority of America's wine consumers”, Wine Business Monthly, 15 October.
46. Schamberg, A. (2002), “Battle of the sexes plays out in wine”, Milwaukee Journal Sentinel, 18 August.
47. Spawton, A.L. (1989), “Grapes and wine seminar – prospering in the 1990s: changing your view of the consumer”, European Journal of Marketing, Vol. 23 No. 9, pp. 6-48.
48. Spawton, A.L. (1990), “Marketing planning for wine”, International Journal of Wine Marketing, Vol. 2 No. 2, pp. 19-31.
49. Thach, E.C. and Olsen, J.E. (2006), “Market segment analysis to target young adult wine drinkers”, Agribusiness, Vol. 22 No. 3, pp. 307-322.
50. Thompson, K.E. and Vourvachis, A. (1995), “Social and attitudinal influences on the intention to drink wine”, International Journal of Wine Marketing, Vol. 7 No. 2, pp. 35-45.
51. Thorngate, J.H. (1997), “The physiology of human sensory response to wine: a review”, American Journal of Enology and Viticulture, Vol. 48 No. 3, pp. 271-9.
52. Veale, R. (2008), “Sensing or knowing? Investigating the influence of knowledge and self-confidence on consumer beliefs regarding the effect of extrinsic cues on wine quality”, International Journal of Wine Business Research, Vol. 20 No. 4, pp. 352-366.
53. Wenzel, K. (2005), “Women purchase wine based on taste”, Tribune-Review, 4 May.
54. Wine Market Council (2009), The US Wine Market – Consumer Trends and Analysis 2008, Wine Market Council, New York, NY.
55. Wright, M.R. (2006), Psychographic Characteristics of the Millennial Generation: Developing a Market Segmentation for Use in the Wine Industry, Capstone Report, University of Oregon, Eugene, OR.
56. Thach, E.C. and Olsen, J.E. (2007), “Wine for my generation: exploring how US wine consumers are socialized to wine”, Journal of Wine Research, Vol. 18 No. 1, pp. 1-18.