Differential effects of brand, ratings and region on willingness to pay: a hedonic price approach

Cuellar, Steven S.; Claps, Marianna

doi:10.1080/09571264.2013.766160

Cited by 26 publications

(25 citation statements)

References 16 publications

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“…US consumers were found to attach very high value to expert quality ratings, especially at the high end of the market, where the importance of other factors decreases (Schroeter et al, 2011;Cuellar & Claps, 2013). This justifies efforts to improve classifications, especially in the ultra premium category.…”

Section: Discussionmentioning

confidence: 99%

“…The data were obtained from the magazine Wine Spectator (2012), which offers a database that has been widely used in other studies (Troncoso & Aguirre, 2006;Miller et al, 2007;San Martín et al, 2008;Cuellar & Claps, 2013;Lee & Sumner, 2013). The digital edition of Wine Spectator includes more than 290,000 wine ratings covering all the main wineproducing countries, and including 12,500 Spanish wines.…”

Section: Methodsmentioning

confidence: 99%

“…This explains the widespread use of hedonic price models to determine the relative importance of the intrinsic characteristics of wine 1 . Some studies are focused on traditional markets, such as France (Landon & Smith, 1997;Lecocq & Visser, 2006;Ali & Nauges, 2007;Cardebat & Figuet, 2009;Carew & Florkowski, 2010), Italy (Brentari et al, 2011 and2015;Caracciolo et al, 2013;Roma et al, 2013;Levaggi & Brentari, 2014;Cacchiarelli et al, 2014) or Germany (Schamel, 2003), as well as new producers, such as Australia (Oczkowski, 1994(Oczkowski, , 2015Steiner, 2004;Davis & Ahmadi-Esfahani, 2005), New Zealand (Bicknell et al, 2005;Bicknell & MacDonald, 2012), US (Yang et al, 2012;Cuellar & Claps, 2013;Delmas & Grant, 2014), Chile (Melo et al, 2005;Troncoso & Aguirre, 2006;Ortuzar & Alfranca, 2010) or Argentina (San Martin et al, 2008;Estrella, 2014).…”

Section: Introductionmentioning

confidence: 99%

“…appellations. Distinct preferences within the price categories considered could support the usefulness of customer segment-based promotion strategies (Cuellar & Claps, 2013). The Wine Spectator database contained data from various Spanish wineproducing regions.…”

mentioning

confidence: 99%

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Spanish wines in the US market: What attributes do US consumers look for in Spanish wines?

Areta¹,

Azcaráte

Apezteguía

2018

Span. j. agric. res.

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This paper analysed the impact of different attributes in Spanish quality wines on United States (US) demand behaviour. A hedonic price model was estimated in order to assess the values that US consumers give Spanish wines. The main results showed that the most influential factor on sale price was aging, which had a positive impact. US consumers valued the quality ratings provided by experts, especially in the upper price categories. The year of vintage and size of the winery were considered medium importance factors in decision-making, with the latest vintages and the smallest wineries receiving the highest ratings. Geographical origin (appellation) helped to explain consumer preferences. Although colour was the least important attribute in consumers' purchase decisions, red wines were the most highly rated in this attribute.

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Section: Discussionmentioning

confidence: 99%

Section: Methodsmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

mentioning

confidence: 99%

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Spanish wines in the US market: What attributes do US consumers look for in Spanish wines?

Areta¹,

Azcaráte

Apezteguía

2018

Span. j. agric. res.

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“…For these reasons, communicating the experience of hedonic goods involves a large portion of the retail marketing strategy, such as managing asymmetric information (Akerlof 1970;Nelson 1970) and resolving this asymmetry through the use of price and advertising (Milgrom and Roberts 1986;Nelson 1974), warranties (Grossman 1981), and expert opinion (Cuellar and Claps 2013;Eliashberg and Shugan 1997;Reinstein and Snyder 2005).…”

Section: Literature Reviewmentioning

confidence: 99%

QR Code and the Wine Sector: What Contents? An Exploratory Research Study on the Wine Industry

Acuti

Magherini

Mazzoli

et al. 2017

Business Models and ICT Technologies for the Fashion Supply Chain

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This paper presents an explorative analysis of the contents shared through QR codes as a tool of proximity marketing. The aim of the research is to identify the most common links shared through the QR code technology, in order to investigate the use of this tool from a marketing point of view. Moreover, the research explores the main aspects of the communications related to the contents shared through QR codes. Specifically, the authors focus on hedonic aspects and functional ones. Finally, the research aims at identifying preliminary best practices in the use of QR code technology. Due to the widespread use of this tool in the sector, the research focuses on the wine industry, as one of the most involved with QR code practices. The study adopts a qualitative approach based on a content analysis of 91 wine labels. Considering the importance of this integrated communication, the purpose of this explorative analysis is to deduce implications that enable managers to master the use of this tool, exploiting all its potential.

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A long‐term archival analysis of social influence on online wine evaluations: Effects of consensus and expertise

Gökçekuş

Gokcekus

Hewstone

2023

Community & Applied Soc Psy

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When forming opinions, people often rely on the behaviours and beliefs of others; this phenomenon has been understood by social psychologists as ‘social influence’. Online evaluations of goods provide a naturalistic context in which to investigate social influence. We collected information from 20,397 notes about 209 wines posted on a wine social networking site over the course of 10 years to examine the social influence on wine evaluations. Our analyses provide evidence for both normative and informational social influence on online wine evaluations. However, normative influence outweighs the effect of judgements made by experts. The influence of prior evaluations is strongest for the first few individuals who post their notes, and social influence increases as a function of source uniformity. Furthermore, expert members' evaluations are not more influential than other individuals' evaluations. Our results provide evidence for significant effects of social influence in an applied setting, impacting wine consumers that are exposed to the opinions of others, and have implications for how goods are advertised online. Please refer to the Supplementary Material section to find this article's Community and Social Impact Statement.

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Differential effects of brand, ratings and region on willingness to pay: a hedonic price approach

Cited by 26 publications

References 16 publications

Spanish wines in the US market: What attributes do US consumers look for in Spanish wines?

Spanish wines in the US market: What attributes do US consumers look for in Spanish wines?

QR Code and the Wine Sector: What Contents? An Exploratory Research Study on the Wine Industry

A long‐term archival analysis of social influence on online wine evaluations: Effects of consensus and expertise

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