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

Smyczek, Sławomir; Festa, Giuseppe; Rossi, Matteo; Monge, Filippo

doi:10.1108/bfj-08-2019-0651

Cited by 35 publications

(29 citation statements)

References 38 publications

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“…This is an important consideration given that 37% of potential visitors rely on word-of-mouth recommendations when deciding which winery to visit (Bruwer and Reilly, 2006) and that the role of friends in influencing wine consumption is becoming more significant (Agnoli et al, 2013). Smyczek et al (2020) also emphasised the importance of a positive tastig room experience for the success of direct sales.…”

Section: Wine Tastings and Adoption Of Innovationmentioning

confidence: 99%

A cross-cultural analysis of the motivation factors and profitability of online wine tastings during Covid-19 pandemic

Szolnoki

Lueke²,

Tafel

et al. 2021

BFJ

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PurposeThe pioneers of online wine tastings have set a new standard and introduced an innovative tool that combines various goals: contacting existing and recruiting new customers, entertaining participants and boosting sales. Within the framework of the study, the authors addressed questions such as the reasons for offering online wine tasting, profitability and the basic characteristics and future perspectives of this new interactive online tool.Design/methodology/approachA mixed-methods research was conducted using a sequential exploratory design to analyse online wine tastings during Covid-19 pandemic. First, 40 in-depth interviews in Germany were conducted and, based on these results, a global online survey was undertaken with 1,423 wineries from more than 40 countries.FindingsThe survey results clearly show the effect of Covid-19 on the growing tendency to employ online wine tastings. This tool is about more than just providing entertainment for wine lovers in that it also has a tangible business aspect.Practical implicationsBased on these results, the authors assume that online wine tastings will continue to be offered after the Covid-19 crisis.Originality/valueThis paper offers a situation analysis of the first 10 months of the Covid-19 pandemic in the field of online wine tastings worldwide. The authors conducted a quantitative online survey that built on a qualitative pre-study. Given the fact that no academic paper has been published on the topic, this paper provides first insights on a global scale.

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Section: Wine Tastings and Adoption Of Innovationmentioning

confidence: 99%

A cross-cultural analysis of the motivation factors and profitability of online wine tastings during Covid-19 pandemic

Szolnoki

Lueke²,

Tafel

et al. 2021

BFJ

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“…Bruwer et al (2001) in a pioneering study concluded that even wine tourists with demographic similarities may express essential differences in other segmentation characteristics, such attitudes towards wine, product involvement and knowledge, lifestyles or wine consumption patterns and occasions. Subsequent authors claimed that psychographic segmentation variables can provide a complementary and more solid segmentation basis, by correlating wine consumption and wine tourism with characteristics like visitation motives, lifestyle, activities, personal values and skills (Thach and Olsen, 2004;Getz and Brown, 2006;Galloway et al, 2008;Liu et al, 2015;López-Guzmán, et al, 2016;Fotiadis and Williams, 2018;Smyczek et al, 2020). Corigliano (1996) developed four alternative segments centred on the lifestyles and attitudes of Italian wine tourists.…”

Section: Introductionmentioning

confidence: 99%

Market segmentation for wine tourism: Identifying sub-groups of winery visitors

Nella

Christou²

2021

EJTR

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Notwithstanding the steady development of the international wine tourism industry, accurate relevant information and comparative surveys focusing on primary research appear inadequate in various wine-producing countries. Understanding the wine tourism market is vital for sustaining its further development. In addition to existing typologies for wine tourists, distinctions of winery visitors may provide a valuable tool to help wineries design and implement appropriate marketing tools. Accordingly, the aim of this study was to identify segment characteristics and variations among international and inland wine tourists based on a multinational sample of winery visitors in Greece; differences between experienced and inexperienced visitors, first-time and repeat visitors at a specific winery, individual and group visitors, and men and women were also examined. The empirical study was conducted at 18 wineries in the most significant wine-making areas in Greece, through 1,400 questionnaires forwarded to wineries for distribution among their customers through self-completion. The results confirm the existence of significant dissimilarities between domestic and international visitors in relation to pre-visit behaviour, primary knowledge and loyalty levels towards the winery’s brands, visitation motives, spending attitudes, income, age distribution, perception of the winery experience and future behavioural intentions. Differences among these groups were also identified. The practical implications of the findings are discussed to assist winery managers and other wine tourism stakeholders implement a more customer-centric approach and improve strategic planning.

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“…Key activities of the business model of wine-producing companies consist of production and sale of wine. Some companies expanded their basic business model by incorporating additional business activities, such as the sale of accessory goods and wine tourism activities [35]. They include wine tasting, restaurant and accommodation services, and events.…”

Section: Resultsmentioning

confidence: 99%

The General Concept of the Revenue Model for Sustainability Growth

2020

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Since revenue streams provide financial stability for business development, companies are tasked with conducting an individual revenue model, that ensures their healthy and sustainable growth. Therefore, it is important to take into account the manner of creating revenues. This initiative relates to the revenue generation mechanism which describes how revenue is generated from the offer. Our research aims to find out whether the number of revenue streams (scope of the revenue model) and other financial and production indicators can predict the amount of revenue, as well as which factors can predict the scope of the revenue model. Concurrently we have focused on analyzing the sources of revenue streams and have selected key business variables in the wine producing industry. This sector had been selected as there is a significant difference between revenue streams based on manufacturing and those based on tourism activities. This concept was created by using theoretical knowledge about the value, pricing and segmentation. The goal of our research article was to design the General Concept of the Revenue Model and to identify variables with a strong influence on it. Results of the multiple linear regression analysis confirmed the significant influence of particular predictors on the scope of the revenue model, whereby the model explains up to 80% of the variance.

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

Cited by 35 publications

References 38 publications

A cross-cultural analysis of the motivation factors and profitability of online wine tastings during Covid-19 pandemic

A cross-cultural analysis of the motivation factors and profitability of online wine tastings during Covid-19 pandemic

Market segmentation for wine tourism: Identifying sub-groups of winery visitors

The General Concept of the Revenue Model for Sustainability Growth

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