Performance Indicators in the Wine Supply Chain Context: a Framework for Explanation and Action

Saglietto, Laurence; Fulconis, François; Paché, Gilles; Forradellas, Raymundo

doi:10.4000/rei.6422

Cited by 4 publications

(3 citation statements)

References 69 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Importer buyers are aware of their customers’ emerging desires and will therefore attempt to include in their assortment new products that correspond to these trends and expectations (Saglietto et al , 2016). A primary goal of innovation is to enhance profitability, which depends on satisfying customer needs better or more efficiently than competitors (Hauser et al , 2006).…”

Section: Literature Reviewmentioning

confidence: 99%

“…Importers and assortment decisions Importers represent the fundamental actors of the international supply chain. They create assortments by buying goods from manufacturers exporting abroad and becoming responsible for the reception, storage, inventory management and dispatching finished goods in their local markets (Saglietto et al, 2016). However, the relationship between exporters and importers (E-I) is far from simple.…”

Section: Literature Reviewmentioning

confidence: 99%

See 1 more Smart Citation

Effects of country of origin and importers’ innovativeness in new product trials

Pegan

Reardon

Vianelli

2022

JBIM

View full text Add to dashboard Cite

Purpose The purpose of this study is to seek to investigate whether and how country of origin (COO) cues – category-country image (CCI) and typicality – and importers’ domain-specific innovativeness (DSI) influence importers’ propensity to the trial new value and premium products. Moreover, it aims to understand whether and how the relationship between the COO effect and industrial purchase intentions is moderated by importers’ propensity to innovate (DSI). Design/methodology/approach International importers completed a quantitative online survey. Factor analysis was used to summarize the latent constructs into orthogonal scores. General linear modeling was applied to the scores to test the hypotheses. Findings The results indicate that importers’ propensity to trial value products is directly influenced by CCI and importers’ DSI. For premium products, typicality has a positive effect on their propensity to trial. Also, CCI and DSI have positive effects on the trial of value products, and the effect is more pronounced than for premium products. Importers’ DSI positively moderates CCI in premium product trials, while it negatively moderates typicality in value products. Practical implications This research provides important managerial implications for practitioners seeking to increase foreign sales, strengthening importers’ product perceived value through COO cues. Exporters should distinguish between value and premium products and, in the selection of international channel partners, they must be attentive to importers’ personal characteristics, such as their propensity to innovate. Exporters selling value products should communicate CCI more clearly and, when targeting innovative importers, opt for atypical products instead of traditional ones. For premium products, which require more complex decisions, exporters should especially underscore product typicality and, with innovative importers, emphasize positive CCI. Originality/value By focusing on the two critical issues of product selection and price levels, this study’s original contribution is to emphasize that, for the same product category, in industrial purchasing decisions of value versus premium products, the COO effect can be different. It also highlights the importance of investigating the COO effect by concentrating on industrial buyers’ personal characteristics, here the DSI of importers, as moderating variables.

show abstract

Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

Effects of country of origin and importers’ innovativeness in new product trials

Pegan

Reardon

Vianelli

2022

JBIM

View full text Add to dashboard Cite

show abstract

“…The numerousness and the osmosis between several factors is also confirmed in the recent US study by Gilinsky et al (2018) dedicated to the management characteristics of the strategic drivers of the leading companies in the Italian wine sector. As well as the article by Saglietto et al (2017) that proposed an original action plan on the results obtained from the analysis conducted on the sector performance indicators.…”

Section: Literature Review and Research Hypothesesmentioning

confidence: 99%

Economic assets and financial performance of Italian wine companies

Migliaccio

Tucci

2019

IJWBR

View full text Add to dashboard Cite

Purpose This study aims to investigate, by means of a balance sheet analysis, the equilibrium and capital, financial, economic and income dynamics of Italian wine producers, during and after the international economic crisis (2008-2017). Therefore, three research questions arise: What was the evolution of the main financial indicators and margins? Did the companies that survived the crisis increased their profitability? Have these companies changed their financial and economic balance sheets? Design/methodology/approach It was analyzed the balance sheets of a medium–large companies sample. The study describes the evolution of three income indices (return on equity compared to the average interest rate on government bonds, return on investment compared to the average rate on loans, return on sales), three asset margins (structural margin, net working capital and treasury margin) and four financial ratios (acid ratio, current ratio, leverage and index of financial dependence). The results were graphically represented, also with the use of interpolation curves. Findings After the crisis, the sector shows increasing profitability. However, from the balance sheet analysis and the trend of the financial indices, there is a strong imbalance and excessive levels of stocks. Furthermore, the debt situation is excessive: the predominant presence of third-party financing would require enormous recapitalizations and probably an increase in self-financing, which is possible thanks to the constantly growing profitability. Research limitations/implications The study takes into consideration only the companies that survived the crisis, therefore, presumably the stronger ones. Moreover, more ratios should be considered to have a more complete picture. It is a uniquely quantitative study based exclusively on the balance sheets data that neglect other important economic factors. Practical implications Public policies could use this study for better intervention decisions in support of agricultural and agro-industrial activities. Credit policy above all should consider the results of this research, requesting urgent consideration of possible capitalization warranting the access to regulated financial markets. Besides, internal management may compare company outcomes with average sector outcomes to identify improvement prospects. These kinds of studies are advisable for education and training. Social implications The careful economic and financial analysis of the sector favors the relaunching strategies of the Italian wineries in which many employees work. Supporting companies favors employment, constant incomes for workers’ families along the entire supply chain, from the production of grapes to consumption. A solid sector guarantees development and social and economic well-being. Originality/value The study contributes to the literature by providing a quantitative method of analysis of the sector, through the comparative information taken from the balance sheets. Therefore, it expands managerial and accounting knowledge on an important sector for the Italian and world economy.

show abstract

Questioning the business model of sustainable wine production: The case of French “Vallée du Rhône” wine growers

Lichy

Kachour

Stokes

2023

Journal of Cleaner Production

View full text Add to dashboard Cite

Performance Indicators in the Wine Supply Chain Context: a Framework for Explanation and Action

Cited by 4 publications

References 69 publications

Effects of country of origin and importers’ innovativeness in new product trials

Effects of country of origin and importers’ innovativeness in new product trials

Economic assets and financial performance of Italian wine companies

Questioning the business model of sustainable wine production: The case of French “Vallée du Rhône” wine growers

Contact Info

Product

Resources

About