Grape grower and winery relationships: a segmentation approach

Simon A. Somogyi

8 citations0/0 files storedInternational Journal of Wine Business Research

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Wine Industry and Tourism Customer Service Quality and Loyalty Agriculture and Agroindustry Studies

Abstract

Purpose – This paper aims to discuss a study that investigated the relationship between grape growers and wineries in Australia. The results of the study led to the formulation of market segments which provided a better understanding of the relationship. Design/methodology/approach – Quantitative data were collected through an online survey, distributed to grape growers in all states of Australia. A total of 396 valid responses were obtained. Findings – Cluster analysis highlighted three segments based on relational variables such as relationship quality and power and details of the grape growers' business and trading relationships. The paper showed that grape growers attained higher levels of relationship quality and power if they resided in cool climate wine regions, had short-term relationships with wineries and were in relationships with small and medium enterprise (SME) wineries. The paper also highlighted the interaction of relational variables and the price that a grower received for their grapes. Research limitations/implications – The research was limited in terms of its geographic context. Future research could involve a wider geographic study based on the constructs used in this research and also focus on the winery perspective of the relationship in order to gain a dyadic perspective. Practical implications – The Australian wine industry is experiencing difficult economic conditions. The paper has highlighted relationships that may not be sustainable and certain growers that may require assistance from government and wine industry peak bodies. Originality/value – This paper presents a quantitative exposition of Australian grape grower and winery relationships that takes into account relational variables and trading and business details.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 8 citations exist upstream.

References

1979Review of Psychometric theory (2nd ed.).1987Developing Buyer-Seller Relationships 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships 1962Power-Dependence Relations 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective 1989Determinants of Continuity in Conventional Industrial Channel Dyads 1984The Theory of Power and Conflict in Channels of Distribution 1998A Communication-Based Marketing Model for Managing Relationships

Cited by

2018Entrepreneurial women’s networks: the case of D’Uva – Portugal wine girls 2020Social Economy, Environmental Proactivity, Eco-Innovation and Performance in the Spanish Wine Sector 2024Revealed strategies in wineries’ grape supply: the case of the Canary Islands

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.