Locating Information Gaps in the Personal Selling of Wine

Mrs Genevieve N. Bond‐Mendel · Antonis Constantinou Simintiras

8 citations0/0 files storedInternational Journal of Wine Marketing

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Wine Industry and Tourism Marketing and Advertising Strategies Consumer Market Behavior and Pricing

Abstract

This paper studies the role of personal selling and the salesforce as an information source and the impact potential information gaps in a downstream business chain can have. It offers a conceptual model of information gaps in an on‐licence wine business channel and suggests areas necessitating further research.

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References

1987Developing Buyer-Seller Relationships 1991A Test of Services Marketing Theory: Consumer Information Acquisition Activities 1990Communication Strategies in Marketing Channels: A Theoretical Perspective 1994Price, Product Information, and Purchase Intention: An Empirical Study 1983Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective 1989Marketing Concepts and Strategies 1992Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures 1998International Marketing and Export Management

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2011The influence of emotions displayed and personal selling on customer behaviour intention 2019Sales capabilities in the wine industry: an analysis of the current scenario and emerging trends 2026Understanding organic wine ordering: the roles of wine knowledge, green self-identity, and sommelier guidance

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