Article2009

The culture of wine buying in the UK off‐trade

84 citations0/0 files storedInternational Journal of Wine Business Research

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Wine Industry and Tourism Consumer Behavior and Marketing Influence Consumer Behavior in Brand Consumption and Identification

Abstract

Purpose The UK wine market is one of the largest in the world. The purpose of this paper is to investigate current social and cultural influences affecting the buying behaviour of UK wine consumers within off‐trade environments. Design/methodology/approach Three stakeholder groups involved in the provision and sale of wine in the UK are identified. Data gathered from these stakeholders, via semi‐structured interviews, are used to classify groups of UK wine consumers and to develop a question schedule for a series of six wine consumer focus groups. Findings The results show that intended usage and or consumption situation have significant influence upon purchasing behaviour. The purchase decision is further influenced by whether intended usage is to be private or public. Significant gender differences are identified; wine buying is often perceived as a predominantly male role although more women actually buy more wine. Differences in low involvement and novice behaviours are identified. Research limitations/implications The sample population used was small and may not be representative quantitatively. However the use of focus groups enabled the gathering of significant qualitative data. Practical implications As a mature, sophisticated wine market, wine purchasing and consumption in the UK has become so incorporated into lifestyle that the consumption context drives purchasing behaviour whether overtly or covertly. Understanding the context of presumed use enables better understanding of consumer behaviour to be developed. Originality/value This study suggests that whilst high and low involvement market segments can be, and have previously been, identified these are artificial and fluid constructs since most wine consumers utilise a range of behaviours.

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References

1967The Social Construction of Reality 2002Segmentation of the Australian Wine Market Using a Wine-Related Lifestyle Approach 1989Risk Reducing Strategies Used in the Purchase of Wine in the UK 2007Wine-Related Lifestyle (WRL) Market Segmentation: Demographic and Behavioural Factors 2007Wine for My Generation: Exploring How US Wine Consumers are Socialized to Wine 2007Women wine consumers: information search and retailing implications 2004The Post‐visit Consumer Behaviour of New Zealand Winery Visitors 2000Factors influencing the consumer's decision.

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