Techniques to Increase Impulse Wine Purchases in a Restaurant Setting

Tim H. Dodd

43 citations0/0 files storedJournal of Restaurant & Foodservice Marketing

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Wine Industry and Tourism Consumer Market Behavior and Pricing Consumer Retail Behavior Studies

Abstract

The purpose of this study is to examine the influence of menus and personal selling techniques by the wait-server staff on wine sales in a restaurant setting. The results of previous research, that found wine to be an impulse purchase, were supported by this research. The study found that placing wine on the food menu will have a significant impact on wine sales.

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1987The Buying Impulse 2010The Fundamentals of Marketing

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2011Determinants of restaurant's owners/managers selection of wines to be offered on the wine list 2012Contemporary lifestyles: the case of wine 2013Impulse Buying in Restaurant Food Consumption 2004Contemporary lifestyles: the case of wine 2016Food–Wine Pairing Suggestions as a Risk Reduction Strategy 2022The effect of menu design on consumer behavior: A meta-analysis 2016Restaurants and the single-serve wine by-the-glass conundrum: Risk perception and reduction effects 2009Wine list engineering: categorization of food and beverage outlets

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