... in an online situation and also in an initial purchase situation. Sarah Quinton can be contacted at: sequinton@brookes.ac.uk © Emerald Group Publishing Limited 2008 Trust Electronic commerce Wines United Kingdom Consumer behaviour Relationship marketing The international wine...

...Sarah Quinton; Sally Harridge‐March This paper explores the use of interactive marketing by UK on‐line wine providers to discover the extent to which strategic or tactical use is made of the web‐based presence. The four principles of relationship marketing were used as an evaluative framework...

...Michael Beverland Faced with the prospect of over supply, wine exporters are increasingly focused on establishing new markets, particularly in Asia. Recent papers have suggested that relationship‐marketing approaches may be the most successful for establishing wine sales in these markets. Despite...

...Adam Lindgreen The purpose of this paper is to examine whether or not transaction marketing is being employed together with various types of relationship marketing. A classification scheme of contemporary marketing practices (Coviello, Brodie and Munro, 1997) is reviewed, and the need to enrich...

... Relationship Marketing Culture Market Entry ...

... synthesises the findings from two recent conferences and argues that in order to be successful wineries will need to pay more attention to strategies that attract repeat visitors. This requires a relationship marketing strategy. Wine Tourism: A Tale of Two Conferences Michael Beverland Introduction...

.... Results highlight the importance of constant calls, communication, product support and partnering in forming relationships with customers. © MCB UP Limited 1999 New Zealand Wine Industry Selling Relationship Marketing Are Salespeople Relationship Oriented? (And Do They Need...