... is stronger for those who made a purchase. The study is conducted in one country among a small number of buyers, which limits its generalisability. Practical implications The results and implications of this research can be used by retailers and wine companies to make more informed decisions about free...

... sources could help retailers prioritize their communication methods in US stores. Store personnel, servers, sommeliers, and winery personnel should be well‐prepared to answer questions and make recommendations. Originality/value Women buy 80 percent of the wine sold in the USA. This study helps...

...J.E. (Joe) Barth Purpose The purpose of this paper is to show that new‐style retail wine stores with features such as tasting rooms, lecture theatres and demonstration kitchens used to educate and engage customers have better retail efficiency than old‐style stores. Design/methodology/approach...

...Joseph Fattorini Whilst the phenomenon of the “wine snob” has been recognized for some years, particularly in the public imagination, the active use of wine “snobbery” to promote sales by retailers, particularly high street chains, has been avoided. This article discusses an apparent change...