... Relationship marketing The international wine market has been experiencing rapid and substantial change in customer demand, strategic direction of wine producing countries and the global distribution networks. Academic research has been relatively slow to investigate and document these changes...

...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...

..., as is the need for specific further research into market structure. Strategy Wine China Relationship Marketing Culture Market Entry © MCB UP Limited 2001 Market Entry Strategies for Western Produced Wine into the Chinese Market by Phil Bretherton, Unitec Institute of Technology, Auckland, New...

...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...

... 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 Surrey Rutherglen Repeat Customers Relationship Marketing...

.... 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...