12 pages, via online journal, This study, underpinned by the Resource-Based View and its association with the Relational View, contributes to the existing cross-disciplinary literature involving economic geography, tourism and marketing by extending the current understanding of the relationship between firms' value co-creation activities and sales performance in the context of rural wine producing firms. Specifically, by investigating how a firm's competitor orientation (possessing and acting upon knowledge of competitors) affects the relationship between firms' capabilities to engage in value co-creation activities and sales performance. This investigation utilises a multi-level qualitative investigation within small-to-medium-sized, New Zealand wine producers engaging in various value co-creation activities (wine hospitality and tourism such as accommodation and restaurants through to wine sales, including at cellar doors). The methods employed involved 40 interviews across 20 businesses; observations of cellar door employees in all 20 firms; and collection of archival data. The findings reveal that by having a high degree of a competitor orientation, the enhanced value co-creation activities can help individual companies improve sales performance and support cluster sustainability, including via repeat tourism. However, results vary among competing businesses based on the product-markets served, where illustrations of potential tensions highlight the need for the management of complementary relationships, within and across clusters (the latter typically being to serve overseas markets). This study consequently offers new unique insights that explain strategies affecting not just an individual firm's performance, but also, the sustainability of other businesses.
11 pages., via online journal., Consumer surveys revealed positive attitudes towards organic wine in large consumer segments. Health, environmental and quality benefits were stated most often as drivers for purchase decisions. However, sales data show that the market share for organic wine is still far below 10% compared to the total wine market in all countries. Obviously, there is a gap between consumers’ attitudes and real purchase behaviour in daily decisions. So far, it is not clear whether there is congruence between consumers’ attitudes and their purchase behaviour and if the attitude-behaviour-gap differs among consumer segments. Consequently, the paper at hand explores the attitude-behaviour-gap with household panel data from the GfK Group by means of a cluster analysis. The results show that even though expenditure shares for organic wine were at a low level, attitudes were in line with purchase behaviour for five out of six clusters. For example, consumers who had the highest expenditure share for organic wine showed strong pro-environmental attitudes and a preference for sustainable products. Therefore, comprehensive communication about sustainability issues, which also includes social aspects, could help to further develop the organic wine market and lead to higher market shares. However, for the low-income consumer cluster, the price of organic wine seemed to be an effective barrier despite their positive attitudes towards environmentalism. Future studies need to consider that the extent of the attitude-behaviour-gap is segment specific.
Buciega Arevalo, Almudena (author), Esparcia Perez, Javier (author), and Ferrer San Antonio, Vincente (author)
Format:
Book chapter
Publication Date:
2010
Published:
Spain
Location:
Agricultural Communications Documentation Center, Funk Library, University of Illinois Document Number: C36979
Notes:
Pages 215-236 in Maria Fonte and Apostolos G. Papadopoulos (eds.), Naming food after places: food relocalisation and knowledge dynamics in rural development. Ashgate Publishing Ltd., Surrey, England. 285 pages.
Fiore, Mariantonietta (author), Silvestri, Raffaele (author), Contò, Francesco (author), Pellegrini, Giustina (author), and Department of Economics, University of Foggia, Largo Papa Giovanni Paolo II, 1, Foggia, Italy
Department of Economic Science, University of Bari, Largo Abbazia Santa Scolastica 53, Bari, Italy
Format:
Journal article
Publication Date:
2017-01-20
Published:
Italy: Elsevier Ltd.
Location:
Agricultural Communications Documentation Center, Funk Library, University of Illinois Box: 162 Document Number: D08100
