Wine packaging: marketing towards consumer lifestyle to build brand equity and increase revenue
by Nelson Barber, D. Christopher Taylor, Cynthia S. Deale
International Journal of Revenue Management (IJRM), Vol. 4, No. 3/4, 2010

Abstract: The wine industry considered product quality as key to increasing competitiveness. However, when wines are perceived quality neutral, regardless of other existing differences, consumers will substitute one wine for another exposing producer to intense price competition. To differentiate wines, a determination of what values consumers place on wine packaging may be established in other dimensions such as environmental or functional benefits with current research suggesting these values go further than quality and price. Linking the techniques of revenue and brand management may provide a winery with revenue growth and customer loyalty. This study examined dimensions of wine packaging equity, benefits wine consumers seek and the motivational preferences and relationships between consumer lifestyles. Results indicated that wine packaging equity originates in four motivational factors that are strong predictors of preferences. Linking dimensions of packaging equity to consumer lifestyle, demographic and behavioural variables allow marketers to tailor communication strategies closely to markets for potential revenue enhancement.

Online publication date: Mon, 11-Oct-2010

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