Armando Maria Corsi

University of Adelaide · Adelaide Business School

One of the issues facing any food or beverage export sector is describing the sensory characteristics of products using local, meaningful terminology. This task is further complicated when the food or beverage is relatively new to the importing country, as the descriptive words from the original country may not have the same meaning in the new coun...

Sensory science and marketing are two disciplines, which measure and predict consumer preferences towards product features. However, while sensory science mainly deals with intrinsic product characteristics (i.e. sensory attributes), marketing focuses mainly on extrinsic product characteristics, such as packaging, price, and communication. The purp...

Purpose – This study aims to test whether the attributes developed via qualitative or conceptual approaches link to the concept of luxury when measured using a quantitative approach. Given the critical role price has in the definition and identification of luxury products, this research measures whether the use of different attributes is exclusivel...

Meat is expensive to produce, making it is essential to understand the importance consumers pay to different meat cuts. Previous research on consumers' meat choices has mainly focused on meat species, while consumer preferences for meat cuts has so far only received limited interest. The aim of this study is to shed some light into this relatively...

This paper summarises the main findings concerning consumer behaviour for wine published in academic journals in the last ten years and provides some suggestions about strategic research directions to take in the next few years. One major finding was that few new or novel findings are occurring in some areas: the role of price, brand, region, grape...

Ascertaining wine tourists' relationship with wine regions, as an outcome of their travel experiences, is an essential element in the longevity of continued consumer-region relationships. However, evaluating this relationship has seen discrepancy with scholars investigating, for example, satisfaction, loyalty and/or behavioural intentions. Moreover...

This study proposes an approach for bridging the gap between B2B and B2C research by showing how a method commonly used to understand consumer preferences – Discrete Choice Experiments (DCEs) – can be applied to examine choice drivers in a B2B context. Few studies have analysed consumer choices and, simultaneously, whether trade operators' choices...

The role of the catalog in retail advertising remains important, even as advertising is gradually shifting to digital formats. The overarching objective of this study is to synthesize current practices in supermarket catalogs, identify key trends in content, composition, format, and layout, and compare results across countries. This paper investiga...

Is wine consumption the most rewarding experience? Although the question seems moot, one may recognize the quality of the wine experience. First, wine consumption is often described as an aesthetic experience (Charters and Pettigrew 2005). Second, because of its hedonic dimensions, wine consumption also represents a gratifying sensory experience (H...

Fifty years ago, Gerald Goodhardt's analysis of audience duplication across television programs led to the discovery of the Duplication of Viewing law. This law was then extended to describe and predict customer sharing within product categories: the Duplication of Purchase Law. Many replications and extensions documented the law‐like status of thi...

Supermarket catalogues (also known as store flyers or circulars) are a popular retail tool for influencing shoppers’ behaviour and increasing store sales. Past research has documented varying effects of catalogue promotions on consumer behaviour, but it has not focused specifically on the psychographic and behavioural characteristics of catalogue u...

This study aims to explore how common new product failure is in consumer packaged goods (CPG) categories and investigate the conditions in which the new product failure rate varies. This study analyzes 83,719 new stock-keeping units (SKUs), which were introduced over 8 years (2002–2009) across 31 CPG categories in the USA. Failure is the permanent...

While there has been plenty of research around family firm governance and management, less is known about the way in which family firm image is perceived by consumers. This research aims at filling the gap by investigating the chained links between family firm status and image, and the key brand elements identified by extant literature. The hypothe...

This paper investigates the relationship between the choice drivers for wine among Chinese consumers with their personal values, using two sets of Best-Worst Scaling data. We first provide a ranking of the personal values and wine choice drivers of the population at hand. We then classify the respondents in terms of their choice drivers by means of...

Wine consumption can help improve one's social image. Given this social aspect of wine, we predict that because individuals who are high in narcissism strive for social admiration, wine represents a product of choice for them. In Study 1 (N = 654), we show that for narcissistic people, wine is associated with greater social attractiveness, which in...

This study shows that the impact of advertising on consumer memory can be observed using mental availability (MA) metrics. Four MA metrics are used to measure the effect of advertising on a brand’s mental availability, with the results showing that in the majority of cases, MA metrics are greater among both brand users and non-users who are aware o...

The purpose of this study is to examine consumers' reactions to the introduction of nutrition and ingredient labelling for wine, a product that is so far still exempt from mandatory nutrition and ingredient labelling. It also analyses the effect of positive and negative information about the use of ingredients in wine on consumers' choice. Represen...

Purpose The purpose of this paper is to present seven mega-topics wine business researchers could collaborate on to help the global wine industry better cope with changes occurring across the world. Design/methodology/approach The first six of these topics emerged at a strategy planning session held in Australia in July 2019, and one more topic of...

It is often believed that the way consumers purchase wine differs from the way they purchase other fast-moving consumer goods (FMCG). This review tests this claim by summarising over 15 years of investigation of actual consumer purchases of wine in Australia, Belgium, Italy, Germany, France, the UK and the US, in both the off-trade and online marke...

By disentangling the static and dynamic components of a latent growth model, this study demonstrates how tourists' mere presence may influence the evaluation of the destination's products because of the halo effect of their perceived destination image. The results show that destination image positively influenced product evaluations. However, while...

Wine is complex alcoholic beverage composed of a wide array of sensory and product attributes. Therefore, while wine is an interesting product to research consumer preferences for, there are a series of academic and practical challenges one needs to take into account. The purpose of this chapter is threefold. First, the chapter explains the reason...

Purpose This study aims to investigate the relationship between organizational systems, market orientation, family culture and the long-term business performance of family businesses in the wine sector in three countries. Design/methodology/approach A survey by questionnaire was undertaken with 123 wineries in Australia, Germany and Italy. Multipl...

This study proposes an alternative approach to the usual cognitive investigation of the purchasing behaviour for food products by country-of-origin (COO). The new approach is based on two well-known behavioural models: the Negative Binomial Distribution and the Dirichlet model. Using two large datasets of actual purchasing of COOs of wine and butte...

We present a study of consumer preferences for information in wine purchases. Consumers are presented with extra information in the form of qualitative product descriptions and quantitative expert ratings. We implement a discrete choice experiment in which we vary experimentally the presence of the descriptions and ratings and the values of the rat...

Extending research on cultural differences in aesthetic appreciation, this study shows how a more interdependent self-construal, a cultural and individual difference variable related to one's social self, impacts the influence of visual harmony on consumer evaluations of marketing artifacts’ attractiveness. Data were obtained via three studies from...

This paper compares the sales effectiveness of front versus back located end-of-aisle promotional displays (endcaps) in a supermarket, through measuring sales from the endcaps alone, as well as total brand sales, across three experiments. This paper reveals that rear endcaps generate a higher total brand sales uplift than front endcaps, acting like...

Manufacturers pay premiums for endcap real estate because shoppers navigate the perimeter of stores, avoiding the aisles. Research has not established how the physical and visual reach of endcaps—product displays strategically placed at the end of a shopping aisle—might vary across locations in a store. This study explores how foot traffic and visu...

This study examines how advertisement typicality influences the capacity of sponsorship to transfer an image from a sporting event to a brand over time. Two pretests and one main experiment, involving more than 2,200 respondents in total, revealed that high advertisement typicality enhanced the effectiveness of sponsorship in event-related advertis...

Purpose The common market practice by global consumer brands to create localised packaging for foreign markets conflicts with findings that cast doubt on this strategy. By examining the differential influence of standard (Western) and local (Chinese) packaging on Chinese consumers’ perceptions and choice behaviour, this study examines whether this...

This chapter analyses and compares the image of major brick-and-mortar and online wine retailers in China. The sample consisted of middle- to high-income Chinese wine consumers, who purchased imported wine at least twice in the previous year. Over 1000 consumers from five major cities evaluated a selected number of major retailers and wine websites...

Purpose: This study examines how self-construal, a key differentiator among cultures, impacts how attractive consumers find wine packages high versus low in visual harmony. Design/methodology/approach: Psychometric data were obtained via an online experiment from 950 respondents in Australia, Brazil, China, France, Germany, and Italy. Findings: The...

Little is known about the market performance of brands that carry light claims (for example low fat, low sugar) in comparison to their regular counterparts. In order to fill this gap, we explore whether light brands perform similarly to regular brands in terms of (a) brand performance measures (BPMs), such as market share (MS) and penetration, (b)...

This paper explores the changes in consumers' loyalty towards wine after the launch of the new common market organization (CMO) (European Council Regulation (EC) No. 479/2008) in 2008. The analysis of wine purchases in the AC Nielsen Consumer Panel in 2009 and 2010 was compared to analogous work conducted in 2003–2005 and 2006–2008. Loyalty towards...

Purpose – The paper aims to analyse the current situation and the perspectives of Italian wine in key Asian export markets – China, Japan, India, Singapore and South Korea. These countries show the highest growing rates in wine consumption and are forecasted to become increasingly more strategic for Italian wine producers. Design/methodology/appro...

Most of the studies on consumer behaviour towards wine focused on red or white wine consumption. Recent market trends are showing a growing interest towards rosé wine. This works aims at filling this gap, by offering a managerial oriented, yet useful overview of the elements driving the choice in the retail and the on-premise channels. A Best-Worst...

Product portfolio management is a challenge for manufacturers and retailers. Several researchers advocate the need for fewer options while others support the importance of a wide variety of product SKUs to maximise revenue and to cater for differing consumer tastes. This paper examines the relationship between product SKUs and the overall brand pen...

Purpose Cask wine (bag‐in‐box, soft pack) has not received considerable attention in wine marketing research, but interest among winemakers and consumers has been increasing steadily. However, little is known about what drives consumer preferences for cask wine and, furthermore, what the profile of the cask wine consumer is. This study aims at fill...

While menu items and menu design have been explored in the food-service sector, there is still a lack of information about the role played by product elements in a wine list from a consumer’s perspective. This study aims to fill this gap using a novel research method, choice modeling with latent class analysis for segmentation, which has not been u...

This study aims at providing a model for sustainability assessment of the wine sector using full cost and market price analysis. The study starts with a territorial approach for the analysis of the characteristics of Tuscan wineries; it then focuses on the specific production of Chianti Classico wine (by means of a direct survey) and its market in...

Context effects in choice settings have received recent attention but little is known about the impact of context on choice consistency and the extent to which consumers apply choice heuristics. The sequence of alternatives in a choice set is examined here as one specific context effect. We compare how a change from a typical price order to a senso...

Won a best paper award. Consumers' loyalty to brand or product attributes can be the results of two different behavioural sources: state dependence and heterogeneity. Several researchers have been able to theoretically separate these two concepts, but problems have arisen in distinguishing them from an empirical viewpoint. The purpose of this pape...

Purpose – This paper aims to argue that the polarization index (φ) represents a valid loyalty measure for evaluating changes over time. Design/methodology/approach – The brand performance measures (BPM) are a valid and useful tool for marketing managers in measuring the loyalty consumers attach, in a single time period, to a product or brand. Howe...

This work provides a critical literature review on sustainability; the paper focuses on the wine industry. Background literature has been reorganised, in order to outline emerging research trends and any lack in research activity. By following findings from previous researches, authors outline a general interpretative framework that can be applied...

Purpose: This research aims to understand how five Producing Countries (PCs) – Australia, Chile, France, South Africa and the US –are perceived by consumers in five Consuming Countries (CCs) – UK, Ireland, US, Canada, and Sweden – in relation to the following product dimensions: taste profile and distinctiveness, wine type, labelling, packaging, co...

The paper focuses on the evolution of loyalty towards 3 product attributes – price, format and quality designation – for wines bought in the Italian retail sector from the three-year period 2003-2005 to 2006-2008. The analysis is developed through the so called polarization index. The value of this work is twofold. On the one side, this study once...

Until nowadays, the studies on consumers' behavioural loyalty allowed the analysis of a brand, category or product attribute at a time. However, it has never been possible to observe and measure the relationships between brands/attributes from a loyalty perspective. Therefore, the paper aims at filling this gap presenting an innovative methodology,...

While restaurant wine menus are found to be sorted by different principles, such as by price, region or grape variety, no previous research has analysed what effect item order has on clients' wine selection. A discrete choice experiment is utilised to compare the effect of menu order by price and sensory characteristics on wine choice. We find wine...

Even with increased consumer awareness of sustainable products, the importance of sustainability is unclear relative to other credence product attributes such as quality control and traceability in wine purchasing. Companies speculate whether their marketing strategies can be standardised across countries to target consumers who value sustainable p...

The world wine market is facing a particularly difficult situation. Both the EU and New World (NW) Countries are trying to manage this critical moment by filling reciprocal gaps in order to increase their competitiveness at a global level and to strengthen their position in key strategic markets. On the EU side, one of the fundamental aspects of th...

The paper focuses on the study of loyalty towards three product attributes for wines sold in the Italian retail sector, through the polarisation index. A product attribute is a characteristic of a product (for example, price), made up of various levels (at least two for each attribute) of that characteristic (for example, €7). The main findings hig...

Purpose The purpose of this paper is to focus on measuring the importance of the attributes, which influence the wine choice of Italian consumers when they buy wine either in a retail or an on‐premise setting, identifying significant behavioural differences across geo‐demographic subgroups of the sample. Design/methodology/approach The best‐worst...

This study applies the Best:Worst (BW) Method to the Latent Class Analysis (LCA) in order to (a) identify the degree of importance the sample gives to a certain number of choice factors when one chooses the wine to be purchased for a dinner at home with friends and (b) create homogeneous sub-groups of the population in respect to the preferences sh...

Purpose – The purpose of this paper is twofold: to give a descriptive outlook of the competitive environment in the UK wine market, and then to show the presence of “consumer confusion” elements in it. Design/methodology/approach – The consumer confusion concept has been considered as a framework in order to test the existence of the principal ele...

The paper focuses on the study of loyalty to 5 wine attributes – price, format, denomination of origin, production areas and brand positioning – for wines sold in the Italian modern distribution. The observation and evaluation of loyalty levels for these 5 attributes is undertaken using the polarisation index. This index is obtained from the Beta B...

This paper presents the initial results at a country level for a twelve country study of the influencers of consumer choice for wine in retail stores. Using the Best-Worst method the design was replicated in each market to enable the comparison of the influencers of consumer wine choice behaviour across the markets. This is the first paper to prese...