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Wine Marketing: Consumer Persuasion through the Region of Origin

Author

Listed:
  • Sabrina Latusi
  • Cristina Zerbini
  • Silvia Maestripieri
  • Beatrice Luceri

Abstract

This study aims to examine the effectiveness of the communication of the region of origin – through either pictorial or pictorial-textual formats – in print advertising messages for wine bearing a GI label. An experimental design was used to manipulate the region of origin presentation in print advertisement (absent vs pictorial vs pictorial-textual) while measuring participants’ attitude towards advertisement and purchase intention (dependent variables). Results provide empirical support to the appropriateness of highlighting the geographical area, by combining textual-pictorial cues, to induce a positive attitude towards advertisement and purchase intention in wine consumers. The study makes a new theoretical contribution in the field of communication about wine bearing a GI label, since the persuasive effect of the geographical area has not been systematically tested in an advertising context. Although the wine’s place of origin is its signature to many consumers, there is no strong evidence on the effectiveness of conveying the values of such a place through its picture and/or name. For marketing practitioners, the study highlights the opportunity to use extrinsic advertising cues that leverage intangible wine values combining pictorial-textual formats.

Suggested Citation

  • Sabrina Latusi & Cristina Zerbini & Silvia Maestripieri & Beatrice Luceri, 2018. "Wine Marketing: Consumer Persuasion through the Region of Origin," International Journal of Business and Management, Canadian Center of Science and Education, vol. 13(7), pages 137-137, June.
    • Handle: RePEc:ibn:ijbmjn:v:13:y:2018:i:7:p:137
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    References listed on IDEAS

    as
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    Cited by:

    1. Simon Fauser & David Agola, 2021. "The influence of regional Italian images on consumer behaviour: a study of consumers in Germany," Italian Journal of Marketing, Springer, vol. 2021(1), pages 129-158, June.

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    JEL classification:

    • R00 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - General - - - General
    • Z0 - Other Special Topics - - General

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