IDEAS home Printed from https://ideas.repec.org/a/pal/pbapdi/v13y2017i2d10.1057_s41254-016-0036-4.html
   My bibliography  Save this article

Using terroir to exploit local identity and cultural heritage in marketing strategies: An exploratory study among Italian and French wine producers

Author

Listed:
  • Angelo Riviezzo

    (University of Sannio)

  • Antonella Garofano

    (University of Sannio)

  • Julien Granata

    (Groupe Sup de Co Montpellier Business School)

  • Samaneh Kakavand

    (Université de Montpellier)

Abstract

The main aim of this paper is to provide a clear understanding of wine producers’ perceptions about terroir and its potentialities as a mean to exploit local identity and cultural heritage in their marketing strategies. Additionally, we explore the role of local wine associations and policy makers in the creation and valorization of place image through terroir. We used a cross-case analysis based on two wine areas of the “Old World”, respectively located in France and Italy. Specifically, we examined 11 wineries in the Pic Saint-Loup and 15 wineries in the Sannio Valley by conducting semi-structured interviews with entrepreneurs and managers. Furthermore, we collected secondary information about the areas and the collective actions undertaken over the years by the wine producers and/or the policy makers to foster the place image. Our study highlights the importance of context variables to the building and exploitation of the terroir concept and the critical role of actions undertaken at an institutional level in order to improve place reputation, developing and exploiting local identity and cultural heritage.

Suggested Citation

  • Angelo Riviezzo & Antonella Garofano & Julien Granata & Samaneh Kakavand, 2017. "Using terroir to exploit local identity and cultural heritage in marketing strategies: An exploratory study among Italian and French wine producers," Place Branding and Public Diplomacy, Palgrave Macmillan, vol. 13(2), pages 136-149, May.
    • Handle: RePEc:pal:pbapdi:v:13:y:2017:i:2:d:10.1057_s41254-016-0036-4
    DOI: 10.1057/s41254-016-0036-4
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1057/s41254-016-0036-4
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1057/s41254-016-0036-4?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Fatiha Fort & François Fort, 2006. "Alternatives marketing pour les produits de terroir," Revue française de gestion, Lavoisier, vol. 162(3), pages 145-159.
    2. Julien Granata & Mickaël Géraudel & Katherine Gundolf & Johanna Gast & Pierre Marques, 2016. "Organisational innovation and coopetition between SMEs: a tertius strategies approach," Post-Print hal-01691943, HAL.
    3. Heslop, Louise A. & Papadopoulos, Nicolas & Dowdles, Melissa & Wall, Marjorie & Compeau, Deborah, 2004. "Who controls the purse strings: A study of consumers' and retail buyers' reactions in an America's FTA environment," Journal of Business Research, Elsevier, vol. 57(10), pages 1177-1188, October.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Claudio Bellia & Pietro Columba & Marzia Ingrassia, 2022. "The Brand–Land Identity of Etna Volcano Valley Wines: A Policy Delphi Study," Agriculture, MDPI, vol. 12(6), pages 1-32, June.
    2. Janne P. Ikäheimo, 2021. "Arctic narratives: brewing a brand with neolocalism," Journal of Brand Management, Palgrave Macmillan, vol. 28(4), pages 374-387, July.
    3. Alessandro Gocci & Christoph Luetge & Hristos Vakoufaris, 2020. "Between Tradition and Sustainable Innovation: Empirical Evidence for the Role of Geographical Indications," International Business Research, Canadian Center of Science and Education, vol. 13(9), pages 101-101, September.
    4. Marta Martínez-Arnáiz & Eugenio Baraja-Rodríguez & Daniel Herrero-Luque, 2022. "Multifunctional Territorialized Agri-Food Systems, Geographical Quality Marks and Agricultural Landscapes: The Case of Vineyards," Land, MDPI, vol. 11(4), pages 1-28, March.
    5. Mara Cerquetti & Concetta Ferrara & Annamaria Romagnoli & Gianluca Vagnarelli, 2022. "Enhancing Intangible Cultural Heritage for Sustainable Tourism Development in Rural Areas: The Case of the “Marche Food and Wine Memories” Project (Italy)," Sustainability, MDPI, vol. 14(24), pages 1-21, December.
    6. Alessandro Bonadonna & Giovanni Peira & Chiara Giachino & Luana Molinaro, 2017. "Traditional Cheese Production and an EU Labeling Scheme: The Alpine Cheese Producers’ Opinion," Agriculture, MDPI, vol. 7(8), pages 1-13, August.
    7. Alessandro Gocci & Christoph Luetge, 2020. "The Synergy of Tradition and Innovation Leading to Sustainable Geographical Indication Products: A Literature Review," Journal of Management and Sustainability, Canadian Center of Science and Education, vol. 10(1), pages 152-152, July.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Aurélie Ringeval-Deluze & Louis César Ndione, 2021. "Meaning of packaging and innovation dynamics in a traditional luxury sector: the example of growers’ champagne [Signification des packagings et dynamiques d’innovation dans un secteur de luxe tradi," Post-Print hal-03266127, HAL.
    2. Jonathan Dezecot & Nathalie Fleck, 2017. "D'artisan traditionnel à marque artisan : quelle perception de l'artisan par le consommateur ?," Post-Print halshs-02952967, HAL.
    3. Jin, Zhongqi & Lynch, Richard & Attia, Samaa & Chansarkar, Bal & Gülsoy, Tanses & Lapoule, Paul & Liu, Xueyuan & Newburry, William & Nooraini, Mohamad Sheriff & Parente, Ronaldo & Purani, Keyoor & Ung, 2015. "The relationship between consumer ethnocentrism, cosmopolitanism and product country image among younger generation consumers: The moderating role of country development status," International Business Review, Elsevier, vol. 24(3), pages 380-393.
    4. Malhotra, Gunjan & Ramalingam, Mahesh, 2022. "Does impact of campaign and consumer guilt help in exploring the role of national identity and purchase decisions of consumers?," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    5. María del Mar Serrano-Arcos & Raquel Sánchez-Fernández & Juan Carlos Pérez-Mesa, 2021. "Analysis of Product-Country Image from Consumer’s Perspective: The Impact of Subjective Knowledge, Perceived Risk and Media Influence," Sustainability, MDPI, vol. 13(4), pages 1-25, February.
    6. Jérôme Lacoeuilhe & Didier Louis & Cindy Lombart, 2018. "How retailers can build their image of responsible and legitimate companies while improving the price image of their stores? The role of terroir store brands [Comment les distributeurs peuvent-ils ," Post-Print hal-01768090, HAL.
    7. Roth, Katharina P. & Diamantopoulos, Adamantios, 2009. "Advancing the country image construct," Journal of Business Research, Elsevier, vol. 62(7), pages 726-740, July.
    8. Suter, Mariana Bassi & Borini, Felipe Mendes & Floriani, Dinorá Eliete & da Silva, Dirceu & Polo, Edison, 2018. "Country-of-origin image (COI) as a country-specific advantage (CSA): Scale development and validation of COI as a resource within the firm perspective," Journal of Business Research, Elsevier, vol. 84(C), pages 46-58.
    9. Zeugner-Roth, Katharina Petra & Žabkar, Vesna, 2015. "Bridging the gap between country and destination image: Assessing common facets and their predictive validity," Journal of Business Research, Elsevier, vol. 68(9), pages 1844-1853.
    10. Bo Liang & Ye Wang, 2023. "Using integrated marketing communications to promote country personality via government websites," Place Branding and Public Diplomacy, Palgrave Macmillan, vol. 19(1), pages 79-92, March.
    11. El Banna, Alia & Papadopoulos, Nicolas & Murphy, Steven A. & Rod, Michel & Rojas-Méndez, José I., 2018. "Ethnic identity, consumer ethnocentrism, and purchase intentions among bi-cultural ethnic consumers: “Divided loyalties” or “dual allegiance”?," Journal of Business Research, Elsevier, vol. 82(C), pages 310-319.
    12. Giraldi, Janaina de Moura Engracia, 2016. "Evaluation of the impact of Brazil's sustainability on the behavioral intentions of stakeholders toward the country," Evaluation and Program Planning, Elsevier, vol. 54(C), pages 135-143.
    13. Katharina Petra Zeugner Roth & Adamantios Diamantopoulos & Mª Ángeles Montesinos, 2008. "Home Country Image, Country Brand Equity and Consumers’ Product Preferences: An Empirical Study," Management International Review, Springer, vol. 48(5), pages 577-602, November.
    14. Lacœuilhe, Jérôme & Louis, Didier & Lombart, Cindy, 2017. "Impacts of product, store and retailer perceptions on consumers’ relationship to terroir store brand," Journal of Retailing and Consumer Services, Elsevier, vol. 39(C), pages 43-53.
    15. Elliot, Statia & Papadopoulos, Nicolas, 2016. "Of products and tourism destinations: An integrative, cross-national study of place image," Journal of Business Research, Elsevier, vol. 69(3), pages 1157-1165.
    16. Suter, Mariana Bassi & Munjal, Surender & Borini, Felipe Mendes & Floriani, Dinora, 2021. "Conceptualizing country-of-origin image as a country-specific advantage: An insider perspective," Journal of Business Research, Elsevier, vol. 134(C), pages 415-427.
    17. Brijs, Kris & Bloemer, Josée & Kasper, Hans, 2011. "Country-image discourse model: Unraveling meaning, structure, and function of country images," Journal of Business Research, Elsevier, vol. 64(12), pages 1259-1269.
    18. Leonidas C. Leonidou & Bilge Aykol & Saeed Samiee & Nikolaos Korfiatis, 2022. "A Meta-analysis of the Antecedents and Outcomes of Consumer Foreign Country Image Perceptions: The Moderating Role of Macro-level Country Differences," Management International Review, Springer, vol. 62(5), pages 741-784, October.
    19. Costa, Camila & Carneiro, Jorge & Goldszmidt, Rafael, 2016. "A contingent approach to country-of-origin effects on foreign products evaluation: Interaction of facets of country image with product classes," International Business Review, Elsevier, vol. 25(5), pages 1066-1075.
    20. Insch, Andrea & Prentice, Rebecca S. & Knight, John G., 2011. "Retail buyers’ decision-making and buy national campaigns," Australasian marketing journal, Elsevier, vol. 19(4), pages 257-266.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:pbapdi:v:13:y:2017:i:2:d:10.1057_s41254-016-0036-4. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.