Dimensions of wine region equity and their impact on consumer preferences

Ulrich R. Orth, Marianne Mc Garry Wolf, Tim H. Dodd

Research output: Contribution to journalArticlepeer-review

115 Scopus citations


Purpose - The purpose of the study is to identify dimensions of wine equity in terms of benefits sought by consumers in wine. Design/methodology/approach - This study examines dimensions of wine region equity, measured in terms of benefits sought by consumers in wine. A survey was conducted in several US states to identify drivers of preferences and to determine relationships that may exist between those drivers, preferences for wine from a number of origins, and consumer lifestyles. Findings - The findings suggest that wine region equity originates in six consumer motivational factors. Quality, price, social acceptance, emotional, environmental value, and humane value were found to be strong and significant predictors of consumer preferences for wine from three US states (California, Oregon, Washington) and six countries (Australia, Chile, France, Italy, New Zealand, Spain). Linking those dimensions of region equity to consumer lifestyle, demographic and behavioral variables allows for tailoring marketing communications strategies closely to markets. Originality/value - Practical applications of this study extend beyond the wine industry and include generalizations for the identification of markets and market segments that react more favorably to specific origins, the identification of equity dimensions to be included in regional umbrella brands, and the identification of lifestyle-based persuasive communication means and executional cues for specifically targeting selected audiences.

Original languageEnglish
Pages (from-to)88-97
Number of pages10
JournalJournal of Product and Brand Management
Issue number2
StatePublished - 2005


  • Brand equity
  • Consumer behaviour
  • Lifestyles
  • Quality
  • Value analysis
  • Wines


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