Techniques to increase impulse wine purchases in a restaurant setting

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Abstract

The purpose of this study is to examine the influence of menus and personal selling techniques by the wait-server staff on wine sales in a restaurant setting. The results of previous research, that found wine to be an impulse purchase, were supported by this research. The study found that placing wine on the food menu will have a significant impact on wine sales.

Original languageEnglish
Pages (from-to)63-73
Number of pages11
JournalJournal of Restaurant & Foodservice Marketing
Volume2
Issue number1
DOIs
StatePublished - 1996

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