The importance of wine attributes in an emerging wine-producing country

Abstract

Purpose: This article investigated and compared the relative importance of 14 wine attributes on the wine-purchasing behaviour of South African consumers of different generational groups. Design/methodology/approach: Data were collected from 646 South African wine consumers by means of a structured online questionnaire. Respondents were divided into two main age groups, 18–40 years of age and 41 years and older. Data analysis included descriptive statistics, best–worst scaling and independent sample t-tests. Findings/results: Results showed that there were both similarities and differences in the relative importance of wine attributes between the two age groups investigated. Both groups regarded the previous tasting of a wine and recommendations by others as the two most important wine attributes when purchasing wine for their own consumption. An in-store promotional display of wines was regarded as the least important wine attribute by the older cohort, whereas an alcohol level below 13% was rated by the younger cohort as the least important wine attribute. Practical implications: The findings contribute to a deeper understanding of wine-purchasing behaviour in the emerging wine-producing countries. Results can be used by marketing managers to create more effective marketing strategies to increase wine sales in South Africa amongst different age groups. Originality or value: This study is a pioneering venture, given the absence of published knowledge on the possible generational differences in the wine consumer behaviour of South Africans.

Keywords

• wine attributes
• consumer behaviour
• south africa
• generational groups
• marketing strategies.