Notes

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Chapter 2
1. Velikova, N., S. Charters, T. Bouzdine-Chameeva, J. Fountain, C. Ritchie, and
T. Dodd (2014), Yes Way, Ros! Cross-Cultural Comparison of Consumer
Preferences, Perceptions and Attitudes towards Ros Wine, Proceedings of the
Eighth International Conference of the Academy of Wine Business Research,
Geisenheim, Germany.
2. Flint, Daniel J., Chris Hoyt, and Nancy Swift (2014), Shopper Marketing: Profiting
from the place where Suppliers, Brand Manufactures and Retailers Connect, Financial
Times Press.
3. Lockshin, L., and A. Corsi (2012), Consumer Behaviour for Wine 2.0: A Review
since 2003 and Future Directions, Wine Economics and Policy, Vol. 1, 223.
238 Notes

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G. Zacharia (2001), Defining Supply Chain Management, Journal of Business
logistics, Vol. 22, No. 2, pp. 125.
3. Beske, P. (2012), Dynamic Capabilities and Sustainable Supply Chain
Management, International Journal of Physical Distribution & Logistics Manage-
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5. Flint, Daniel J., Paola Signori, and Susan Golicic (2015), Toward Sustain-
able Supply Chain Orientation (SSCO): Mapping Managerial Perspectives,
International Journal of Physical Distribution and Logistics Management,
forthcoming.
6. Flint, Daniel J., Paola Signori, and Susan L. Golicic (2014), The Challenge
of Brand Positioning: Convergence of Innovative, Modern, Traditional and/or
Classic, Annual Conference for the Academy of Wine Business Research, Geisen-
heim University, Germany (June 2014).
7. Golicic, Susan L., and Daniel J. Flint (2010), The Tension between Business
and Romance: A Qualitative Study in the Global Wine Industry, Academy of
Marketing Science Annual Conference, spring 2010.

Chapter 4
1. Egan, J. (2011), Relationship Marketing. Exploring Relational Strategies in
Marketing, Financial Times Prentice Hall, Harlow, England, pp. 1300.
2. Signori P., F. Bressan (2014), Barriers for Effective International Relationship
Marketing in Emerging Markets, in Referred Proceedings of the 13th International
Conference of the Society for Global Business and Economic Development: Managing
the Intangibles: Business and Entrepreneurship Perspectives in a Global Context,
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3. Grnroos, C. (1994), From Marketing Mix to Relationship Marketing: Towards
a Paradigm Shift in Marketing, Management Decisions, Vol. 32, No. 2, pp. 420.
4. Peelen, E. and R. Beltman (2014), Customer Relationship Management, 2nd ed.,
Pearson, Harlow, England, pp. 1413.
5. Gummesson, E. (1998), Implementation Requires a Relationship Market-
ing Paradigm, Journal of the Academy of Marketing Science, Vol. 26, No. 3,
pp.242249.
6. Flint D. J., and P. Signori (2014), Environmental Sustainability and the Supply
Chain: Is Collaboration Necessary? in 26th Conference Of The Nordic Logistics
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Research Network on Competitiveness through Supply Chain Management and Global

Logistics, Copenhagen, Denmark, June 1113, 2014, pp. 565580.
7. Gummesson E. (1999), Total Relationship MarketingRethinking Marketing
Management: from 4Ps to 30Rs, Butterworth-Heinemann, Oxford, UK.
8. Christopher, M., A. Payne, and D. Ballantyne (2002), Relationship Marketing:
Creating Stakeholder Value, Butterworth-Heinemann, Oxford, UK,
pp.1242.
9. Djorcev M., D. J. Flint, P. Signori, Marketing Approaches for Small Scale
Organic Wine Producers in Slovenia: Proposing the DODS Cluster Model, in
The Proceedings of the International Conference Marketing Trends, Paris, January
2324, 2015.
10. Ibid.
11. Gummesson, E. (1999), Total Relationship Marketing Rethinking Marketing
Management: from 4Ps to 30Rs, Butterworth-Heinemann, Oxford, UK.
12. Bressan, F. and P. Signori (2014), Trends in e-Relationship Management with
Emerging Markets, Journal of Management and Marketing, Vol. 2, No. 2,
pp.7177.
13. Golicic S., D. J. Flint, and P. Signori (2015), Achieving Business Sustainability
through Resilience, working paper.

Chapter 5
1. Rogers, E. M. (1995), Diffusion of Innovations, Fourth Edition. New York: Free Press.
2. Gilinsky, A., C. Santini, L. Lazzeretti, and R. Eyler (2008), Desperately Seek-
ing Serendipity: Exploring the Impact of Country Location on Innovation in the
Wine Industry, International Journal of Wine Business Research, Vol. 20, No. 4,
pp.302320.
3. Pezzillo, M. I., V. Esposito, and A. Berni (2013), Temporary Project Network
and Innovation: Research on the Italian Regional Wine Industry, International
Journal of Managing Projects in Business, Vol. 6, No. 2, pp. 274292.
4. Giuliani, E., A. Morrison, and R. Rabellotti (2011), Innovation and Technological
Catch-Up: The Changing Geography of Wine Production. Edward Elgar Publishing,
MA.
5. Rigby, D., and C. Zook (2002), Open-Market Innovation, Harvard Business
Review, Vol. 80, No. 10, pp. 8093.
6. Lieberman, M. B., and D. B. Montgomery (1988), FirstMover Advantages,
Strategic Management Journal, Vol. 9, No. S1, pp. 4158.
7. Gilinsky, A., C. Santini, L. Lazzeretti, and R. Eyler (2008), Desperately Seeking
Serendipity: Exploring the Impact of Country Location on Innovation in the
Wine Industry, International Journal of Wine Business Research, Vol. 20, No. 4,
pp.302320.
8. Flint, D. J. (2006), Innovation, Symbolic Interaction and Customer Valuing:
Thoughts Stemming from a Service-Dominant Logic of Marketing, Marketing
Theory, Vol. 6, No. 3, pp. 349362.
240 Notes

Chapter 6
1. UN Documents (1987), Report of the World Commission on Environment and
Development: One Common Future, published as annex to General Assembly
document A/42/427. Retrieved from http://www.un-documents.net/wced-ocf
.htm (accessed December 8, 2010).
2. Golicic, S. L. and C. D. Smith (2013), A Meta-Analysis of Environmentally
Sustainable Supply Chain Management Practices and Firm Performance, Journal
of Supply Chain Management, Vol. 49, No. 2, pp. 7895.
3. Szolnoki, G. (2013), A Cross-National Comparison of Sustainability in the Wine
Industry, Journal of Cleaner Production, Vol. 53, pp. 243241.
4. Orlitzky, M., F. L. Schmidt, and S. L. Reynes (2003), Corporate Social and Financial
Performance: A Meta-Analysis. Organization Studies, Vol. 24, No. 3, pp. 403441.
5. Flint, D. J. and S. l. Golicic (2009), Searching for Competitive Advantage
through Sustainability: A Qualitative Study in the New Zealand Wine Industry,
International Journal of Physical Distribution and Logistics Management, Vol. 39,
No. 10, pp. 841860.

Chapter 7
1. http://www.bordeaux.com/us/artofliving/aficionados/discover-bordeaux, accessed
April 23, 2015.
2. Brodie, Roderick, Maureen Benson-Rea, and Nick Lewis (2008), Generic Brand-
ing of New Zealand Wine: From Global Allocator to Global Marketing, Fourth
International Conference of the Academy of Wine Business Research, Siena, Italy.
3. Aaker, Jennifer (1997), Dimensions of Brand Personality, Journal of Market
Research, Vol. 34, No. 3, 347356.
4. Aaker, Jennifer Lynn, Veronica Benet-Martinez, and Jordi Garolera (2001), Con-
sumption Symbols as Carriers of Culture: A Study of Japanese and Spanish Brand
Personality Constructs, Journal of Personality & Social Psychology, Vol. 81, No. 3,
492508.
5. https://www.erobertparker.com/info/legend.asp, accessed May 1, 2015.
6. http://www.tohuwines.co.nz/, accessed April 29, 2015.

Chapter 8
1. Federal Trade Commission, Consumer Information Page, http://www.consumer
.ftc.gov/articles/0388-alcohol-laws-state.
2. OBrien, J. M. (2009), Wine Buying for Vultures, Fortune, September 25, pp.3435.
3. Thach, L., J. Olsen, and T. Atkin (2014), Snapshot of the American Wine
Consumer in 2014, www.winebusiness.com, December 2.
4. Hussain, M., S. Cholette, and R. M. Castaldi (2007), An Analysis of Globalization
Forces in the Wine Industry: Implications and Recommendations for Wineries,
Journal of Global Marketing, Vol. 21, No. 1, pp. 3347.
 Notes 241

Chapter 9
1. Woodruff, Robert and Sarah Gardial (1996), Know Your Customer: New Approaches
to Understanding Customer Value and Satisfaction. Wiley: Hoboken, NJ.
2. Hosftede, Geerts website: The Hofstede Center: Strategy, Culture, Change, http://
geert-hofstede.com/countries.html, accessed May 10, 2015.

Chapter 10
1. Gardyne, T. B. (2014), Florence Cathiard: Uncorked, The Drinks Business,
December 1, 2014, retrieved online on www.thedrinksbusiness.com.
2. Mustacich, S. (2014), Smith-Haut-Lafitte Owners Gain Control of Four
Bordeaux Wineries, Global Wine News, Mobile Wine Spectator, retrieved online
on mobile.winespectator.com.
3. Cathiard, F. (2014), Wine in France: Florence Cathiard of Chteau Smith
Haut-Lafitte, Together with Her Husband Daniel (both former French Olympic
skiers), Brings Finesse and Exceptional Detail to Making Great Wines, A Womans
Paris, December 15, 2014, retrieved online on awomansparis.com.
4. Golicic, S. L., and D. J. Flint (2013), Co-creating Experiential Stories: Differen-
tiating a Winery in the Global Wine Industry, Academy of Wine Business Research
Annual Conference, Ontario, Canada.

Chapter 11
1. Giacomazzi, F. and M. Camisani Calzolari. Impresa 4.0 Marketing e comunicazi-
one digitale a 4 direzioni. FT Prentice Hall, 2008.
2. Szolnoki G., D. Taits, C. Hoffmann, R. Ludwig, L. Thach, R. Dolan, S. Goodman,
C. Habel, S. Forbes N. Marinelli, D. Wilson, A. Mantonakis, P. Zawada, Z. Szabo,
I. Csak, C. Ritchie, S. Birch, and S. Thompson (2014), A Cross-cultural Com-
parison of Social Media Usage in the Wine Business, Academy of Wine Business
Research, 8th International Conference, Germany.
3. Signori P. and I. Confente (2014), Consumers e-Signals Prism Analysis: Impact and
Implications for Corporate Communication Strategy, Sinergie, Vol. 93, pp.175191.
4. Signori P., S. Rigon, and D. J. Flint (2015), Sentiment and Content Analysis to
Cluster Neutral Messages Online, Proceedings International Marketing Trends
Conference 2015, January 2015.
5. P. Signori and C. Grosso (2014), Social Media Marketing Analysis: New Metrics
from Relational Sociology?, in Proceedings of the European Conference on Social
Media, Brighton, University of Brighton, UK, July 1011, 2014, pp.488496.

Chapter 12
1. Miller, Robert B., Stephen E. Helman, and Tad Tuleja (2005), The New Strategic
Selling, Grand Central Publishing.
242 Notes

2. http://www.tracomcorp.com/solutions/by-element/social-style/model/, accessed
May 8, 2015.
3. http://socialstyles360.com/reportcontents.asp?forpdf=yes&id=180, accessed
May 8, 2015.

Chapter 13
1. Gibson, B. J., J. T. Mentzer, and R. L. Cook (2005), Supply Chain Manage-
ment: The Pursuit of a Consensus Definition, Vol. 26, No. 2, pp. 1725.
2. Stank, T. P., J. P. Dittman, and C. W. Autry (2014), The New Supply Chain
Agenda: A Synopsis and Directions for Future Research, International Journal of
Physical Distribution and Logistics Management, Vol. 41, No. 10, pp. 940955.
3. Signori, P., D. J. Flint, and S. L. Golicic (2015), Toward Sustainable Supply
Chain Orientation (SSCO): Mapping Managerial Perspectives, International
Journal of Physical Distribution and Logistics Management, Vol. 45, No. 6,
pp.536564.
4. Omar, A., B. Davis-Sramek, B. S., Fugate, and J. T. Mentzer (2012), A Global
Analysis of Orientation, Coordination and Flexibility in Supply Chains, Journal
of Business Logistics, Vol. 33 No. 2, pp. 12844.
5. Min, S., J. T. Mentzer, and R. T. Ladd, (2007), A Market Orientation in Supply
Chain Management, Journal of the Academy of Marketing Science, Vol. 35,
pp.507522.
6. Fisher, M. L. (1997), What Is the Right Supply Chain for Your Product?
Harvard Business Review, Vol. 75, No. 2, pp. 105116; Lee, H. L. (2002),
Aligning Supply Chain Strategies with Product Uncertainties, California
Management Review, Vol. 44, No. 3, pp. 105119.
7. Sebastiao, H. J., and S. L. Golicic (2008), Supply Chain Strategy for Nascent
Firms in emerging Technology Markets, Journal of Business Logistics, Vol. 29,
No. 1, pp. 7591.
8. Lambert, D. M., S. J. Garcia-Dastugue, and K. L. Croxton (2005), An
Evaluation of Process-Oriented Supply Chain Management Frameworks,
Journal of Business Logistics, Vol. 26, No. 1, pp. 2551.
9. Elrod, C., S. Murray, and S. Bande (2013), A Review of Performance Metrics for
Supply Chain Management, Engineering Management Journal, Vol. 25, No. 3,
pp.3950.
10. Barber, N. A., D. C. Taylor, and T. H. Dodd (2009), Twisting Tradition:
Consumers Behavior Toward Alternative Closure, Journal of Food Products
Marketing, Vol. 15, No. 1, pp. 80103.
11. Signori, P., D. J. Flint, and S. L. Golicic (2015), Toward Sustainable Supply
Chain Orientation (SSCO): Mapping Managerial Perspectives, International
Journal of Physical Distribution and Logistics Management, Vol. 45, No. 6,
pp.536564.
 Index

Wineries and organizations are in bold.

Acorn Winery, 110 communication 4.0, 170

ambient marketing, 186 competitive advantage, 94
apps (applications), 174, 179, 184, 187 congruence see also partial incongruence,
226
Banfi, 94100, 157 consumer engagement, 163
Basermann-Jordan, 6365, 157 convergence, media, 183
benchmarking, 228 conversational models, 174
biodynamic, 38, 88 cool hunters, 165
bioprecision approach, 152 coopetition, 218
brands core competencies, 127128
architecture, 101, 160 corporate identity, 20, 225
equity, 102 corporate social responsibility, 87
experience, 162 country of origin, 1921
extension, 109 CPA, CPC, CPT, GRP, 223
management, 100 crowdsourcing, 178, 185
modifications, 109 customer orientation see also
narratives, 161 orientations, 211
personality, 106 customer relationship management, 213
positioning, 102 customer service management, 213
tactics, 159
tribe, 161 demand management, 210, 213
Diageo, 84
cannibalization, 108 Duckhorn, 70, 106, 129, 227
Cantemerle, Chteau, 161
carbon footprint, 89, 220 entrepreneurial orientation see also
Sichel, Chteau, 101 orientations, 211
classic, 4041 environmental sustainability, 85
classification systems, 106 events, wine, 51
clusters, 56 experimentation, 77
coherence, 225 trial and error, 80
collaboration, 47, 49 exporter, 118, 121
244 Index

financial sustainability, 84 Maxfone, 181

flanker brand, 110 Masi, 157, 167
Fosters Group, 84 Mazzei, 50, 76
meaning, to consumers, 135
Gruppo Italiano Vini (GIV), 4547, 72 metrics, events, 52
guerrilla marketing, 186 microculture, 137
micromarkets, 22
Highfield Estates, 40, 76 modern, 4041
house of brands, 110 Michael Mondavi Family Estate,
hypermodality, 154 3132
Moss Wood, 108, 110, 163
importer, 118, 121 Musella, 30, 35
Inama, 156
influencers, 164 negotiant, 110
Innovin, 171 new brand, 110
innovation, 66, 217
futuristic, 69 off-premise, 123
going back to the past, 72 omnichannel marketing, 187
marketing processes, 75 omniengagement, 164
process innovation, 75 on-premise, 123
product innovation, 74 order fulfillment, 213
innovative, 4041 organic, 39, 88
interaction, 170 orientations, 32
integration, media, 183 customer orientation, 36, 211
ISO 140001, 90 product orientation, 32
entrepreneurial orientation, 33, 38
joint venture, 126 market orientation, 33
supply chain orientation, 33, 40
Kabaj, 35, 112 sustainability orientation, 33, 35, 39
key influencers, 200 sustainable supply chain
key performance indicators, 223 orientation, 40
Kloster Eberbach, 35 outsourcing, 127

LEED, 90 packaging, 93, 218219

line extension, 109 partial incongruence, 226
Penrod-Ricard, 84
Maison Sichel, 49 pioneers, 6970
manufacturing flow management, 213 towing pioneers, 70
macromarkets, 18 show-off leaders, 70
market research, 131 portfolio management, 108
qualitative, 134, 139 processes, customers follow, 136
quantitative, 141 product development and
scales, survey research, 142 commercialization, 214
market orientation see also product line depth, 108
orientations, 211 product line width, 108
 Index 245

production, global, 1013 myth-invoking, 157

public relations, 49, 111 romantic, 157
key elements, 158
Quivira Vineyards, 38 teasing, 158
supplier relationship management, 213
ratings, wine, 111, 121 supply chain design, 117, 126
regions, 105 supply chain effectiveness, 217
relational style, 5354 supply chain efficiency, 217
resilience, 61 supply chain orientation see also
returns management, 214 orientations, 211
Ricasoli, 1518, 49, 79, 227 supply management, 210
risk hedging strategy, 212 supply chain structure, 212
surveys see also market research, 141,
satisfaction surveys, 222 222
scarcity, brand, 104 sustainability, 83, 88, 92, 94, 217, 219,
Schloss Johannisberg, 113 220
Schloss Vollrads, 78, 189, 227 sustainability certification, 90
segmentation, 2225 sustainability competitive
selling advantage, 93
adaptive, 202 sustainability orientation see also
gaps, 204 orientations, 220
strategic, 190, 198 skepticism, sustainability, 92
tactical, 192
prospecting, 193 technologies, marketing, 184
approach, 193 terrior, 88
listening, 195 territorial marketing, 5960
presenting, 195 three-tier system, 122
objections, 196 Tohu Winery, 112
closing, 198 total quality management, 49
follow-up, 198 traditional, 40, 73
Seresin, 30 tribal marketing, 186
shopper marketing, 2528 trends, 510
shopping trip types, 27 Tresillian Estate, 37, 51
Siduri, 51 triple bottom line, 84
Siro Pacenti, 59 tweeting, 76
SKU rationalization, 109
Smith Haut Lafitte, Chteau, 35, 88 varietal, positioning, 104
social capital, 28 virtual marketing, 186
social sustainability, 87
spider diagram, 228 Web 2.0, 3.0 and 4.0, 171
Spy Valley, 227 web analytics, 222
storytelling wholesale distributor, 118, 122
family or owner-focused, 156 wine tastings, 36
geographic, 156
historic, 156 Zonin, 33, 34