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Using an econometric approach, this study aims to examine Mid-Atlantic USA wine consumers’ willingness to participate in winery or vineyard tours based on their wine knowledge, wine drinking occasions, demographical factors, past experience with wine tourism and wine purchasing behaviors.

An internet-based consumer survey (N = 977) conducted 22-24 October 2014 was used to collect data. The screening criteria for the survey participants were: 1) being a resident of the Mid-Atlantic region (New York, New Jersey and Pennsylvania, USA), 2) at least 21 years old, 3) not an industry member, and 4) having purchased and consumed wine within the past year. In addition to descriptive statistics, a logistic regression was used to estimate consumers’ willingness to participate in winery or vineyard tours. Independent variables were categorized into five groups: sources of wine knowledge, wine drinking occasions, demographical factors, past experience and wine purchasing behaviors.

With 736 valid observations, the logistic regression shows that males are more likely to be interested in winery or vineyard tours, while young adults (<25 years old) are less likely. Learning about wines from winery tasting room staff members, from wine magazines or from local and regional magazines are the top three positive influencers on interest in these activities. Past wine tourism experience in the Mid-Atlantic region, drinking wine as an everyday beverage and giving wines as gifts also show a positive relationship with likelihood of participating in these activities.

Study results can help the Mid-Atlantic wine industry understand wine tourists’ behaviors and preferences. Advertising in wine magazines and local and regional magazines can be used to target wine consumers interested in winery or vineyard tours. Attributes (i.e. past experience with wine tourism and gaining knowledge from winery tasting room staff) that are related to the quality of wine tourism experience were identified. Participants were also interested in purchasing wine from the winery during or after participating in wine tourism activities; therefore, wineries should focus on guest interactions to encourage such purchases.

This survey collected data from both consumers who had or who lacked wine tourism experience, which allowed us to gather input from wine drinkers who had not necessarily visited tasting rooms. This survey instrument can be used to collect data from wine consumers residing in regions where the presence of wineries and wine tourism is low, which can provide insight that otherwise might be influenced by currently offered wine tourism activities. This paper uses an econometric approach to understand consumer interests in wine tourism in the Mid-Atlantic region and provides a comprehensive, clear and informative profile of likely wine tourism participants who reside in a region that has not been studied comprehensively.

The purpose of this paper is to investigate consumers’ wine preferences, recycling attitudes and behaviors and socio-demographic data in an effort to build market segment profiles of those willing to transport wine bottles back to winery tasting rooms to be recycled, interest in standard-weight glass-alternative packaging and, various cork-alternative bottle closures.

A two-stage online survey was administered to 714 wine consumers residing in the Mid-Atlantic region of the USA during two periods in March 2016. Exhaustive chi-square automatic interaction detector (ECHAID) decision tree predictive analysis was used to identify the market segments.

A majority of survey participants were willing to bring empty wine bottles to a winery for recycling (85 percent). Collectively, 77 percent of participants were members of just three of the eight segments developed using a decision tree predictive algorithm, with 90 percent of participants in these segments willing to bring empty wine bottles to a winery tasting room to be recycled. Two segments were comprised of Millennials and Generation X, and the third of Baby Boomers, two having a moderate to extreme interest in natural cork used to seal wine bottles, and similar.

An ECHAID classification tree method was used to develop eight consumer segments. Identifying characteristics that describe consumers likely to return empty wine bottles to a winery benefits recycling efforts and could possibly encourage additional sales.

This study aims to determine white wine drinkers’ interest in Grüner Veltliner wine, a potential signature wine for the Commonwealth of Pennsylvania in the USA and identify the consumer segments likely to look for and purchase this wine varietal.

A total of 676 wine consumers from the Mid-Atlantic region in the USA were compared based on familiarity with Grüner Veltliner wine, variety-seeking (VARSEEK) scores and the likelihood of looking for and purchasing Pennsylvania Grüner Veltliner wine.

Although only a third of participants had some experience with Grüner Veltliner wine, 77% were “somewhat interested” to “very interested” in being able to sample and taste the wine, and 66%–67% were “somewhat likely” to “very likely” to look for and purchase the wine from both growing regions. Generation, wine consumption behavior and familiarity with Pennsylvania wine and Grüner Veltliner wine differed between participants based on purchase intent and VARSEEK scores (i.e. low VARSEEK/likely, high VARSEEK/unlikely). Differences in factors motivating Grüner Veltliner purchasing were also identified between low VARSEEK/likely and high VARSEEK/likely participants.

The paper presents evidence of potential demand for a signature wine from an emerging wine region. This provides direction for target marketing and related promotional strategy, along with identifying wine consumers interested in tasting and purchasing the wine.

This study aims to characterize several wine consumer segments who were “likely” to sample (i.e. taste before purchasing) wine from vineyards using cover crops, a sustainable production practice that reduces herbicide applications, and identify those with a greater probability of being a viable target market based on survey responses.

A total of 956 wine consumers from the Mid-Atlantic and boarding US states were separated into segments based on an ECHAID (exhaustive Chi-square automatic interaction detector) classification tree from internet survey responses.

Out of the 12 created segments, 6 (n = 530, 72% of training data) contained participants who were at least 1.02 times (index score =102%) more “likely” to try the wine compared to the overall sample and were willing to pay $18.99 for a 750-mL bottle of the wine, which included a $1 surcharge to cover associated production costs. Of these, three (n = 195, 26%) had the greatest potential for which a marketing plan could be developed (index scores of 109%–121%), with over half in each segment willing to pay $20.99 for the bottle of wine, which could motivate growers to consider implementing this sustainable strategy.

Although several segments of participants were “likely” to sample the sustainably produced wine, an ECHAID classification tree allowed us to identify participants who would not pay $18.99 for a 750-mL bottle of wine, even after learning about the use of cover crops and the trade-off ($1 bottle surcharge). By narrowing the number of potential “likely” segments to those with a greater potential of sampling the wine, more purposeful marketing strategies can be developed based on demographics, attitudes, and behaviors defined in the model.

The importance of the wine involvement construct in explaining consumers’ wine consumption behaviour is widely acknowledged in the literature, as is the social nature of dining out with others. Yet, there is a paucity of research examining the relationships between how this construct interacts with dining group dynamics and wine consumption behavioural aspects in the restaurant environment. This study aims to investigate these aspects in US restaurants.

Utilising an online survey that yielded a sample of 513 respondents from across the USA who frequented all the recognised restaurant categories, respondents are segmented into low and high wine involvement categories using a reliable wine involvement scale. The authors examine differences between various dining group dynamics, dining group composition, main choice factors when ordering wine and method of ordering wine in US restaurants.

The authors find that diners’ level of involvement with wine provides sharp insights into several significant differences between involvement and dining group dynamics, group composition, choice factors when ordering wine and method of ordering wine in restaurants. High involvement diners dine out in larger groups, order more wine, spend more money on wine, are more often the main decision-maker ordering wine for the dining group and use wine menus and wall board displays more often when ordering than low involvement diners. They are also more discerning about the taste of wine, grape variety and wine style in terms of choice factors when ordering.

The nature and dynamics of dining groups are aspects that have profound implications, in various ways, for the restaurant industry. The level of involvement diners have with wine is a strong predictor of various outcomes in terms of dining group behavioural aspects regarding wine. Wine-related restaurant category-specific profile descriptions, such as those developed in this study, can be helpful for restaurants when creating business strategies.

The authors make a substantive contribution by being the first study to examine the relationships between dining group dynamics, dining group composition and behavioural aspects concerning wine consumption and involvement in the restaurant environment. The authors then map this information to derive wine-related profile descriptions for all US restaurant categories.

The purpose of this study is to determine the likelihood of a USA Mid-Atlantic region consumers’ willingness to partake in a wine tasting event, an example of an agritourism activity, based on their responses to an Internet survey conducted from June 22 to 29, 2010.

Potential participants were screened and asked to participate if they resided in one of the states targeted (Delaware, New Jersey or Pennsylvania); were aged 21 years and older; were the primary food shopper for the household; and had previously attended an agritourism and/or direct marketing events or activities.

A logit model was developed based on responses from 972 consumers who participated in the 15-minute Internet survey to predict participation in wine tasting activity. Consumers who are more likely to attend an on-farm wine tasting event include those who learn about agritourism events through newspapers, think that the variety and price of produce is better at direct markets than supermarkets, are older than 50 years, have a graduate degree and are self-employed.

Empirical results will help agritourism operators enhance marketing efforts and develop profitable on-farm agricultural activities by identifying consumer segments likely to participate in wine tourism activities.

This paper helps identify consumer segments that are more likely to participate in a wine tasting event and provides marketers with the ability to target likely buyers based on corresponding demographic characteristics.

This paper identifies likely wine tasting participants based on demographics, psychographics and behavioral characteristics.

The purpose of this paper is to examine the links between perceived festival service performance quality, satisfaction, buying wine at the event, and the first-time/repeat tourist dynamic.

The research was conducted on 368 attendees at a major wine festival in the northeast USA using intercept face-to-face interviews.

The facility-related quality aspects are a stronger predictor of buying behaviour than activity-related aspects and amenities. A relationship between performance quality perception and satisfaction could not be found. 35-year and older repeat visitors are the highest yielding festival visitor group from a financial viewpoint. First-timers are far more short-term oriented than repeat visitors when making the final decision to attend the festival event.

It is very important to achieve a high degree of repeat festival attendance as this directly influenced the financial gains in selling more wine. The nature and types of activities offered at a festival must be cohesive with the theme of the event. The festival activities offered should be continually evaluated for signs of wear out, and renewed, or replaced if necessary.

The research provides a new perspective to festivalscape knowledge in that it identifies the first-time and repeat visitor dynamic as a strong predictor of actual buying behaviour at a festival. The higher the proportion of repeat visitors, the higher the likelihood of (wine) buying.

The purpose of this paper is to examine what factors and assortment of factors on wine back labels, representative of those found in the US market, appealed to consumers. Moreover, what changes to wine bottle characteristics and standard wine composition appealed and could affect their purchasing decision.

Data were collected through an online survey of 910 wine consumers who resided in Metropolitan Philadelphia and New York City.

Based on conjoint analysis, averaged importance for food-wine-pairing information on wine bottle back labels was greater than both how to contact and connect with the winery and winery background information. Within the pairing information factor, description of food-wine-pairings and symbols of food-wine-pairings received positive utility values, indicating consumers preferred these options more than having no pairing information present. Consumers who purchased wine at least once a week were more positively impacted by the alternatives presented, with influence decreasing as purchasing frequency declined. Wine purchasing frequency is related to the number of wine drinkers living in a household and wine consumption within a household is most often a shared consumption activity. More females drink wine but the consumption frequency of males is higher.

Producers considering changing either the wine composition or a bottle characteristic should note that, based on frequency of wine purchasing, changes that may invoke a positive response are: decreased calorie content, wine made from “sustainably farmed” or “naturally farmed” grapes, and producing USDA Certified Organic wine.

This study is the first to investigate what changes to extrinsic cues in the form of wine bottle and back label characteristics and to the wine composition (taste) intrinsic cue appeal to consumers in the US market and might influence their purchase decisions.

Throughout the early 1980s, schools of business struggled with ways to internationalize their faculty, students and curriculum. In the face of an increasingly global economy, it was necessary for schools to meet this challenge. Various strategies were employed: infusion of global topics into the classes, creation of International Business departments, the implementation of the CIBER program (Center for International Business Education and Research) and faculty exchanges. Although the Kelley School of Business tried all of these, our most successful efforts to internationalize students has been by facilitating overseas experiences through organized study abroad programs.

Faculty participation in the assurance of learning (AoL) is requisite both for the effective operation of the system and for accreditation compliance, but faculty often resist engaging in AoL tasks. The purpose of this paper is to provide specific recommendations to address faculty concerns and to guide AoL systems toward maturity.

This paper provides a comprehensive model of faculty resistance perspectives aligned to AoL maturity, provides specific responses to faculty resistance and introduces success markers of progress toward maturity.

Specifically, a three-stage model of AoL system maturity is presented and aligned with five faculty perspectives. For each faculty perspective, responses targeting causal factors are proposed and signs of progress toward the next level of faculty engagement are highlighted.

Faculty and AoL leaders will be able to identify their current stage of AoL system maturity and implement practical solutions to move to the next stage of system maturity.

Understanding the motivations for faculty resistance will facilitate more meaningful and effective internal interactions as a school seeks to improve its AoL system. In turn, a more effective AoL system will promote better learning experiences for students; and better learning allows students to become productive in their chosen careers more quickly, thus improving society as a whole.

To the knowledge, no prior paper has organized faculty resistance along a maturity continuum, provided targeted responses based on the level of maturity or included signs that indicate growth toward the next level of maturity.