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A votre sante - conceptualizing the AO typology for luxury wine and spirits
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
2016 (English)In: International Journal of Wine Business Research, ISSN 1751-1062, E-ISSN 1751-1070, Vol. 28, no 2, 170-186 p.Article in journal (Refereed) PublishedText
Abstract [en]

Purpose - The status of icewine as a luxury item is largely undisputed in popular perception. Despite this, icewine has received very little attention in the management literature. This paper aims to close this gap by developing a theoretical framework to segment the luxury wine and spirits market with a focus on icewine. Design/methodology/approach - This paper is conceptual in nature. The authors adapt Berthon et al.'s (2009) aesthetics and ontology (AO) framework for luxury brands to provide a theoretical lens for segmenting the luxury wine and spirits market into four distinct segments. Findings - The main contribution of this paper is a theoretical framework for segmenting the market for luxury wines and spirits into four distinct segments: cabinet collectors, cellar collectors, connoisseurs and carousers. The authors then apply their framework to the icewine category and outline considerations for the marketing mix of icewine producers. Practical implications - The AO framework for luxury wines and spirits is beneficial for icewine producers to help differentiate their current and future market segments. In addition, this paper outlines practical implications for icewine maker's marketing mix that could enhance their competitive position today and in the future. Originality/ value - This is the first paper examining icewine in the context of luxury marketing.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2016. Vol. 28, no 2, 170-186 p.
Keyword [en]
China, Conceptual/theoretical, Brand management, Canada, Alcoholic drinks, Not applicable, Marketing mix, Wines and spirits
National Category
Other Agricultural Sciences not elsewhere specified Economics and Business
URN: urn:nbn:se:kth:diva-190582DOI: 10.1108/IJWBR-09-2015-0041ISI: 000379777700007ScopusID: 2-s2.0-84977472834OAI: diva2:953379

QC 20160817

Available from: 2016-08-17 Created: 2016-08-12 Last updated: 2016-08-17Bibliographically approved

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Paschen, Jeannette
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Industrial Economics and Management (Dept.)
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