Experiential Marketing and Long-Term Sales

ABSTRACT

This study investigates the ability of winery tasting rooms to create brand awareness and build long-term brand loyalty. Specifically, we test the conjecture that if tasting rooms create brand awareness and a pleasurable tasting room experience, then those visitors are more likely to recognize and seek out those brands once they leave the tasting room. To measure these effects, we exploit differences in tasting room characteristics to conduct a series of natural experiments from which we analyze differences in off-premise retail sales away from the tasting room. We use scan data on wine sold off-premise through traditional retail outlets to then test for differences among tasting room characteristics. Our results indicate that tasting rooms act as a form of experiential marketing for wineries, creating brand awareness and generating greater growth in off-premise retail sales. Finally, we address issues of endogeneity and unobserved heterogeneity as potential sources of bias.

KEYWORDS:

• Pooled cross section time series analysis
• quasi-experiments;brand effects
• Tasting rooms

Additional information

Notes on contributors

Steven S. Cuellar

Steven S. Cuellar, Ph.D., Department of Economics, Sonoma State University, Rohnert Park, CAUSA, Phone [phone], Fax [phone], Steve. (E-mail: [email protected]).

Robert C. Eyler

Robert C. Eyler, Ph.D., Department of Economics, Sonoma State University, Rohnert Park, CAUSA, (707) 664–4256. (E-mail: [email protected]).

Rich Fanti

Rich Fanti, Sonoma Research Associates, Glen Ellen, CAUSA, Richie. (E-mail: [email protected]).