Differentiation strategies and winery financial performance: An empirical investigation

Sandra K. Newton ^[1] ; Armand Gilinsky Jr ^[1] ; Douglas Jordan ^[1]
1. [1] Sonoma State University
  
  Sonoma State University
  
  Estados Unidos
Localización: Wine Economics and Policy, ISSN-e 2212-9774, Vol. 4, Nº. 2, 2015, págs. 88-97
Idioma: inglés
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Resumen
- This investigation into small-to-medium sized wine businesses empirically tests linkages among differentiation strategies and financial performance over time. Using a two-by-two model, we examine the impact of differentiation strategies on profitability and growth. Financial and operational data from a proprietary database of 71 United States wineries, encompassing five continuous years (2006–2010), provide longitudinal robustness. Management decisions regarding resources and capabilities are used to cluster the sample firms into a two-by-two differentiation strategy model. Those wineries sourcing over 50% estate grapes and distributing over 50% direct-to-consumer have higher gross margins compared to other clusters. Direct-to-consumer distribution decisions impact growth. Results of this research indicate that distribution channel choice-direct-to-consumer-positively impacts gross profit margin and winery growth rates. Supply chain choice-sourcing estate grapes also positively impacts gross profit margin. This study uses reported financial data that have not been made available to researchers.