Smartphones and wine consumers: a study of Gen-Y

• Published in: International journal of wine business research 2014-08, Vol.26 (3), p.188-207
• Main Authors: Pelet, Jean-Eric, Lecat, Benoît
• Format: Article
• Language: English
• Subjects: Access to information; Aversion; Browsing; Business administration; Cellular telephones; Customer services; Digital media; Electronic commerce; Humanities and Social Sciences; Information dissemination; Internet; Marketing; Marketing strategy/methods; Risk aversion; Risk taking; Screens; Shopping; Smartphones; Social networks; Wines
• ISSN: 1751-1062; 1751-1070; 1751-1062
• DOI: 10.1108/IJWBR-04-2013-0015

Purpose – The purpose of this study is to explore the potential of m-commerce (mobile commerce) combined with social media for the wine industry in order to reach distinctive customer segments Differences about access to information and shopping habits on the Internet seem to exist according to the cohorts users belong to. Design/methodology/approach – Based on a study of 190 respondents, this paper describes the consumer behavior of the Y generation regarding several variables: level of Internet sophistication and orientation, brand loyalty, risk aversion, involvement, shopping behavior and perception of authenticity. Findings – Results of the study show that m-commerce and e-commerce applications using social media platforms may prove greatly efficient in the foreseeable future for wine growers. Different ways of selling and disseminating information about their products are observed. Research limitations/implications – The infancy of m-commerce implies a relative difficulty to gather data about m-consumption. Active users on m-commerce browse and purchase a few items on the mobile web and many brands still don’t have the proper interface of their website to fit with mobile screens. As a result, it is not easy to find users with similar interests on the mobile web based on product preferences, directly linked to their browsing and purchasing history. Practical implications – Results of the confirmatory study show that m-commerce and e-commerce applications using social media platforms may in the foreseeable future, offer wine growers greater efficiency to expand their selling opportunities and reach a wider audience. Social implications – This topic is promising since various data show that wine consumption is composed of 45% of occasional drinkers (once or twice a week); and between 25 and 34 years old, it is composed of 50% are occasional drinkers. Originality/value – Y-Gens are occasional drinkers and therefore, to link those occasional drinkers with wine, it is important to use social media as a communication tool and maybe a distribution channel to better reach this potential target.