Abstract
This study was designed to explore wine supplier selection criteria and identify their implicitly derived importance and performance using the revised importance-performance analysis. This study then examined if these results are different based on wine retailer types (on-premise vs. off-premise). For on-premise wine retailers, price competitiveness was found to be the most important factor that wine suppliers have to focus on. In contrast, for off-premise wine retailers, product quality and salesperson expertise were revealed to be important factors that should be concentrated by wine suppliers. In addition, product availability was located in the area of “possible overkill” for both on-premise and off-premise wine retailers. This implies that wine suppliers outperformed to accommodate many different wine products. Based on our findings, several important implications are discussed.
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