Abstract
E‐Business channels are presenting novel opportunities for small vineyards to target new online market segments, to communicate directly with the customer and side‐step the main wine distributors who have traditionally blocked access to substantially wider markets. In the UK, where the majority of wine producers is heavily reliant on direct sales, understanding the role that eBusiness channels can play in the buyer behaviour process could be critical for building effective customer relationships and sales. This paper investigates how competitive advantage can be achieved through B2C channels.
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