INNOVATIVE MARKETING STRATEGIES AND TOOLS FOR THE WINE SECTOR - A FOCUS ON SPARKLING WINE FIRMS IN THE HO.RE.CA. CHANNEL
type: CreativeWork
description: The wine sector is undergoing significant transformations, with consumption declining across most wine categories except for sparkling wines. Within this context, fine dining restaurants emerge as one of the most value-adding channels for wineries. Wine lists, often curated by sommeliers, serve not only as tools for sales but also as instruments to shape the dining experience. Given the central role of wine in restaurants, successful establishments tend to achieve different levels of consumer satisfaction. However, wine lists are not the sole determinant of customer perceptions: other factors, such as the quality of the food offering and the restaurant’s location, also play a crucial role in influencing overall satisfaction. Therefore, this thesis targets several intersected topics, with different complementary studies. On a general perspective, the overarching aim is to provide insights into how the change in consumption can be faced in the hospitality sector towards wine list management, and how it can enhance both wineries performance and consumer experience in the context of sparkling wine and fine dining. While, in detail, the aims are several. The first aim is to individuate trends and gaps in the literature in relation to wine brands, to set the stage for the following parts. The second aim addresses directly the dynamics of the Sparkling wine industry in terms of territorial responses to globalization standards. The third aim is to investigate the role of restaurant location in city context in terms of effect on consumer satisfaction. The fourth aim is to investigate how consumers satisfaction is influenced by wine list features in the fine dining sector. The fifth aim it to depict the role of wine list in shaping the experts’ evaluation of upscale restaurants. The sixth and last aim is to investigate the reasons behind the choice of sommelier in terms of Sparkling wines to list in upscale restaurants. Moreover, this thesis includes six chapters and the conc…
abstract: The wine sector is undergoing significant transformations, with consumption declining across most wine categories except for sparkling wines. Within this context, fine dining restaurants emerge as one of the most value-adding channels for wineries. Wine lists, often curated by sommeliers, serve not only as tools for sales but also as instruments to shape the dining experience. Given the central role of wine in restaurants, successful establishments tend to achieve different levels of consumer satisfaction. However, wine lists are not the sole determinant of customer perceptions: other factors, such as the quality of the food offering and the restaurant’s location, also play a crucial role in influencing overall satisfaction. Therefore, this thesis targets several intersected topics, with different complementary studies. On a general perspective, the overarching aim is to provide insights into how the change in consumption can be faced in the hospitality sector towards wine list management, and how it can enhance both wineries performance and consumer experience in the context of sparkling wine and fine dining. While, in detail, the aims are several. The first aim is to individuate trends and gaps in the literature in relation to wine brands, to set the stage for the following parts. The second aim addresses directly the dynamics of the Sparkling wine industry in terms of territorial responses to globalization standards. The third aim is to investigate the role of restaurant location in city context in terms of effect on consumer satisfaction. The fourth aim is to investigate how consumers satisfaction is influenced by wine list features in the fine dining sector. The fifth aim it to depict the role of wine list in shaping the experts’ evaluation of upscale restaurants. The sixth and last aim is to investigate the reasons behind the choice of sommelier in terms of Sparkling wines to list in upscale restaurants. Moreover, this thesis includes six chapters and the conc…
author: SARACINO, RICCARDO
language: eng
keywords: Wine, Economics, Horeca, Restaurants, Fine-dining, Branding, Value Chain, Econometrics, Sommelier, Italy, Germany, Sparkling wines., Settore AGRI-01/A - Economia agraria, alimentare ed estimo rurale
date published: 2025-12-15
date modified: 2026-07-27T20:19:12Z
provider: Università degli Studi di Milano
publisher: Networked Digital Library of Theses and Dissertations
type: WebPage
source organization: Università degli Studi di Milano

PropertyValue
property ID: Handle
value: https://hdl.handle.net/2434/1204537