Skip to main content
SpringerLink
Log in

Welcome to My House, Do You Like the Neighborhood? Authenticity Differentiation Within Strategic Groups of Wineries

  • Chapter
  • First Online:
Management and Marketing of Wine Tourism Business

Abstract

Wineries differentiate themselves by creating a sense of authenticity. Wineries will do this by engaging in sensemaking to understand their environments and sensegiving to influence consumer perceptions of authenticity. Oftentimes, wineries can identify themselves within a geographic region, which provides benefits like participation in strategic groups. This chapter identifies four differentiation approaches used by wineries to develop authenticity: appellation, tourism, terroir, and storytelling. The benefits of participating in a strategic group allow wineries to collectively craft a sense of regional authenticity by appellation differentiation from other regions, as well as through tourism. However, wineries also need to differentiate within their respective strategic groups by creating authentic differences. Differentiation within a strategic group can be based on the terroir of the winery property to make the wine produced appear more authentic. Storytelling allows wineries to shape narratives about wines and wineries to create an authenticity unique to the winery. There are thus beneficial approaches to developing authenticity for a winery both within and between strategic groups.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 139.00
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 179.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 179.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

References

  • Allison, G. T. (1971). Essence of decision (p. 536). Boston: Little, Brown.

    Google Scholar 

  • Balogun, J. (2006). Managing change: Steering a course between intended strategies and unanticipated outcomes. Long Range Planning,39(1), 29–49.

    Article  Google Scholar 

  • Balogun, J., & Johnson, G. (2004). Organizational restructuring and middle manager sensemaking. Academy of Management Journal,47(4), 523–549.

    Article  Google Scholar 

  • Balogun, J., & Johnson, G. (2005). From intended strategies to unintended outcomes: The impact of change recipient sensemaking. Organization Studies,26(11), 1573–1601.

    Article  Google Scholar 

  • Barlow, M. A., Verhaal, J. C., & Hoskins, J. D. (2016). Guilty by association: Product-level category stigma and audience expectations in the U.S. craft beer industry. Journal of Management. https://doi.org/10.1177/0149206316657593.

  • Beverland, M. B. (2005). Crafting brand authenticity: The case of luxury wines. Journal of Management Studies,42(5), 1003–1029.

    Article  Google Scholar 

  • Carroll, G. R., & Wheaton, D. R. (2009). The organizational construction of authenticity: An examination of contemporary food and dining in the US. In B. M. Staw & A. P. Brief (Eds.), Research in organizational behavior, Vol 29: An annual series of analytical essays and critical reviews (Vol. 29, pp. 255–282).

    Google Scholar 

  • Caves, R. E., & Porter, M. E. (1977). From entry barriers to mobility barriers: Conjectural decisions and contrived deterrence to new competition. The Quarterly Journal of Economics,91(2), 241–261.

    Article  Google Scholar 

  • Cohen, E. (1988). Authenticity and commoditization in tourism. Annals of Tourism Research,15(3), 371–386.

    Article  Google Scholar 

  • Dana, L. P., Grandinetti, R., & Mason, M. C. (2016). International entrepreneurship, export planning and export performance: Evidence from a sample of winemaking SMEs. International Journal of Entrepreneurship and Small Business, 29(4), 602–626.

    Google Scholar 

  • Delmestri, G., & Greenwood, R. (2016). How Cinderalla became a queen: Theorizing radical status change. Administrative Science Quarterly,61(4), 507–550.

    Article  Google Scholar 

  • Denzau, A. T., & North, D. C. (1994). Shared mental models: Ideologies and institutions. Kyklos,47(1), 3–31.

    Article  Google Scholar 

  • Downing, J. A., & Ma, Q. (2017). Structure in chaos: Entrepreneurial reputation effects on performance during volatility. Journal of Small Business & Entrepreneurship,29(6), 461–476.

    Article  Google Scholar 

  • Downing, J. A., & Shanley, M. (2017). Entrepreneurial collaboration for performance in the labor brokerage industry. International Journal of Strategic Business Alliances, 6(1–2), 18–39.

    Google Scholar 

  • Dutton, J. E., & Dukerich, J. M. (1991). Keeping an eye on the mirror: Image and identity in organizational adaptation. Academy of Management Journal,34(3), 517–554.

    Article  Google Scholar 

  • Frake, J. (2016). Selling out: The inauthenticity discount in the craft beer industry. Management Science,11, 3930–3943. https://doi.org/10.1287/mnsc.2016.2517.

    Article  Google Scholar 

  • Gioia, D. A., & Chittipeddi, K. (1991). Sensemaking and sensegiving in strategic change initiation. Strategic Management Journal,12(6), 433–448.

    Article  Google Scholar 

  • Gioia, D. A., & Thomas, J. B. (1996). Identity, image, and issue interpretation: Sensemaking during strategic change in academia. Administrative Science Quarterly,41(3), 370–403.

    Article  Google Scholar 

  • Gioia, D. A., Thomas, J. B., Clark, S. M., & Chittipeddi, K. (1994). Symbolism and strategic change in academia: The dynamics of sensemaking and influence. Organization Science,5(3), 363–383.

    Article  Google Scholar 

  • Humphreys, M., Ucbasaran, D., & Lockett, A. (2012). Sensemaking and sensegiving stories of jazz leadership. Human Relations,65(1), 41–62.

    Article  Google Scholar 

  • John Dunham & Associates. (2017). The wine industry boosts the American economy $219.9 billion in 2017. Retrieved from the National Association of American Wineries. http://wineamerica.org/wp-content/themes/wineamerica/pdfs/impact/United-States-Report.pdf.

  • Johnson, D., & Bock, A. (2017). Coping with uncertainty: Entrepreneurial sensemaking in regenerative medicine venturing. The Journal of Technology Transfer,42(1), 33–58.

    Article  Google Scholar 

  • Kayes, D. C. (2004). The 1996 Mount Everest climbing disaster: The breakdown of learning in teams. Human Relations,57(10), 1263–1284.

    Article  Google Scholar 

  • Kim, H., & Bonn, M. A. (2016). Authenticity: Do tourist perceptions of winery experiences affect behavioral intentions? International Journal of Contemporary Hospitality Management,28(4), 839–859.

    Article  Google Scholar 

  • Kovacs, B., Carroll, G. R., & Lehman, D. W. (2014). Authenticity and consumer value ratings: Empirical tests from the restaurant domain. Organization Science,25(2), 458–478.

    Article  Google Scholar 

  • Lindblom, C. (1959). The science of “muddling through”. Public Administration Review, 29(1), 79.

    Google Scholar 

  • Littrell, M. A., Anderson, L. F., & Brown, P. J. (1993). What makes a craft souvenir authentic. Annals of Tourism Research,20(1), 197–215.

    Article  Google Scholar 

  • Maclean, M., Harvey, C., & Chia, R. (2012). Sensemaking, storytelling and the legitimization of elite business careers. Human Relations,65(1), 17–40.

    Article  Google Scholar 

  • Maitlis, S., & Christianson, M. (2014). Sensemaking in organizations: Taking stock and moving forward. The Academy of Management Annals,8(1), 57–125.

    Article  Google Scholar 

  • Maitlis, S., & Lawrence, T. B. (2003). Orchestral manoeuvres in the dark: Understanding failure in organizational strategizing. Journal of Management Studies,40(1), 109–139.

    Article  Google Scholar 

  • Mascarenhas, B. (1989). Strategic group dynamics. Academy of Management Journal,32(2), 333–352.

    Article  Google Scholar 

  • Peteraf, M., & Shanley, M. (1997). Getting to know you: A theory of strategic group identity. Strategic Management Journal,18, 165–186.

    Article  Google Scholar 

  • Peterson, R. A. (2005). In search of authenticity. Journal of Management Studies,42(5), 1083–1098.

    Article  Google Scholar 

  • Porac, J. F., Thomas, H., & Baden-Fuller, C. (1989). Competitive groups as cognitive communities: The case of Scottish knitwear manufacturers. Journal of Management Studies,26(4), 397–416.

    Article  Google Scholar 

  • Quan, S., & Wang, N. (2004). Towards a structural model of the tourist experience: An illustration from food experiences in tourism. Tourism Management,25(3), 297–305.

    Article  Google Scholar 

  • Quinn, J. B. (1980). Strategies for change: Logical incrementalism. Chicago: Irwin Professional Publishing.

    Google Scholar 

  • Remaud, H., & Couderc, J. (2006). Wine business practices: A new versus old wine world perspective. Agribusiness,22(3), 405–416.

    Article  Google Scholar 

  • Rumelt, R. P. (2011). Good strategy, bad strategy: The difference and why it matters (1st ed.). New York, NY: Crown Business.

    Google Scholar 

  • Shanley, M., & Peteraf, M. (2004). Vertical group formation: A social process perspective. Managerial and Decision Economics,25, 473–488.

    Article  Google Scholar 

  • Stonebridge Report. (2011, November). Wine tourism: An overview of the economics, a presentation for the wine tourism conference. CA: Napa.

    Google Scholar 

  • Swaminathan, A. (1995). The proliferation of specialist organizations in the American wine industry, 1941–1990. Administrative Science Quarterly,40(4), 653–681.

    Article  Google Scholar 

  • Tajfel, H. (1979, June). Individuals and groups in social-psychology. British Journal of Social and Clinical Psychology, 18, 183–190.

    Google Scholar 

  • Taplin, I. (2006). Competitive pressures and strategic repositioning in the Napa wine industry. International Journal of Wine Marketing,18(1), 61–71.

    Article  Google Scholar 

  • Taylor, J. P. (2001). Authenticity and sincerity in tourism. Annals of Tourism Research,28(1), 7–26.

    Article  Google Scholar 

  • The appellations of California wine: Central Coast, Santa Cruz Mountains, and Southern California. (2017, September 29), from https://www.wineinstitute.org/resources/lifestyleandtravel/article339.

  • Thomason, S. J., Simendinger, E., & Kiernan, D. (2013). Several determinants of successful coopetition in small business. Journal of Small Business & Entrepreneurship,26(1), 15–28.

    Article  Google Scholar 

  • Trilling, L. (1972). Sincerity and authenticity. Cambridge, MA: Harvard University Press.

    Google Scholar 

  • Tung, V. W. S., & Ritchie, J. R. B. (2011). Exploring the essence of memorable tourism experiences. Annals of Tourism Research,38(4), 1367–1386.

    Article  Google Scholar 

  • Turner, J. C., Brown, R. J., & Tajfel, H. (1979). Social-comparison and group interst in ingroup favoritism. European Journal of Social Psychology,9(2), 187–204.

    Article  Google Scholar 

  • Wang, N. (1999). Rethinking authenticity in tourism experience. Annals of Tourism Research,26(2), 349–370.

    Article  Google Scholar 

  • Weick, K. E. (1988). Enacted sensemaking in crisis situations. Journal of Management Studies,25(4), 305–317.

    Article  Google Scholar 

  • Weick, K. E. (1993). The collapse of sensemaking in organizations: The Mann Gulch disaster. Administrative Science Quarterly,38(4), 628–652.

    Article  Google Scholar 

  • Weick, K. E. (1995). Sensemaking in organizations. Thousand Oaks, CA: Sage.

    Google Scholar 

  • Weick, K. E. (2001). Making sense of the organization. Oxford: Blackwell.

    Google Scholar 

  • Weick, K. E. (2006). Faith, evidence, and action: Better guesses in an unknowable world. Organization Studies,27(11), 1723–1736.

    Article  Google Scholar 

  • Weick, K. E. (2008). Sensemaking. In S. R. Clegg & J. R. Bailey (Eds.), International encyclopedia of organization studies (pp. 1404–1407). Thousand Oaks, CA: Sage.

    Google Scholar 

  • Weick, K. E. (2010). Reflections on enacted sensemaking in the Bhopal disaster. Journal of Management Studies,47(3), 537–550.

    Article  Google Scholar 

  • Whittle, A., & Mueller, F. (2012). Bankers in the dock: Moral storytelling in action. Human Relations,65(1), 111–139.

    Article  Google Scholar 

  • Wrapp, H. E. (1967). Good managers don’t make policy decisions. Harvard Business Review,45(5), 91–99.

    Google Scholar 

  • Wrzesniewski, A. C., Dutton, J. E., & Debebe, G. (2003). Interpersonal sensemaking and the meaning of work. Research in Organizational Behavior,25, 93–135.

    Article  Google Scholar 

  • Xie, C. (2012). Efficiency and flexibility in small firms: The impact of industry structure. Journal of Management Policy and Practice,13(2), 74–86.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. California State University, Chico, CA, USA

    James A. Downing

  2. University of Portland, Portland, OR, USA

    Dan Parrish C.S.C.

Authors
  1. James A. Downing
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Dan Parrish C.S.C.
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to James A. Downing .

Editor information

Editors and Affiliations

  1. University of South Australia, Adelaide, SA, Australia

    Marianna Sigala

  2. University of Queensland, Brisbane, QLD, Australia

    Richard N. S. Robinson

Rights and permissions

Reprints and permissions

Copyright information

© 2019 The Author(s)

About this chapter

Check for updates. Verify currency and authenticity via CrossMark

Cite this chapter

Downing, J.A., Parrish C.S.C., D. (2019). Welcome to My House, Do You Like the Neighborhood? Authenticity Differentiation Within Strategic Groups of Wineries. In: Sigala, M., Robinson, R.N.S. (eds) Management and Marketing of Wine Tourism Business. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-319-75462-8_14

Download citation

Publish with us

Policies and ethics

Search

Navigation