An empirical investigation of wine sales as a driver of financial performance in restaurants: Insights from real-world sales data

IF 9.9 1区管理学 Q1 HOSPITALITY, LEISURE, SPORT & TOURISM

International Journal of Hospitality Management Pub Date : 2025-03-04 DOI:10.1016/j.ijhm.2025.104139

Jun Young CHON , Olivier GERGAUD , Cindy Yoonjoung HEO

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Abstract

This study utilizes actual restaurant sales data to investigate the factors influencing wine prices and overall revenue, offering practical insights into effective sales strategies. The findings show that later-arriving guests tend to purchase more expensive wine bottles, while the presence of a sommelier increases wine sales by 11.5 %, though it does not impact the price of the wine selected. Additionally, longer stays at the restaurant correlate with higher spending on both food and wine, with regular customers generally outspending infrequent ones. Business dinners are associated with significantly higher wine prices compared to social dinners with friends. While the key factors influencing wine prices may vary depending on the restaurant's positioning and nature, this research broadens the understanding of the diverse elements affecting wine pricing and revenue. It also provides a valuable benchmark for future studies, contributing both academically and practically.

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来源期刊

International Journal of Hospitality Management HOSPITALITY, LEISURE, SPORT & TOURISM-

CiteScore

21.20

自引率

9.40%

发文量

218

审稿时长

85 days

期刊介绍： The International Journal of Hospitality Management serves as a platform for discussing significant trends and advancements in various disciplines related to the hospitality industry. The publication covers a wide range of topics, including human resources management, consumer behavior and marketing, business forecasting and applied economics, operational management, strategic management, financial management, planning and design, information technology and e-commerce, training and development, technological developments, and national and international legislation. In addition to covering these topics, the journal features research papers, state-of-the-art reviews, and analyses of business practices within the hospitality industry. It aims to provide readers with valuable insights and knowledge in order to advance research and improve practices in the field. The journal is also indexed and abstracted in various databases, including the Journal of Travel Research, PIRA, Academic Journal Guide, Documentation Touristique, Leisure, Recreation and Tourism Abstracts, Lodging and Restaurant Index, Scopus, CIRET, and the Social Sciences Citation Index. This ensures that the journal's content is widely accessible and discoverable by researchers and practitioners in the hospitality field.