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Spanish Wine in Sweden Spanish wine in Sweden Master Thesis Spring Semester 2007 Authors: Jorge Castillo Carrero Gorka Insagurbe López de Silanes Supervisor: Per Nilsson Main opponents: María de los Ángeles López Olías María de la O Lallena Carmona ACKNOWLEDGEMENTS First of all, we want to thank our supervisor, Per Nilsson, for his help during all the process of the Master Thesis because without him, we had not been capable to conduct this study. We also want to thank all the respondents who have made our questionnaire since they have been important in our study. Finally a special thanks to our respective families and friends, especially those from Umeå, since they have helped and supported us through this year. Jorge Castillo Carrero and Gorka Insagurbe López de Silanes 1st of June, 2007. Umeå University, Sweden. I ABSTRACT The new century has provoked the liberalization of the world economy and market globalization. International marketing has opened the borders for all countries, which can compete with the same competitive tools, increasing the rivalry among them. This thesis deals with the wine sector and the changes that this sector has suffered in previous years, due to the entrance of new producer countries and the recession that has been produced by European wines, called “Old World” producers. In this study we will make an analysis of the Swedish wine market, describing how the different players act; from consumers to the special system of alcohol distribution that is controlled by the government, all the way to the producers and kinds of wine that compose the market. Among the different wine producers we will make a thorough study of the Spanish case, given that we come from Spain, where the wine industry has a special relevance. Furthermore, Spain is one of the most important wine exporters to Sweden, but in the last years it has suffered a small decrease in its market share. So apart from studying the current situation of the wine sector in Sweden and how consumers perceive the wine of “Old World” countries, such as France, Italy and Spain and “New World” countries, such as Australia, Chile and South Africa, our main objective is to make some strategic recommendations in order to improve the situation for Spanish wine. The study will focus on a quantitative research through a self completion questionnaire, measuring the main features of wine (quality, price, nationality, etc.) and also on different theories that compose the marketing and strategic fields. II TABLE OF CONTENTS 1. INTRODUCTION ................................................................................................... 1 1.1. Background................................................................................................... 1 1.2. Statement of the problem............................................................................... 4 1.3. Research objectives....................................................................................... 4 2. SCIENTIFIC APPROACH AND RESEARCH DESIGN.......................................... 5 2.1. Preconceptions.............................................................................................. 5 2.2. Scientific Approach....................................................................................... 6 2.3. Choice of Method.......................................................................................... 8 2.4. Research design ............................................................................................ 8 2.5. Secondary sources......................................................................................... 9 2.5.1. Criticism of secondary sources............................................................. 9 3. LECTURE REVIEW .............................................................................................. 11 3.1. Definition of key words............................................................................... 11 3.2. ‘Old World’ market vs. ‘New World’ market .............................................. 12 3.2.1. ‘Old World’ market ........................................................................... 12 3.2.2. ‘New World’ market .......................................................................... 13 3.2.3. Other countries .................................................................................. 13 3.2.4. Current situation of the sector in the global market ............................ 13 3.3. Consumer behavior ..................................................................................... 15 3.4. Analysis of Michael’s Porter Five Competitive Forces ................................ 16 3.4.1. Rivalry among existing firms ............................................................. 17 3.4.2. Threat of new entrants........................................................................ 18 3.4.3. Bargaining power of buyers .............................................................. 19 3.4.4. Bargaining power of suppliers............................................................ 19 3.4.5. Threat of substitutive products........................................................... 20 3.4.6. Government ....................................................................................... 20 3.4.7. Criticism to the theoretical model ...................................................... 21 3.4.8. Our point of view of theoretical model............................................... 22 3.5. Boston Consulting Group............................................................................ 22 3.5.1. Criticism to the theoretical model....................................................... 23 3.5.2. Our point of view of the theoretical model ......................................... 23 3.6. Competitive strategies................................................................................. 24 3.7. Choice of theories ....................................................................................... 25 4. DATA COLLECTION............................................................................................ 27 4.1. Sampling procedure .................................................................................... 27 4.2. Tool that has been used to collect data......................................................... 28 4.3. Potential biases ........................................................................................... 29 5. PREPARATION OF DATA ................................................................................... 30 5.1. Non valid responses and non-respond rate................................................... 30 5.2. Spss for preparation of data......................................................................... 30 6. PRESENTATION OF DATA ................................................................................. 32 6.1. Univariate analysis...................................................................................... 32 6.1.1. Consumption of wine......................................................................... 32 6.1.2. Kind of wine preferred....................................................................... 33 6.1.3. Expenditure in wine 75 cl................................................................... 33 6.1.4. Kind of packaging ............................................................................. 34 6.1.5. Variation of wine quantity.................................................................. 34 6.1.6. Key aspects in wine election .............................................................. 35 III 6.1.7. Wine characteristics........................................................................... 38 6.1.8. Chosen country.................................................................................. 42 6.1.9. Perception about Spanish wine........................................................... 42 6.1.10. How often do you buy Spanish wine? .............................................. 45 6.1.11. Personal information........................................................................ 45 6.2. Multivariate analysis ................................................................................... 45 6.2.1. Gender – Group of age – Consumption of wine ................................. 46 6.2.2. Gender – Group of age – Kind of wine............................................... 46 6.2.3. Gender – Chosen country – Kind of wine........................................... 46 6.2.4. Chosen country – Consumption of wine............................................. 47 6.2.5. Chosen country – Kind of packaging.................................................. 47 6.2.6. Kind of wine – Chosen country – Kind of packaging ......................... 47 6.2.7. Chosen country – Expenditure in wine............................................... 49 6.2.8. Kind of wine – Expenditure in wine – Kind of packaging ................. 49 6.2.9. Chosen country – Characteristics of wine in each country.................. 50 6.2.10. Chosen country – Level of income ................................................... 51 6.2.11. Chosen country – Characteristics of Spanish wine............................ 52 6.2.12. Group of Age – Characteristics of Spanish wine............................... 52 7. ANALYSIS OF DATA........................................................................................... 54 7.1. Analysis of data for wine in general ........................................................... 54 7.1.1. Relationship between empirical data and
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