Wine marketing strategies in Spain : A structural equation approach to consumer response to protected designations of origin (PDOs)

Purpose – The purpose of this paper is to analyse the influence of the perceived wine quality across intrinsic and extrinsic attributes on satisfaction, loyalty and buying intention of Spanish protected designations of origin (PDO) wine consumers. Design/methodology/approach – Information is obtained from an initial qualitative approach through a dynamic group that allows us to develop the scales on which to quantify the different concepts. After this process a personal questionnaire is completed. With this aim the structural equation model (SEM) methodology is applied. However, as a previous measure, scales are depurated (analysis of reliability, dimensionality and validity) in order to guarantee an appropriate concept measurement. Findings – The results obtained in the hypothesis contrast of the model reveal the existence of a positive influence of the intrinsic perceived quality attributes (colour, smell and flavour) on consumers' satisfaction. On the other hand, it is not possible to find enough evidence to support the influence of extrinsic perceived quality attributes (price, brand and region of origin) on consumers' satisfaction and loyalty. A possible explanation of these findings could be the small degree of consumers' involvement before the wide variety of PDO wines on the market. Quite probably, this aspect could influence their satisfaction and loyalty towards these kinds of products. Practical implications – Managers must design marketing strategies to emphasise the intrinsic properties of the agro‐food products by means of their extrinsic attributes. In fact, quality stamps, PDO properties and other possible differentiating quality aspects must be highlighted on the labels. All these aspects could allow the product to improve its image and consolidate product links in consumer minds. Through this process it would be possible to achieve a better perceived quality and higher consumer satisfaction, loyalty and buying intention. Originality/value – This paper analyses the particularities of a traditional agro‐food product protected under a PDO and how these particularities influence on satisfaction, loyalty and buying intention. The literature analysing the interrelation between satisfaction, loyalty and buying intention concepts is very scarce in the PDO wine context.