Purpose

The purpose of this paper is to describe, analyze and compare business models (BMs) developed and used by wineries in two very different wine regions, one from the New World of wine [the USA, Connecticut (CT) and Rhode Island (RI)] and the other from the Old World of wine [Spain, Rias Baixas (RB)].

Design/methodology/approach

A survey was conducted aimed at all the wineries of both regions. The survey describes wineries’ decision-making process regarding their value chain through four variables, namely, supply, product, market and distribution and their perceptions regarding how competitive their business environment is through five variables, namely, barriers of entry, power of suppliers, power of buyers, internal competition and the threat of substitute products. This complimentary analysis (internal and external) approaches a definition of the BMs used in wineries of these two different wine regions.

Findings

The study highlights how BMs evolve and adapt to the competitive environment in which companies find themselves; wineries from CT and RI BMs display behavioral elements of companies that compete in the first stage of the life cycle, however, RB wineries BMs show elements of companies competing in the stage of maturity of the life cycle.

Originality/value

The paper shows empirical evidence of the use of BMs in an agribusiness sector as important as the wine industry. It also describes these distinctive BMs per region and explains how the creation of value occurs and how they adapt to different environmental conditions.

中文翻译：

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讨论葡萄酒商业模式的管理调查

目的

本文的目的是描述，分析和比较酒厂在两个截然不同的葡萄酒产区开发和使用的商业模型（BMs），其中一个来自新世界葡萄酒产区[美国，康涅狄格州（CT）和罗德岛（RI） ]和其他来自葡萄酒的旧世界[西班牙，Rias Baixas（RB）]。

设计/方法/方法

针对两个地区的所有酿酒厂进行了调查。该调查通过四个变量（即供应，产品，市场和分销）描述了酒厂关于其价值链的决策过程，并通过五个变量（即进入壁垒，供应商的实力，购买者的力量，内部竞争和替代产品的威胁。这种互补的分析（内部和外部）对这两个不同葡萄酒产区的酿酒厂中使用的BM进行了定义。

发现

这项研究强调了BM如何发展并适应公司所处的竞争环境；来自CT和RI BM的酿酒厂展示了在生命周期第一阶段竞争的公司的行为要素，但是，RB酿酒厂BM展示了在生命周期成熟阶段竞争的公司的要素。

创意/价值

本文显示了在与葡萄酒行业同样重要的农业综合企业中使用BM的经验证据。它还描述了每个地区这些独特的BM，并解释了价值创造是如何发生的以及它们如何适应不同的环境条件。