Larry Lockshin's Publications

REFEREED JOURNAL ARTICLES

S. Mueller, L. Lockshin, Y. Saltman, J. Blanford, (2010), “Message on a bottle: The relative influence of wine back label information on wine choice”, Food Quality and Preference, 21, 22-32.
 
Lockshin, L. and D. Knott, (2009), “Boozing or Branding: Measuring the impact of free wine tastings at wine shops”, International Journal of Wine Business Research, 21 (4), 312-324.
 
S. Mueller, L. Lockshin, and J. Louviere, (2009), “What your see may not be what you get: Asking consumers what matters may not reflect what they choose”, Marketing Letters, published online November.

Mueller, I.L. Francis, and L. Lockshin, (2009), “Comparison of best–worst and hedonic scaling for the measurement of consumer wine preferences”, Australian Journal of Grape and Wine Research,

Trinh, G., J. Dawes, and L. Lockshin, (2009), “Do Product Variants Appeal to Different Segments of Buyers in A Category?”, Journal of Product and Brand Management, 18(2), 95-105.

Goodman, S., L. Lockshin, and E. Cohen, (2008), “Examining Market Segments and Influencers of Choice for Wine Using the Best-Worst Choice Method”, Revue Internationale des Sciences Commerciales: Marketing and Communications, 8 (1) March, 94-112.

Jarvis, W., C. Rungie, L. Lockshin, (2007), “The Polarisation Method for Merging Data Files and Analysing Loyalty”, International Journal of Market Research, 49 (4), 489-514.

Jarvis, W., C. Rungie, L. Lockshin, (2007), “Revealed Preference Analysis of Red Wine Attributes Using Polarisation”, International Journal of Wine Business Research, 19 (2), 127-138.

Jordan, R., P. Zidda, and L. Lockshin, (2007), “Behind the Australian Wine Industry Success: Does Environment Matter?”, International Journal of Wine Business Research, 19 (1), 14-32.

Atkin, T., R. Garcia, and L. Lockshin, (2007), “A Multinational Study of the Diffusion of a Discontinuous Innovation”, Australasian Marketing Journal, 14 (2), 17-33.

Perrouty, J P. d’Hauteville, F. and Lockshin, L. (2006), ‘The Influence of Wine Attributes on Region of Origin Equity: An Analysis of the Moderating Effect of Consumer’s Perceived Expertise’, Agribusiness, 22 (3) 1–19.
Jarvis, W, C. Rungie, S. Goodman, and L. Lockshin, (2006), ‘Using Polarisation to Identify Behavioural Loyalty to Price Tiers’, Journal of Product and Brand Management, 15 (4) 257-64.

Horowitz, Ira and Larry Lockshin, (2006),“Does Product Diversity Signal Bargains in Australian Wine?”, International Food and Agribusiness Management Review, 9 (1), 62-67.

Lockshin, L., Jarvis, W., D’Hauteville, F. & Perrouty, J. (2006,) ‘Using simulations from discrete choice experiments to measure consumer sensitivity to brand, region, price, and awards in wine choice’, Food Quality and Preference, 17, 166-178 .

Beaujanot, A., Lockshin, L. & Quester, P. (2005), ‘Distributors’ Business Characteristics, Buyer/Seller Relationship and Market Orientation: An Empirical Study of the Australian Wine Export Industry’, Journal of Marketing Channels, vol. 12, issue 1, pp.79-100

Beverland, Michael and Lawrence S. Lockshin, (2004), “Crafting a competitive advantage: tempering entrepreneurial action with positioning-based values”, Qualitative Market Research, Vol 7 (3), 172-182.

Mandhacitara, Rujirutana, and Larry Lockshin, (2004), “Fast moving luxury goods; positioning strategies for Scotch whiskey in Thai department stores”, Retail and Distribution Management, Vol 32(6), 312-319.

Beverland, Michael and Larry Lockshin, (2003), "A longitudinal study of customers’ desired value change in business-to-business markets", Industrial Marketing Management, 32 (December), 653-666.

Ling, Bith-Hong and Larry Lockshin. (2003), "Components of Wine Prices for Australian Wine: How Winery Reputation, Wine Quality, Region, Vintage and Winery Size Contribute to the Price of Varietal Wines", Australasian Marketing Journal, December.

Aurifeille, Jacques-Marie, Pascale Quester, Larry Lockshin, and Tony Spawton, (2002), “Global versus International Involvement Based Segmentation: A Cross National Exploratory Study”, International Marketing Review, Vol 19 (4), 369-386.

Lockshin, Larry and Ira Horowitz, (2002), “What Price Quality? An Investigation into the Prediction of Wine-Quality Ratings”, Journal of Wine Research, Vol 13 (1), 7-22.

Lockshin, Larry, Pascale Quester, and Tony Spawton, (2001). “Segmentation by Involvement or Nationality for Global Retailing: A Cross National Comparative Study of Wine Shopping Behaviours”, Journal of Wine Research, 12 (3), 223-236.

Hall, John, Larry Lockshin and G. Barry O’Mahoney. (2001), “Exploring the Links between Wine Choice and Dining Occasions: Factors of Influence”, International Journal of Wine Marketing, 13 (1), 36-53.

Lockshin, Larry and Tony Spawton. (2001), “Using Involvement and Brand Equity to Develop a Wine Tourism Strategy”, International Journal of Wine Marketing, 13 (1), 72-81.

Hall, John, Barry O’Mahoney, and Larry Lockshin, (2001), “Wine attributes and consumption occasions: An investigation of consumer perceptions”, Australia and New Zealand Wine Industry Journal: Wine Marketing Supplement, (December).

Stening, Sally and Larry Lockshin, (2001), “A Comparison of On-line and In-store Customers in the Wine Retail Sector”, Australia and New Zealand Wine Industry Journal: Wine Marketing Supplement, (December).

Beverland, M.B. and Lockshin, L.S (2001), "Organizational Life cycles in Small Wineries," Journal of Small Business Management, 39(4): 356-364.

Beverland, M.B. and Lockshin, L.S (2001), "Growth Models in the New Zealand Wine Industry: Some Case Study Evidence," Journal of the Australian and New Zealand Academy of Management, 7(2): 20-29.

Hall, J., O’Mahony, G.B., Lockshin, L, (2001), “Restaurant Dining Occasions and the Selection of Wine”, The Hospitality Review, 3 (1), 38-42.

McDougall, Gordon and Larry Lockshin, (2000), “Tanunda Winery- A Case Study”, International Journal of Wine Marketing 12 (3), 48-69.

Spawton, Anthony L. and Larry S. Lockshin, (2000), “Preliminary Analysis of Drinking in Moderation as a Preventative Health Mechanism: A Model and Testable Propositions,” Marketing and Public Policy Proceedings 2000, Vol 10. (eds.) Paula Bone, Karen France, and Joshua Wiener, Washington D.C., June, 123-134.

Hall, John and Larry Lockshin, (2000), “Using Means-End Chains for Analysing Occasions – Not Buyers”, Australasian Marketing Journal, Vol. 8 (1), 45-54.

Lockshin, Larry, Michelle Rasmussen, and Freya Cleary, (2000), “The Nature and Roles of a Wine Brand”, Australia and New Zealand Wine Industry Journal Special Issue on Wine Marketing, Vol. 15 (4), 17- 24.

Beverland, Michael and Larry Lockshin, (2000), “Organizational Lifecycles in Small New Zealand Wineries”, Australia and New Zealand Wine Industry Journal Special Issue on Wine Marketing, Vol. 15 (4), 50-58.

Rasmussen, Michelle and Larry Lockshin, (1999), “Wine Choice Behaviour- the Effect of Regional Branding”, International Journal of Wine Marketing, 11 (1), 36-46.

Charters, Stephen, Larry Lockshin, and Tim Unwin, (1999), “Consumer Responses to Wine Bottle Back Labels”, Journal of Wine Research, Vol. 10 (3) 183-196.

Lockshin, Lawrence and McDougall Gordon, (1998), “Service Problems and Recovery Strategies: An Examination of the Critical Incident Technique in a Business to Business Market, International Journal of Retail and Distribution Management, Vol 26 (11), 429-438.

Lockshin, Lawrence S. and Pierris Kahrimanis, (1998), “Discriminant Mapping of Consumer Evaluations of Retail Wine Stores,” Journal of Wine Research, Vol 9 (3), 173-184.

Dunphy, Rebecca and Lawrence S. Lockshin. (1998), “A History of the Australian Wine Show System,” The Journal of Wine Research, Vol 9 (2), 87-106.

Dunphy, Rebecca and Lawrence S. Lockshin. (1998), “A Contemporary Perspective of the Australian Wine Show System as a Marketing Tool, The Journal of Wine Research, Volume 9 (2), 107-130.

Handley, Ian and Lawrence S. Lockshin, (1997), “Wine Purchasing in Singapore: A Supermarket Observation Approach,” International Journal of Wine Marketing, Vol 9 (2/3), 70-82.

Cook, Donald and Lawrence S. Lockshin, (1997), “Revising Australian Export Strategies To The Pacific Rim: The Case of the Thai Wine Market,” International Journal of Wine Marketing, Vol 9 (2/3), 32-51.

Murray, Warwick and Lawrence S. Lockshin. (1997). “Consumer Acceptance of Synthetic Corks,” International Journal of Wine Marketing, 9 (1), 31-52.

Lockshin, Lawrence S., Anthony L. Spawton and Gerrard Macintosh. (1997), “Using Product, Brand, and Purchasing Involvement for Retail Segmentation,” Journal of Retailing and Consumer Services, Vol. 4 (3), 171-183.

Macintosh, Gerrard, Lawrence Lockshin, and Anthony Spawton. (1997), “Retail Relationships and Store Loyalty: A Multi-Level Perspective, International Journal of Research in Marketing, Vol. 14 (5), 87-97.

Bruning, Edward R. and Lawrence S. Lockshin. (1995). "Fundamental Elements in the Definition of Organisational Competitiveness," GESTION 2000: Management and Prospective 4 (August).

Bruning, Edward R. and Lawrence S. Lockshin. (1994), "Marketing's Role in Generating Organisational Competitiveness," Journal of Strategic Marketing, 2(3), 163-187.

Lockshin, Lawrence S. (1993). "The Role of Wholesaler-Distributors as Marketing Experts: Testing the Effect of Price and Quality in the Wine Industry," Journal of Marketing Channels, 3(1), 91-106.

Lockshin, Lawrence S. and W. Timothy Rhodus. (1993). "The Effect of Price and Oak Flavor on the Quality Perceptions of Consumers and Wholesalers," The International Journal of Wine Marketing, 5(2), 13-25.

Lockshin, Lawrence S. and W. Timothy Rhodus. (1989)."Consumer Perceptions of Quality: A Key Perspective for Horticulture Research," HortScience. 26 (7), 823-825.

BOOKS CHAPTERS AND SPECIAL ISSUES

Lockshin, L. and T. Spawton, (2008), “Global Marketing and Exporting”, in Wine: A Global Business, L. Thatch and T. Matz (eds.), Miranda Press, Elmsford, New Jersey.

Jordan, R., P. Zidda, L. Lockshin, (2007), “France-Australie: l’envers du décor”, in Bacchus 2008, J. P. Couderc, H. Hannin, F. d’Hauteville, and É. Montaigne (eds.), Dunod, Paris, France.

Orth, U.R., L. Lockshin, F. d’Hauteville, (2007), “The Global Wine Business as a Research Field”, lead editorial in International Journal of Wine Business Research, 19 (1), 5-13.

O’Mahony, M.G. B. J. Hall, L.Lockshin, L. Jago, , G. Brown, (2006), “Understanding the impact of Wine Tourism on Post-tour Purchasing Behaviour” in Global Wine Tourism Research, Management and Marketing, J. Carlson, and S. Charters (eds.) CAB International: Wallingford, UK.

Larry Lockshin and Luis Miguel Albisu, Co-editors, Special Issue on Wine Marketing, Agribusiness: An International Journal 22 (3 Summer). Co-editor’s introduction p 301-06.

Beaujanot, Andre Q., Larry Lockshin, and Pascale Quester. (2006). “Delivering Value: Market Orientation and Distributor Selection in Export Markets”, in Relationship between Exporters and their Foreign Sales and Marketing Intermediaries, Carl Solberg (ed.), in Advances in International Marketing, Vol 16, Amsterdam: Elsevier, 107-134.

Beverland, Michael and Lawrence Lockshin, (2006), “Crafting a Niche in A Crowded Market: The Case of Palliser estate Wines of Martinborough, New Zealand, in Handbook of Niche Marketing, Principles and Practices, Tevfik Dalgic (ed.), Haworth Series in Segmented, Targeted and Customized Marking, The Haworth Press, NY

Stening, Sally, Klaus Kilov, Larry Lockshin, and Tony Spawton, (2004), “Wine Trends in the UK Market”, in Anderson, Kym (ed.), Globalization of the World's Wine Markets, London: Edward Elgar, 124-140.

Spawton, Tony and Larry Lockshin (2004), “Global Marketing”, in Liz Thatch and Tim Matz (eds.), Wine: A Global Business, Elmsford, NY: Miranda Press, 61-82.

Lockshin, Larry, (2004), “La Marque et le Vin”, in François d’Hauteville, Jean-Piere Couderc, Herve Hannin, Etienne Montaigne (eds.), Bacchus 2005: Enjeux, Strategies et Pratiques dans la Filiere Vitivinicole, Paris: Dunod, 209-225.

REFEREED CONFERENCE PAPERS (PARTIAL LIST)

Corsi, A.M., Mueller, S. and Lockshin, L. (2010) "How does item order and other information impact wine menu choice?" Fifth International Academy of Wine Busiess Research Conference, Auckland, New Zealand.

Goodman, S., Lockshin, L. and Remaud, H. (2010) "Where to shop? The influence of store choice characteristics on retail market segmentation" Fifth International Academy of Wine Busiess Research Conference, Auckland, New Zealand.

Lockshin, L., Mueller, S. and Louviere, J. (2010) "The influence of shelf information on consumers' wine choice" Fifth International Academy of Wine Busiess Research Conference, Auckland, New Zealand.

Teagle, J., Mueller S. and Lockshin, L. (2010) "How do millennials' wine attitudes and behaviour differ from other generations?" Fifth International Academy of Wine Busiess Research Conference, Auckland, New Zealand.

Cohen, Eli, François d’Hauteville, Steve Goodman, Lucie Siriex, Larry Lockshin, (2008), “A Cross-Cultural Comparison of the Choice Criteria for Wine in Restauarants”, Fourth International Wine Business Conference, Siena, Italy, CD-ROM.

Remaud, Hervé and Larry Lockshin, (2008), “Rebranding a Commodity-based Wine Region”, Fourth International Wine Business Conference, Siena, Italy, CD-ROM.

Zidda, Pietro, Larry Lockshin, Stephanie van der Haert, (2008), “Channel Choice Behaviour for Different Usage Situations: The Case of the Wine Product Category”, Fourth International Wine Business Conference, Siena, Italy, CD-ROM.

Casini, Leonardo, Armando Corsi, Larry Lockshin, Eli Cohen, Steve Goodman, (2008), “Consumer Preferences of wine in Italy: Applying Best-Worst and Ordinal regression Methods”, Fourth International Wine Business Conference, Siena, Italy, CD-ROM.

Mueller, Simone, Cam Rungie, Steve Goodman, Larry Lockshin, Eli Cohen, (2008), “Is There More Information in Best-Worst Choice Data” Using the Variance-Covariance Matrix to Consider Consumer Heterogeneity”, Fourth International Wine Business Conference, Siena, Italy, CD-ROM.

Goodman, S L. Lockshin, E. Cohen, J. Fensterseifer, H. Ma, F. d’Hauteville, L. Sirieix, U. Orth, L. Casini, A. Corsi, S. Jaeger, P.Danaher, R. Brodie, J Olsen, L Thach, (2008), “An International Comparison of Consumer Choice for Wine: A Twelve Country Comparison”, Fourth International Wine Business Conference, Siena, Italy, CD-ROM.

Mueller, Simone, Leigh Francis, Larry Lockshin, (2008), “The Relationship between Wine Liking, Subjective, and Objective Knowledge: Does it Matter who is in Your ‘Consumer’ Sample?”, Fourth International Wine Business Conference, Siena, Italy, CD-ROM.

Remaud, Hervé, Simone Mueller, Phoebe Chvyl, and Larry Lockshin (2008), “Do Australian Wine Consumers Value Organic Wine?”, Fourth International Wine Business Conference, Siena, Italy, CD-ROM.

Mueller, Simone, and Larry Lockshin, (2008), “How Important is Wine Packaging for Consumers? On the Reliability of Measuring Attribute Importance with Direct Verbal versus Indirect Visual Methods”, Fourth International Wine Business Conference, Siena, Italy, CD-ROM.

Mueller, Simone, Larry Lockshin, Jordan Louviere, David Hackman, (2007),
‘Do respondents use extra information provided in online Best-Worst choice experiments?’,
Proceedings of the Xth Australian and New Zealand Marketing Academy (ANZMAC) Conference, Dunedin, New Zealand, 3-5 December 2007, p. 3486-3493.

Cohen, J., Lockshin, L., Rungie, C, (2006), “Using Involvement as a Segmentation Characteristic to Improve the Comparability of Cross-National Stated Preference Studies”, Australia and New Zealand Marketing Educator’s Conference, Brisbane, CD-ROM.

Cohen, J., Rungie, C. , Lockshin, L. (2006), “Plotting of Parameter Estimates as a Method to Account for Scalability in Cross-National Stated Preference Comparisons”, Australia and New Zealand Marketing Educator’s Conference, Brisbane, CD-ROM.

Romaniuk, J., Lockshin, L., Spawton, T., (2006), “Word of Mouth and Advertising Effects on Wine Brand Buying”, Australia and New Zealand Marketing Educator’s Conference, Brisbane, CD-ROM.

Jordan, R., P. Zidda, and L. Lockshin, (2006), “Behind the Australian Wine Industry Success: Does Environment Matter?”, Proceedings of the 3rd International Wine Business and Marketing Research Conference, ed. F. d’Hauteville, Montpellier, France. CD-ROM. **Winner Best Paper Award

Goodman, S., L. Lockshin, E. Cohen, (2006), “Using the Best-Worst Method to Examine Market Segments and Identify Different Influences of Consumer Choice”, Proceedings of the 3rd International Wine Business and Marketing Research Conference, ed. F. d’Hauteville, Montpellier, France. CD-ROM.

O’Mahony, B., J. Hall, L. Lockshin, L. Jago, G. Brown, (2006), “The impact of winery tourism on later wine consumption, CAUTHE 2006 Conference 'To the City and Beyond: Proceedings of the 16th Annual CAUTHE Conference

Goodman, S., Lockshin, L. & Cohen, E. 2005, Best-Worst Scaling: A Simple Method to Determine Drinks and Wine Style Preferences [CD-ROM] presented at Second Annual International Wine Marketing Symposium, Sonoma State University, California, 8-9 Jul.

Perrouty, J P. d’Hauteville, F. and Lockshin, L. 2005, ‘The Influence of Wine Attributes on Region of Origin Equity: An Analysis of the Moderating Effect of Consumer’s Perceived Expertise’ [CD-ROM] presented at Second Annual International Wine Marketing Symposium, Sonoma State University, California, 8-9 Jul.

Jarvis, W. & Lockshin, L. 2005, ‘Similarities and Differences between Purchasers’ and Non-Purchasers’ of Wine at the Visitor Centre’ [CD-ROM] presented at Second Annual International Wine Marketing Symposium, Sonoma State University, California, 8-9 Jul.

Jarvis, W., Rungie, C. & Lockshin, L. 2005, Revealed Preference Analysis of Wine Attributes Using Polarisation [CD-ROM] presented at Second Annual International Wine Marketing Symposium, Sonoma State University, California, 8-9 Jul.

Lockshin, L. & Halstead, L. 2005, A Comparison of Australian and Canadian Wine Buyers Using Discrete Choice Analysis [CD-ROM] presented at Second Annual International Wine Marketing Symposium, Sonoma State University, California, 8-9 Jul.

Wilson, D., Lockshin, L. & Rungie, C. 2005, Accessing Consumer Memory for Wine Marketing Research [CD-ROM] presented at Second Annual International Wine Marketing Symposium, Sonoma State University, California, 8-9 Jul.

Wilson, D., Lockshin, L. & Rungie, C. 2005, The Value of Identifying Cohorts through Retrospective Panel Data: Preliminary Findings from Australia [CD-ROM] presented to Second Annual International Wine Marketing Symposium, Sonoma State University, California, 8-9 Jul.

Lockshin, Larry, Wade Jarvis, Jean-Phillippe Perrouty, and François d’Hauteville (2004), “Using simulations from discrete choice experiments to measure consumer sensitivity to brand, region, price, and awards in wine choice, 7th Annual Sensometrics Conference, Davis, California, July.

Perrouty, Jean-Phillippe, François d’Hauteville, and Larry Lockshin, (2004), “Impact des interactions entre marques et regions d’origin sur la valeur perçue d’un vin: proposition de prise en compte de l’expertise perçue du consommateur”, XXth congres de l’Association Française de Marketing, Saint Malo, May. (Proceedings on CD-ROM)

Lockshin, Larry and John Hall. (2003). "Consumer Purchasing Behaviour for Wine: What We Know and Where We are Going", International Wine Marketing Colloquium, Adelaide, July, CD-ROM.

Jarvis, Wade, Cam Rungie, and Larry Lockshin. (2003), "Analysing Wine Behavioural Loyalty", International Wine Marketing Colloquium, Adelaide, July, CD-ROM.

Habel, Cullen, Cam Rungie, Tony Spawton and Larry Lockshin. (2003), "The Pareto Effect (80:20) in Consumption of Beer, Wine and Spirits: A Preliminary Discussion", International Wine Marketing Colloquium, Adelaide, July, CD-ROM.

Beaujanot, Andre and Larry Lockshin. (2003), "The importance of market orientation in developing buyer-seller relationships in the export market: the link towards relationship marketing", International Wine Colloquium, Adelaide, July, CD-ROM.

Wilson, Damien and Larry Lockshin. (2003), "The Communications Issues for Producers of Alternative Closures in the Wine Industry", International Wine Marketing Colloquium, Adelaide, July, CD-ROM.

Wilson, Damien and Larry Lockshin. (2003), "Using the Thiel Index Coefficient to Analyse Variation in Wine Consumption Habits", International Wine Marketing Colloquium, Adelaide, July, CD-ROM.

Wilson, Damien, Cam Rungie and Larry Lockshin. (2003), "The Importance of Investigating the Existence of Age Cohort Groups in Wine Marketing" ANZMAC, Adelaide, December, CD-ROM.

Beaujanot, Andre, Larry Lockshin and Gus Geursen. (2003), "Customer Orientation and Customer Selection", ANZMAC, Adelaide, December, CD-ROM.

Spawton, Anthony and Larry Lockshin, (2002), “Consumer Response to Societal Controls Designed to Modify Alcohol Usage and Abuse: Marketing Policy Implications”, Bacchus International Wine Conference, Niagara, Ontario, (May), CD-ROM.

Hoffman, Darina and Larry Lockshin, (2002), “International Comparison of Units of Wine and Alcohol Measurement, ‘Moderate Consumption’ and the ‘Standard Drink’”, Proceedings of the OIV Conference, Bratislava, (June).

Stening, Sally and Larry Lockshin, (2001), “A Comparison of On-line and In-store Customers in the Wine Retail Sector”, Proceedings of the ANZMAC Conference, Auckland (December). CD-ROM.

Wilson, Damien, James Juniper, and Larry Lockshin, (2001), “Determining the Inequality of Alcohol Consumption Using the Theil Index”, Proceedings of the ANZMAC Conference, Auckland (December). CD-ROM.

Shannon, Randall and Larry Lockshin, (2001), “Exploring Consumer Trial of Private Label Brands in Thailand”, Proceedings of the ANZMAC Conference, Auckland (December). CD-ROM.

Shannon, Randall and Larry Lockshin, (2001), “Private Label Brands In Thailand - Enough ‘Face’ To Survive Or Thrive?”, Proceedings of the ANZMAC Conference, Auckland, (December). CD-ROM.

Lockshin, Larry and Andre Beaujanot, (2001), “The Diversity of Asian Wine Markets”, Proceedings of the OIV Conference, Adelaide (October).

Stening, Sally and Larry Lockshin, (2001), “A Comparison of Internet and In-store Customer Behaviour”, Proceedings of the OIV Conference, Adelaide (October).

Oppenheim, Peter, John Hall, and Larry Lockshin, (2001), “Deriving Wine Marketing Strategies by Combining Means-End Chains with an Occasion-Based CHAID Segmentation Analysis”, Proceedings of the European ACR-Berlin, (June).

Rundle-Thiele S.R. and Larry Lockshin, (2000), “Consumer Response to Store Based Customized Strategies: The role of nationality and involvement”, Proceedings of the AMS/ACRA Retailing 2000: Launching the New Millennium, 88-92.

Mandhachitara, Rujirutana and Larry Lockshin, (2000), “Pricing and Merchandising Strategy for Scotch Whisky in Thai Department Stores”, Proceedings of the AMS/ACRA Retailing 2000: Launching the New Millennium, 32-36.

Hall, John and Larry Lockshin, (1999), “Using Means-End Chains for Analysing Occasions, Not Buyers”, Proceedings of the Australia and New Zealand Marketing Educators Conference, Sydney (November). CD-ROM.

Aurifeille J-M., Quester P.G., Hall J., and Lockshin L. (1999), “Investigating Situational Effects in Wine Consumption: A Means-End Approach,” in European Advances in Consumer Research, Vol 4, (eds.) Bernard Dubois, Tina Lowrey, L.J. Shrum, Marc Vanhuele, 104-111.

Hall, John, Lawrence Lockshin, and Maxwell Winchester, (1997), “Qualitative Analysis of the Influence of Situational Components in the Consumer Decision Making Process,” in (Peter Reed, Sandra Luxton, and Michael Shaw, eds.) Proceedings of the Australian New Zealand Marketing Educators’ Conference, Vol. 3, 1281-2.

Mibus, Raelene, Lawrence S. Lockshin and Margaret Sedgley, (1997), “Think Globally, Act Locally- Know Your Overseas Market,” Australasian Horticultural Post Harvest Conference, Sydney (September), 230-233.

Lockshin, Lawrence S. and Gordon McDougall, (1997), “ Customer Service Problems in Distribution,” in (Peter Reed, Sandra Luxton, and Michael Shaw, eds.) Proceedings of the Australian New Zealand Marketing Educators’ Conference, Vol. 3, 381-2.

Dean, Rupert and Lawrence S. Lockshin, (1997), “Situational Influences on Product Involvement and Service Level in Retailing Relationships,” in (Peter Reed, Sandra Luxton, and Michael Shaw, eds.) Proceedings of the Australian New Zealand Marketing Educators’ Conference, Vol. 3, 578-9.

Lockshin, Lawrence S., Gerrard Macintosh, and Anthony Spawton. (1997), “A Cross-Cultural Comparison of Retail Segmentation Using Product and Purchasing Involvement,” Fourth Recent Advances in Retailing and Services Science Conference, Scottsdale, AZ, 46.

Spawton, Anthony and Lawrence S. Lockshin. (1997). “Two Approaches to a Model of Wine Consumer Behaviour,” Asia Pacific Advances in Consumer Research Volume II, (eds.) Russell Belk and Ron Groves. Association for Consumer Research, 40-1.

Lockshin, Lawrence S. and Rupert Dean. (1996), “Situational Influences on Product Involvement as a Precursor to the Establishment of Relationship Behaviour with a Wine Retailer,” Australian and New Zealand Marketing Educator’s Conference, Auckland, NZ (November).

Winner Best Paper Award in Marketing Management:
Macintosh, Gerrard and Lawrence S. Lockshin. (1996). “The Effects of Salesperson/ Customer Relationships on Retail Wine Store Satisfaction and Loyalty,” AMA Winter Educator’s Conference, 7, Chicago: American Marketing Association.

Lockshin, Lawrence S. and Gerrard MacIntosh. (1995). “The Effects of Product Involvement and Salesperson/Customer Relationships on Retail Performance,” in David W. Stewart and Naufel J. Vilcassim (eds.), AMA Winter Educator’s Conference, 6, Chicago, IL: American Marketing Association, 25.
Anthony L. Spawton and Lawrence S. Lockshin. (1996). “Buyer Behaviour and Wine Purchase Behaviour,” invited keynote address AUIV, Paris, France.