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.
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