Matchmakers in Wine Marketing Channels: The Case of French Wine Brokers
Magali Aubert (),
Etienne Montaigne and
Hervé Remaud Additional contact information Virginie Baritaux: UMR MOISA - INRA - Montpellier France
Etienne Montaigne: UMR MOISA - AGRO.M - Montpellier France
Hervé Remaud: UMR MOISA-AGRO.M - Montpellier France
Wine brokers are wholesale intermediaries. They belong to the category of the matchmaker intermediaries. These middlemen are not well known. Their role is to help buyers and sellers of bulk wine to meet and transact. Assuming that wine merchants appeal to brokers because they reduce transaction costs, we analyze how a broker intervention can reduce search costs, negotiation costs, and monitoring and enforcement costs of a transaction on bulk wine. A data base of contracts on bulk vins de table and vins de pays is used to estimate a logistic model of the probability “broker intervention”.