European Association
of Wine Economists
Society for Quantification
in Gastronomy
Database contains
Working Papers
en Fr    in En
Enometrics XXI
Lyons - FR - juin 4-7, 2014

  • Brief Note
  • Press Releases

  • 5 Plenary sessions (keynote speeches).

    They have been provided by:

    Debriefing of the Lyons Conference



    67 contributions, 23 nationalities,
    3 Days of conference, plus one day of "oenological tourism"

    One special session of Experimantal Economy, organized by Pierre COMBRIS, Eric GIRAUD-HERAUD et Stéphanie PERES

    (access to abstracts and presentations below)

    design by Samantha Schmid (glass artist)

    click to enlarge

    Marie-Claude Pichery, presidentv of the scientific committee and Jon Hanf receiving his award

    The winner of the Enometrics Award 2014, awarded with the trophy of Samantha Schmid is:
    Jon H. Hanf (Universität Geisenheim, DE) for his paper:

    "Pay what you want – A New Pricing Strategy for Wine Tastings? " (joint paper with Oliver GIERING)

    The presentation as ppt


    click to enlarge

    The special encouraging award goes to:
    David PALMA ( Pontificia Univ. Católica de Chile, CL) for his paper:

    "Controlling for Price Endogeneity: A Case Study on Chinese Wine Preferences"

    He was presented with two wine souvenirs of the region signed "Maison Chapoutier" (Meysonnier, Crozes Hermitage)

    The presentation as ppt



    Press Release

    A completely new – and amazing - approach: “PAY WHAT YOU WANT”

    In the paper Jon H. HANF and Oliver Giering (Universität Geisenheim, Germany), presented at the XXI conference of VDQS and EuAWE in early June 2014 in Lyons, a new pricing strategy for wine tasting was developed.

    In Germany nearly 20 % of all wines sales are directly sold. Hence, customers have to be attracted to the wineries. As a result most often wine tastings are for free despite of the associated costs. However, often visitors feel obliged to buy some bottles of wine even though they are not in favour of this wine. Dissatisfaction might occur. Hence, other strategies have to be developed in order to cover the costs but reducing the risk of dissatisfaction. In this context we want to introduce the concept of “Pay What You Want”.

    This is a pricing strategy where buyers pay any desired amount for a given commodity, sometimes including zero. In some cases, a minimum price may be set, and/or a suggested price may be indicated as guidance for the buyer. The buyer can also select an amount higher than the standard price for the commodity.

    Giving buyers the freedom to pay what they want can be very successful in some situations, because it eliminates many disadvantages of conventional pricing. Buyers are attracted by permission to pay whatever they want, for reasons that include eliminating fear of whether a product is worth a given set price and the related risk of disappointment. For sellers it obviates the challenging and sometimes costly task of setting the “right” price. For both, it changes an adversarial conflict into a friendly exchange, and addresses the fact that value perceptions and price sensitivities can vary widely among buyers.

    Please, read all the other abstracts of the papers presented at this conference on

    Région Rhone Alpes Isara OIV