What internal characteristics could explain U.S. wineries targeting upper-tier price segments?

Research Question This research employs a logistic regression approach to assess the probability that an American winery primarily targets upper-tier segments rather than lower- or mid-priced categories. Methods Drawing on a dataset of 175 U.S. wineries, the model incorporates variables capturing production scale, breadth of wine types, diversification beyond wine, workforce composition, multilingual capabilities, export orientation, and other attributes. Results Production scale, portfolio breadth, diversification activities, and workforce characteristics shape winery’s capacity to move upmarket. Smaller or more narrowly focused production often projects exclusivity and meticulous craftsmanship, reinforcing higher-quality perceptions.