Influence du territoire sur la légitimité et le prix: le cas du secteur viti-vinicole français

This article aims at analyzing the social and economic benefits that derive from the territory. We examine geographical and organized proximities as determinants of organizational legitimacy and “price premium” strategy. Based on secondary data from the Hachette Wine guide, a study was conducted in the French wine industry. Wine does not only include characteristics related to the territory; it also reflects men’s decisions within a territory. The `terroir’ concept hence encompasses soil, climate, and geology, topography, and cultural-related dimensions. Results show that geographical (two regions, Bordeaux and Languedoc-Roussillon) and organized (nine French Appellations) proximities have opposite effects on legitimacy and price. This study has implications on organizational, collective and territorial levels (both local and national).