An Empirical Approach to Identifying Cross-Cultural Modifications to International Hospitality Industry Sales Training

Abstract

This study uses six of Wilson's (1995) “success” variables in long-term buyer-seller relationship development to analyze whether relationship marketing concepts can be applied globally in hospitality sales training programs. It looks at the cross-cultural differences that exist between various regions of the world (i.e., North America and Asia) in the way buyer-seller relationships are perceived by hotel salespersons. This study found differences in the importance given to the “success” variables do exist across international boundaries. Recognition of the differences can provide assistance to hospitality industry marketers in designing and modifying sales training programs focused on developing long-term buyer-seller relationships.     

Sales skills in the hospitality industry

Two surveys were conducted with the intention of increasing insight into the nature of sales in today's hospitality industry. One hundred U.S. hotel sales and marketing managers were surveyed about attitudes within the hotel sales community regarding training, salesmanship, qualities of effective salespeople, and related issues. Also, the training directors of fifteen hotel companies were interviewed concerning their training programs for entry-level salespeople. Presentation of the results of these surveys is preceded by commentary from the literature and from selected hotel sales executives regarding the unique nature of sales in the hospitality industry.     

The Challenges of Providing Training in Small Sized Lodging Properties

ABSTRACT

Labor issues confront the lodging industry in good times and in bad. Employee training is viewed as a means to manage labor challenges and the hospitality industry is not well known for specializing in employee training. Small sized properties have unique challenges to implementing training practices and this study focused on understanding the training practices of small sized lodging properties. Two hundred eighteen lodging owners/general managers responded to a mailed questionnaire regarding training practices. Overall, less small properties provide training. Properties value training similarly, however, small properties provide less training, experience lower occupancy, are less often profitable, and experience some unique barriers to training. Considerations must be made for this lodging group and suggestions for addressing these issues are provided.     

Skills and Competencies Needed for the Hong Kong Hotel Industry

ABSTRACT

The tourism industry is one of the main sources of income to Hong Kong. If qualified employees provide better service, Hong Kong can potentially attract even more visitors. The training of new recruits and existing staff is therefore vital, but views on the value and the type of training vary amongst the stakeholders. This study of the views of hotel human resources managers revealed that they considered that people who were interested in developing their career in the hospitality industry must be prepared to start at the bottom. The hotel human resources managers strongly believe that employees must have a positive service-mind and commitment to the industry with a certain degree of working experience. Employers perceived these were important components to success for every member of staff, rather than having a good educational background. Such qualifications will raise the status of the hotel industry in general and enhance the status of the service providers as professionals.     

Buying a Piece of Paradise- A Case Study

ABSTRACT

The vacation ownership (timeshare) industry is the fastest growing segment in the hospitality industry. With this growth is the need to attain qualified managers and hospitality programs must ascertain the skills that are necessary to meet the demands of this market. The purpose of this study was to discover if there were any significant differences between traditional lodging managers and timeshare managers based upon a manager's knowledge, ability, and attitude related to their job duties. The study did discover some areas that were deemed more important to timeshare managers. These results could be used to help potential employees in the lodging industry discover what type of environment would best match their skill set.     

Is digital technology the magic bullet for performing work at home? Lessons learned for post COVID-19 recovery in hospitality management

PurposeThe COVID-19 pandemic has suddenly brought about a number of disruptions to when and where work is undertaken for hospitality employees. The rapid spread of COVID-19 forced many hospitality managers to use digital technologies to perform work from home, termed digital work connectivity. Yet little is known about how hospitality employees cope with it. The purpose of this study is to investigate an important yet underspecified issue as to how digital work connectivity can be detrimental for employees’ work behavior.Design/methodology/approachWe test our hypotheses using multi-wave and multi-source data collected from 467 middle managerial-level hospitality employees in China.FindingsThe findings show that digital work connectivity can lead to self-control depletion, which in turn is associated with disengagement from work. Further, the findings show that relational energy is an important resource that can buffer the detrimental effects of digital work connectivity on hospitality employees.Practical implicationsThe association of digital work connectivity with employee withdrawal behavior highlights the urgent need for hospitality enterprises to have clear guidelines that regulate technology use at home for work purposes.Social implicationsOur research shows that the absence of clear guidelines in relation to the use of digital technology for work at home risks producing unintended consequences for both hospitality employees and their enterprises.Originality/valueOur research draws from recent advances in resource allocation theories of self-control and adopts a more nuanced approach to uncover a counterintuitive reality that while people use digital technology to remain connected with work, doing so can actually contribute to their withdrawal behavior.     

Customer Satisfaction,Training and TQM

Abstract

Managers within the hospitality industry make frequent reference to TQM principles. The extent to which these principles are applied effectively within the human resource management area of hospitality however remains under-researched. By applying TQM principles, this paper focusses on the relationship between customer service and training drawing upon comparative data from Western and Thai hotels. The paper also examines the perceptions of staff towards of hotels' guest-orientation and the provision of quality guest services. The researchers found that guest assessments of the performance of hotel frontline staff depend on their services function (e.g., front-office, housekeeping). The service quality skills needed by frontline staff were also found to differ in the case of Western and Thai hotels. Such differences merit proper consideration on the part of managers within the major hotel chains. The various findings may assist hospitality managers to determine appropriate strategies for the enhancement of guest services particularly in cross-cultural settings.     

The integration of nutrition components into culinary programs: perspectives of experts and educators

ABSTRACT

Consumers are increasingly eager for healthier food selections, but not at the expense of taste. As the foodservice industry continues to respond to these trends, graduates from culinary and hospitality programs are expected to be trained to meet these changing needs. The aim of the study was to compare industry experts’ and educators’ perceived importance of nutritional competencies in culinary curriculum, as well as the perceived barriers to integrate nutritional competency in accredited culinary programs. The study analyzed data provided by two U.S.-based groups of participants: (1) culinary and industry experts, and (2) educators in culinary and hospitality management programs. Results indicate that experts view nutritional competency as important to a student’s program of study and that success depends on educators meeting these competencies. However, the analysis reveals that educators significantly undervalue the importance of nutritional competency placement in curriculum and overrate how well they are preparing culinary graduates.     

The Role of Training in Achieving TQM in Restaurants

Abstract

TQM, and its application to the hospitality and tourism industries, has begun to receive more attention in the literature. However, few articles focus exclusively upon TQM in the restaurant industry and fewer still have examined the relationship between TQM and employee training. This article examines this relationship through interviews with managers with two prominent restaurant chains in Canada.     

Analysis of Hoteliers' E-Commerce and Information Technology Applications

ABSTRACT

Numerous research studies are being conducted that are related to e-commerce and information technology (IT) applications in the hospitality industry with regard to operational, profitability, productivity, and management perspective. The focus of this study is to examine current e-commerce and IT applications in the hospitality industry and to identify the business travelers' needs relative to advanced e-commerce and IT applications to improve customer service. Hoffman and Chung (1999) stated that what customers want most is not what restaurants and hotels are necessarily implementing. This study discusses the typical problems and obstacles of implementing e-commerce and IT applications in hospitality, using the lodging e-commerce and IT applications to satisfy customers, and developing the lodging e-commerce and IT applications as a corporate competitive advantage. Moreover, this study investigated a variety of e-commerce and IT applications related to customer service, satisfaction, and retention as well as e-commerce and IT applications as a distribution channel for receiving travelers' information and accommodation booking. This study provides valuable implications for the hospitality practitioners about customer needs relative to e-commerce and IT applications.     

Restaurants’ social enterprise business model: Three case studies

ABSTRACT

This research explores the application of the Social Enterprise business model within the context of the hospitality industry. In order to achieve this goal, a qualitative primary research was conducted through three case studies. The research suggests that hospitality social enterprises encounter many unique challenges as a result of social mission implications. The research provides a foundation for industry and academic recommendations. Most importantly, detailed recommendations such as strategic planning, strict budgeting, and mission/profit balance are derived for hospitality social enterprise managers to improve efficiency and counteract industry-specific challenges.     

Explaining a Community Touristscape

Abstract

Numerous research studies are being conducted that are related to e-commerce and information technology (IT) applications in the hospitality industry with regard to operational, profitability, productivity, and management perspective. The focus of this study is to examine current e-commerce and IT applications in the hospitality industry and to identify the business travelers' perceptions and needs relative to advanced e-commerce and IT applications to improve customer service. Hoffman and Chung (1999) stated that what customers want most is not what restaurants and hotels are necessarily implementing.

This study discusses the typical problems and obstacles of implementing e-commerce and IT applications in hospitality, using the lodging e-commerce and IT applications to satisfy customers, and developing the lodging e-commerce and IT applications as a corporate competitive advantage. Moreover, this study investigated a variety of e-commerce and IT applications related to customer service, satisfaction, and retention as well as e-commerce and IT applications as a distribution channel for receiving travelers' information and accommodation booking. This study provides valuable implications for the hospitality practitioners about customer perceptions and needs relative to e-commerce and IT applications.     

A Proposed Research Agenda for the Refinement of the High Performance Work System Construct in the U.S. Restaurant Industry

Abstract

The current research proposes a framework for the investigation and conceptualization of high performance work systems in the U.S. restaurant industry. The projected U.S. restaurant industry sales for 2006 are $511.1 billion according to the National Restaurant Association (National Restaurant Association, 2005). Because of its size and impact on the foodservice industry and the hospitality industry in general, improving the performance of the restaurant industry could help increase overall revenues and guest satisfaction in the foodservice and hospitality industry. By identifying a list of high performance work practices in the industry, a more in-depth exploration of these practices and then organizational policies can be aligned together to help improve overall performance in the U.S. restaurant industry. The current study provides theoretical background and support for the high performance work systems theory.     

Hospitality managers' importance perceptions of human resource practices related to employment of foreign workers in the United States

ABSTRACT

Cross-border labor mobility of hospitality employees has resulted in an increase in illegal immigrants in the workforce. The purpose of this study was to generate a list of top legal issues associated with the employment of foreign workers in the U.S. hospitality industry and to identify factors defined by the importance ratings of these issues. Snowball sampling was used to collect data from hospitality managers. Findings reveal that respondents perceive document verification to be important but may not perceive knowledge of various visa types and employment termination reporting procedures associated with employing foreign workers to be important. Managerial implications are discussed.     

A Review of Web-Based Job Advertisements for Australian Event Management Positions

Abstract

Strong growths in the Australian event management industry, ongoing technological changes and the internationalization of the market place has spurred the need for appropriately educated and trained event managers and for a re-evaluation of educational and job training curriculum to meet these new challenges. In order for Australia to position itself as a world leader in event management, it is important to provide consistent high professional standards and event managers that not only meet, but exceed the demands of the industry. While there is some literature that focuses on the tourism and leisure job market (Crossley, 1992; Keung & Pine, 2000), and a small but developing literature base that focuses on event management training (Harris & Jago, 1999; Hawkins & Goldbatt, 1995) relatively little consideration has been given to a national agenda for event management skilling.

To provide an indication of current employer requirements, a nationwide study of job advertisements in event management has commenced. The aims of the study are to further the understanding of the educational needs and training requirements of the industry; to ascertain the learned skills and personal attributes sought from event managers; to determine the compatibility of industry demands with current educational and vocational provisions; and to suggest post-secondary institutional avenues through which event management education and training needs can be pursued. This is an ongoing study and it is hoped that it will contribute towards a broad scale understanding of the event management job market. More importantly, however, it can be used as the basis for curriculum evaluation and training needs, and create a better understanding and compatibility between event management education and industry practice.

This paper reports the preliminary results from a content analysis of approximately 100 web-based job advertisements. E-mail alert accounts were established with several search engines to gather a sample of event management related job advertisements from around Australia. An analytical framework was devised for the analysis of the advertisements themselves. The results reveal several interesting trends including the geographical concentration of the event management job market, the range of industries that require event management specialists or event management skills, and a series of required skills and key attributes of event managers. The results of this study establish a platform from which to develop a classification of event management skills required by the industry.     

Influences of Campus Recruiting on Applicant Attraction to Hospitality Companies

ABSTRACT

Many hospitality companies use college recruiting to attract managers to work for them. This study expands on previous research to further investigate initial reaction to recruiter behavior, during campus interviews, as it relates to the pursuit of the job in regard to expectancy (of a job offer) and attractiveness of the job. The study findings confirmed that applicant perceptions of recruiter behaviors influence applicant attraction, particularly in regards to a perceived interest in candidate and professionalism. Given the highly competitive atmosphere for recruitment of qualified hospitality managers, this study could prove useful regarding attraction of potential hospitality managers.     

Environmental Tactics Used by Hotel Companies in Mexico

Summary

The impact which environmental law and management has had in the hospitality industry is substantial. Hotels have begun conservation and recycling programs as a means of reducing energy cost and solid waste. A significant number of environmentally related regulatory and consumer pressures are being imposed upon the hospitality industry. The purpose of this study is to begin to explore the environmental programs that hotel corporations in Mexico are adopting. Eight managers at eight hotel corporations in Mexico were included in the study. The corporation hotels located in Mexico started to implement environmental strategies in 1995, and the most common reason was because of the legal pressures they faced. Efficient use of lighting and eliminating use of diesel in the boiler were the most frequently sited strategies. Seven hotel managers benefitted from the application of these strategies, while one indicated he did not benefit. The hotel managers feel social, legal, and political pressure in Mexico to implement environmental strategies but consider consumer pressure unimportant. They believe these strategies are not very important when facing competitors, and only one manager mentioned that in the future the competitive threat will be important in developing environmental consciousness.     

Creating a Hospitality Sales Management Course on the Web

Abstract

What can traditionally experienced faculty expect when training for, designing, and implementing his or her first undergraduate university Web-based course? This case study describes one faculty person's experience in converting his traditionally taught hospitality sales management course to Web-based instruction. In an extended metaphor, the novice faculty person is viewed as a gold prospector who needs a map to the territory, tools and provisions, and first hand stories to provide guidance. Similarly, the faculty person making this journey is provided: (a) a Project Management Model, (b) basic Web course tools, and (c) the author's lessons learned.     

Studies in Tourism and Hospitality Management

Abstract

Universities around the world are involved in dynamic change as they seek creative solutions in response to a number of educational and structural issues. To be effective, educational methodologies and technologies need to be anchored to the diverse material circumstances characterising different groups of learners. The challenge for universities offering programs of study in tourism and hospitality management is to provide avenues for learning which are reflective of the needs of industry and incorporate the technology now available. One of the more significant responses has centred on the development of educational programs for flexible learning.

This paper is an analytical reflection on the experience of redesigning and developing programs in tourism and hospitality to increase student access to a wide variety of stimulating learning resources and delivery media. In particular, it documents the process of developing, teaching and evaluating a subject entitled, “Asian Cultures in Tourism and Travel” within a three-year Bachelor of Business program that offers concentrations in Tourism, Travel, Hospitality and Leisure Management.