Present and future hotel website marketing activities: Change propensity analysis

The objective of this study is to examine and predict website marketing activities of US hotels. An online survey is conducted to collect data from members of three major hotel associations located in the US. Change propensity analysis is utilized to evaluate future trends of website marketing activities. The results demonstrate that current website exploitation by the US hotels is relatively limited, with a focus on information dissemination. It is suggested that a number of transaction and relation-building activities will emerge in the near future. Implications based on the results are discussed.     

An Examination of Social Media Marketing in China: How do the Top 133 Hotel Brands Perform on the Top Four Chinese Social Media Sites?

The purpose of this study is to evaluate hotel companies’ social media marketing efforts using the “6Is” social media monitoring framework. More specifically, in this study we set out to understand how hotels disseminate information, engage with consumers, and distribute products through social media. We investigate the presence of the top 133 hotel brands in China on the top domestic Chinese social media sites in order to identify to what extent the hotel industry in China recognizes the potential of this marketing tool. The findings indicate that the majority of the hotels actively and consistently use the Sina Weibo and Wechat platforms for their social media marketing.     

Green Marketing: Hotel Customers’ Perspective

Green marketing should appeal to the needs and desires of environmentally concerned customers. The aim of this study was to investigate hotel customers’ perceptions of hotels’ green marketing strategies. A questionnaire containing 30 statements was used to gauge respondents’ perceptions of different hotel green marketing strategies. Using exploratory factor analysis to identify interpretable orthogonal factors, five factors were identified and interpreted: (1) Green Partnership; (2) Development of Green Products and Services; (3) Genuine Green Products and Services; (4) Higher Price for Green Products and Services; and (5) Credibility of Green Promotion. Independent t-tests and one-way analysis of variance were conducted to examine significant differences between hotel customers’ ratings of the importance of the identified factors according to demographic variables. This is one of the first research studies to examine green marketing in the hotel industry. The discussion of the findings includes some practical implications to help hotel marketers implement more effective green marketing strategies.     

相关模式技术在饭店营销中的应用

本文在利用梯级洞察方法识别饭店产品属性、利益和消费者价值链关系的基础上,确定消费者价值与利益、利益与产品属性的相关模式矩阵,再利用相关模式矩阵对更多的消费者进行调查,利用层次分析方法对调查结果进行多目标决策分析,确定产品属性对消费者价值的相对重要性,从而为饭店制定营销组合提供平台.     

The determinants of hotels' marketing managers' green marketing behaviour

Little is known about the factors underlying the pro-environmental behaviour of marketing managers. This paper explores the determinants of green marketing practices in the Red Sea hotel sector in Egypt. The research model assesses green marketing practices against the personal and organisational values of the marketing managers, together with a range of organisational and demographic variables expected to influence hotels' environmental behaviour. From a valid sample of 89 marketing managers responsible for 194 hotels, it was found that organisational contextual variables, and in particular targeting Western tourists, being affiliated to an international hotel chain and the marketers' own demographics, including age, academic subject studied and gender, were the best predictors of more proactive green marketing. Personal environmental values did not explain the pro-environmental behaviour of marketers, and the organisational environmental values that had explained part of their ethical behaviour had resulted from voluntarism rather than utilitarian or conformance-based values. Government policies also appeared to be ineffective determinants. The implications for green marketing practices are also discussed.     

Understanding the dimensions of customer relationships in the hotel and restaurant industries

The purposes of this research were, first, to examine the dimensionality of hospitality customer relationships and, second, to develop a multi-dimensional customer relationship scale validated with both antecedent measures of marketing effectiveness and effect measures of financial performance. While hospitality marketing research has frequently focused on the relationships between various marketing actions and different dimensions of customer relationships, there is a lack of research examining customer relationships as a multi-dimensional construct. For both the hotel and restaurant industries, scale development procedures with confirmatory factor analyses were used to identify the dimensions of customer relationships: engagement, motivation, commitment, cross-buying, word of mouth, and defection. The nomological validity of these dimensions was tested using the antecedent of service quality and the effect of customer lifetime financial value. The paper concludes by articulating, first, the theoretical and practical applications of the proposed scale and, second, an agenda for future research.     

Examining E-Relationship Marketing Features on Hotel Websites

Abstract

This study developed and tested a progressive five-level e-Relationship marketing (e-RM) model. The authors examined e-RM web features of the top 127 hotel companies. The results indicate that the hotel companies in the study did not extensively utilize higher-level (Accountable, Proactive, and Partnership) e-RM features on their websites although they employed many lower-level (Basic and Reactive) features. The study also reveals that the extent to which a hotel company employed e-RM website features was positively associated with the size of the hotel company but negatively associated with the number of brands held by the company. This article provides an in-depth e-RM literature review and discusses practical marketing implications as well.     

Relationship Management

Abstract

Total quality management (TQM) is an organizational culture that emphasizes internal integration at the same time that it demands innovation in the marketplace. TQM effectively integrates the internal and external activities of an organization. In business to business marketing, the role of relationship management is to bridge internal quality management with external quality management. In a hotel, the convention services manager must be sure that the promises made by external marketing activities can be fulfilled through interactive marketing activities. Internal marketing processes which enable employees to fulfill marketing promises are an equally important part of the service quality equation.     

Investigation of Social Media Marketing: How Does the Hotel Industry in Hong Kong Perform in Marketing on Social Media Websites?

The purpose of this study is to investigate the extent to which social media marketing is being utilized in the Hong Kong hotel industry. Marketing performance of 67 hotels in Hong Kong on 23 social media sites was evaluated according to 18 criteria adapted from past studies. The results indicate that hotels generally have a poor performance in using social media to learn about customers. Major problems regarding the hotels' social media marketing efforts are identified. Implications behind these problems and recommendations for improvement are made accordingly.     

酒店市场营销:花得越多越好?

本文使用史密斯旅游研究(Smith Travel Research,STR)提供的酒店数据来探寻市场营销开支对酒店将来财务效益的影响.根据荻取的结论,我们有3大发现:1)市场营销支出对酒店一年后财务影响的边际效应呈递减分布;2)在个体酒店这个层次,总经营利润(gross operating profit)、纯经营利润(net operating income)以及总销售(revenue)有很强的自我预测性;3)对总经营利润、纯经营利润以及总销售的构成作进一步分析可以获得更好的预测效果.     

Marketing strategies for hotels

The aims of this article are to investigate the application of hotel marketing strategies by independent vs group (chain) hotels and to investigate comparatively the performance — along a number of criteria — of these two types of hotel organisation.The study presents in detail the main stages in developing a hotel marketing strategy and a taxonomy of the 9 major strategies available for hotels, discussing their features, characteristics and when appropriate for application.Any meaningful analysis of hotel marketing should be based on the marketing strategies employed by the individual establishment and group/chain organisation. No doubt effective selling of hotels' products and services depends to a large extent on the marketing strategies selected. As the market for hotels' services is dynamic and accompanied by rapid changes in the environment due to uncertain economic conditions, increased competition, advancement in technology, and inflation, increased attention will be given by hotels in the future to the selection of an appropriate marketing strategy.     

Managing green marketing: Hong Kong hotel managers’ perspective

In view of the serious environmental problems we are currently facing, taking action to protect our planet is becoming more persuasive and important. Along with various environmental initiatives, the concept of green marketing emerged in the late 1980s. Some hotels have taken various initiatives to position themselves as green hotels, including the use of eco-labels as a marketing ploy to attract customers. Nevertheless, some of the hotels that use these green marketing strategies have been accused of “green washing”. The main aim of this study is to investigate Hong Kong hotel manager perceptions of the relative importance of different green marketing strategies. Questionnaires containing 30 attributes were distributed to this effect. The findings reveal that hotel managers equally perceive “Hotel green marketing should begin with green product and service design”, “Hotels provide products and services that do no harm to human health” and “The Internet is an effective channel to market a hotel's green initiatives to customers directly” as the top green marketing ploys. Independent t-tests and one-way ANOVA were also used to examine significant differences in the way hotel managers with different professional backgrounds and individual demographic characteristics rate the importance of hotel-related green marketing strategies. The findings indicate that lower-grade hotels tend to adopt lean green marketing strategies, whereas hotels with larger sizes or formal environmental management systems are likely to adopt shaded or extreme green marketing strategies. The study also provides a number of insights to help hotel managers and especially marketers better understand the implementation and importance of different green marketing strategies, thereby allowing them to employ suitable measures to avoid the “green washing” designation and attract more green-conscious travellers.     

Developing inter-organizational relationships with online travel agencies (OTAs) and the hotel industry

This research examines the relationship status of leading OTAs with the hotel industry in the Asia Pacific (APAC) region along with future trends in hotel distribution channels. A Delphi study was conducted with senior executives (n = 12) of leading OTAs to explore the inter-organizational relationship development between hotels and OTAs. Our results indicate that building a long-term sustainable relationship with the hotel industry requires OTAs to be innovative and capable of enhancing their value to hotels. Moreover, the future of the hotel distribution landscape in the APAC region is expected to become increasingly complex.     

国际酒店管理集团在我国发展策略研究

本文以相关数据为基础,探讨国际酒店管理集团在中国的发展策略与其管理酒店所在地区的区域经济、区域属性和环境资源等因素的关联关系,分析他们区域布局的规律和未来的发展趋势,以期对国内酒店集团的发展提供借鉴.     

Marketing Ecotourism Through the Internet: A Case of Ecotourism Business in Thailand

The advance of Internet technology is having a profound impact on the traditional modes of selling tourism products and contributing to the growing importance of online marketing of the travel and tourism industry. In the case of ecotourism, studies examining Internet-based ecotourism marketing are still limited. This study aims to examine how ecotourism business is marketed through the Internet by focusing on Thai ecotourism business. Subjects investigated are travel business members listed on the website of the Thai Ecotourism and Adventure Travel Association (TEATA). Data are qualitatively analyzed using content analysis to examine marketing and ecotourism web-based context promoted through the Internet. The results indicate that the travel companies examined in this study provide a variety of products and services to meet the diverse travel needs and preferences of tourists. When examining the web-based ecotourism marketing, most businesses provide insufficient marketing and ecotourism information to promote ecotourism experience. In particular, ecotourism messages they provide are only partially aligned with ecotourism principles. Recommendations are given for improving online ecotourism marketing to better satisfy tourists' needs and expectations.     

Propensity to Shop: Identifying Who Shops Til They Drop

Tourist shopping expenditure is a vital ingredient which contributes significantly to the gross domestic product (GDP) of the nation. Past research has stressed the importance of specific demographic variables related to shopping behavior; however, it has not included interactions between or configurations among demographic variables, shopping related psychographics, and shopping destinations. This study seeks to address that gap. The data was collected from a large representative sample of 26,686 Australian domestic short-stay visitors. Binary logistic regression found that demographic variables and their specific interactions were significantly related to tourist shopping behaviors as well as psychographics, trip motivation, and their shopping destination propensity, when tested simultaneously. The findings assist destination marketing managers to identify and target specific domestic short-stay tourist shoppers.     

The Current State of Internet Marketing of UK-Based Multi-Unit Hotel Brands

ABSTRACT

To support the emergence of a solid knowledge base for analysing the e-relationship marketing of hotels, a framework has been developed to analyse and categorise the online capabilities of UK-based multi-unit hotel brands to build customer relationships. The framework was based on the five progressive levels of relationship marketing implementation suggested by Kotler, Bowen, and Makens (2003). The study found that the exploitation of the Internet, as a relational tool, is in its early stages and most brands used the Internet to maintain the lowest (basic) level of relationships. On average, the Web sites of larger and most visible brands were significantly richer in terms of the number of features and more relational orientated. As opposed to previous studies, the managerial structure (ownership, management contract, franchising) of the investigated brands did not prevent the exploitation of the advanced levels of relationship marketing. Since the Web sites of brands that operate hotels under different managerial structures (management contract, franchise) were significantly richer at the proactive level. Suggestions for future research are also discussed.     

Hospitality Employees’ Future Expectations: Dissatisfaction,Stress, and Burnout

This study aims to explore the relationship between future expectations of Turkish hotel employees and employee burnout. A survey with 260 hotel employees across Turkey measured whether employees expected their current levels of stress to increase or decrease in future. Those employees who showed signs of burnout syndrome were the ones who expected their current levels of stress to increase in future. The demographic factors such as age and education also related to stress and satisfaction levels of the employees. The findings point out that hotel employees tend to be more satisfied with their jobs at the beginning of their careers, in spite of the higher levels of perceived stress. The study has significant implications for human resource management activities and organizational climate.     

Using segmentation to compete in the age of the sharing economy: Testing a core-periphery framework

Airbnb has emerged as a credible competitive threat to the hotel industry. Consequently, hotel brands are having to rethink the experiences they provide to customer in an increasingly competitive environment. Despite these trends in the industry, experience-related research that examines and informs these developments remains under-represented in the hospitality and tourism literature. The present study offers a systematic approach to examine the potential differences in experiential consumption in the accommodations industry. Using a multiple-group analysis approach, it examines the moderating effects of individual characteristics and situational factors on the nature and dynamics of experiential consumption in the accommodations industry. The findings of the study culminate in the core-periphery framework of the hospitality consumption experience that can provide a relevant theoretical lens for future research into the different sectors and types of experiences within the hospitality and tourism industry. The study also outlines important implications for the hotel industry’s strategic experience design initiatives, from the standpoint of product development, the segmentation, targeting and positioning (STP) process, and marketing communications.     

An Examination of the Impact of Sponsorship on Attendees' Recognition of Sponsors

ABSTRACT

Sponsorship is a critical component of the convention and exhibition industry. There are diverse forms of sponsorships in this industry and many sponsors expect more benefits derived from their contributions than those from typical marketing activities, such as advertising and public relations. However, there have been few attempts to examine the impact of sponsorships in the convention and exhibition area. This study evaluated the impact of sponsorship by assessing attendees' recognition of sponsors in relation to different types of sponsorships and number of days attending a show. Results indicated that attendees' recognition level of the sponsors varied depending on the type of sponsorships and the number of days attending a show. In addition, sponsoring companies achieved a much higher recognition level than non-sponsoring companies. Based on the findings of this study, business and marketing implications are also discussed.