Effectiveness of the hotel websites in Singapore: A perspective from Business‐to‐Business (B2B) organisations

Internet marketing in hotels allows potential users to learn about the hotels, to tour hotel facilities and to compare prices among other benefits without directly interacting with a hotel representative. For some users, Internet is the first and only channel consulted when booking hotel accommodations. In the present age, Internet is increasingly becoming both an opportunity and a challenge for hotel marketers. The opportunity lies in reaching users directly through Internet sites. The challenge is to get the guests’ attention long enough to tell the marketers’ story (Connolly, Olsen and Moore, 1998). It has always been controversial as to how effective Internet marketing can be. Both firms and researchers have indicated that the measuring of effectiveness of Internet marketing is a multidimensional question. This study sought to examine the effectiveness of business‐to‐business Internet marketing in the hotel industry in Singapore through analysing the differences between the travel agents expectations of service and hotels’ understanding of those expectations. A total of 66 hotel websites in Singapore were scanned to give the features analysis. On the basis of the perception scores of 112 inbound travel agents, the study identified the gaps between the users and the website provider (hotel industry).     

The Senior Travel Market

Abstract

Demographically, the senior market segment is the fastest growing travel segment in the United States. While existing as one of the most influential groups of leisure travelers, they are often forgotten in the world of hotel marketing, advertising, and overall design of the hotel itself. This study examined the “Do's & Don'ts” of the senior market, as well as the importance seniors hold on service attributes, hotel layout, and building design. Findings are derived from literature reviews and observations. In addition, personal interviews were conducted to compare what hotel employees thought was an important need to the seniors in contrast to what the senior travelers thought was. Recommendations were made to assist hotel companies in attracting the senior market ranging from lifestyle advertising to building guestrooms with particular amenities.     

Market diversification and financial performance and stability: A study of hotel companies

The primary objective of this study was to investigate the effect of a diversification strategy by hotel companies on corporate financial performance and stability. Using 36 publicly traded hotel companies, this study analyzed the differences in financial performance and stability between market-diversified and undiversified hotel companies. Accounting measures, market measure, and risk-adjusted performance measure were employed to gauge financial performance. The results of this study indicated that diversification strategy does not provide profit growth, but diversification partly improves the stability of performance. This study supported the nature of the trade-off between financial performance and stability in the company diversification, and also implied that the market diversification strategy by hotel companies does not function as a means to improve financial performance.     

Philanthropic giving of China’s hotel firms: The roles of state ownership,corporate misconduct and executive remuneration

This study utilizes value enhancement theory, agency cost theory and crisis management theory to scrutinize the philanthropic giving (PG) of China’s listed hotel companies from 2003 to 2018. The results of dynamic panel regression tests reveal that state ownership (company character), corporate misconduct (crisis management determinant) and executive remuneration (agency cost determinant) are influential factors in hotel firms’ PG, but none of the value enhancement determinants can explain PG. Specifically, state ownership is negatively correlated with PG, reflecting low PG in government dominated hotel firms in China. PG is negatively associated with executive remuneration, indicating that hotel managers care more about self-interest than social responsibility. PG is also positively related to corporate misconduct, suggesting that hotel firms use philanthropy to manage a crisis. Finally, the lagged PG has a positive effect on PG, implying that PG is intended to avoid damage to social image and reputation of China’s hotel firms.     

Which hotel guest segments reuse towels? Selling sustainable tourism services through target marketing

ABSTRACT

This paper reviews and evaluates the wide range of supply and demand side measures employed and tested to reduce the environmental impacts of tourist accommodation. It focuses on the importance of understanding market segments and their pro-environmental behaviour by exploring the personal and travel characteristics significantly associated with pro-environment beneficial change, empirically investigating hotel guest characteristics associated with higher towel reuse. Towel use per day, per room, is modelled according to the number of adults in the room, the number of children, and the type and origins of guests. Observed actual towel use by 204 travel parties spending 480 nights in a four-star hotel in Slovenia reveals key personal and travel characteristics of hotel guests which are predictive of towel reuse: their country of origin, booking methods used, being a business traveller and not being a family. Results point to a-priori market segments which could be given booking preference in periods of high demand to reduce hotel environmental footprints. Results also point to promising leverage points for interventions designed to modify the behaviour of hotel guests on site. The approach and methodology used could be applied to marketing pro-environmental concepts more widely across other sustainable initiatives.     

Marketing in the Next Decade

Abstract

The hotel industry in the United States has undergone many changes in the last couple of decades. Developments such as consolidation, brand proliferation and an increased use of technology have had an impact on how hotels go about marketing their products. With change being inevitable, it is important to attempt to predict what will happen in the future that will further impact the hotel business. This article reports a qualitative study of the future of marketing based on the opinions of hotel industry executives. Predictions are that the industry will continue to be volatile, consolidation will continue, consumer satisfaction will become even more important and technology will play an increasing role. Other trends and concerns are discussed.     

Financing behaviors of hotel companies

To understand financing behaviors in the hotel industry, this study used canonical correlation analyses by examining the interrelationships between cross-balance-sheet accounts of hotel companies. The study confirmed that hotel companies followed the four common practices about the cross-balance-sheet interdependencies identified in the other industries. This study also discovered a few unique financing features of the hotel industry: (1) maturity mismatching between property, plant, and equipment (PPE) and short-term liabilities; (2) adjusting the funding sources of inventories according to the internal and external environments; and (3) high dependency of operating assets on stockholder's equity. This study also explains different financing features across three periods during 1990–2004. The findings are expected to contribute to developing knowledge about the financing behaviors of hotel companies as related to their asset structures.     

The influence of trust perceptions on German tourists’ intention to book a sustainable hotel: a new approach to analysing marketing information

ABSTRACT

This study examined the relationship between German tourists’ trust perceptions and their intention to book a sustainable hotel, pioneering a new quantitative approach to sustainable tourism marketing. Data came from 300 respondents who participated in an online survey. Respondents were given a digital brochure to read containing information about a “fictitious” three-star beach hotel in Portugal, before completing a questionnaire that measured inter alia their intention to book this sustainable hotel. Both individual “general trust” (perception of others’ trustworthiness) and “specific trust” towards the fictitious hotel in the brochure were measured. The survey also evaluated respondents’ perceptions about the usefulness of the information in the brochure. Multiple regression analysis of the data indicated that general trust, trusting the hotel and perceived usefulness of the brochure were positively and significantly related to booking intentions. An interaction between general trust and perceived usefulness was also observed. This means that the higher the perception rate about the brochure's usefulness, the higher general trust was for booking intentions and vice versa. The practical implications of the results suggest that tourists could be motivated to book a hotel if its sustainability attributes and amenities were communicated in a trust inspiring way in marketing material.     

The Marketing Planning Index: A Tool for Measuring Strategic Marketing Effectiveness

Abstract

Managers practice in a consistently changing environment necessitating the need for an effective strategic marketing process. Nevertheless, measurement of marketing effectiveness has tended to be ignored in the literature. This study proposes a new managerial tool called the marketing planning index, which measures the effectiveness of marketing. The tool is tested on the service industry-in this case the hotel sector. Our findings indicate that the marketing planning index is a simple but powerful managerial tool that helps develop the diagnostic information needed to generate corporate and business level initiatives designed to improve strategic marketing effectiveness.     

Analyzing Hotel Customers' E-Complaints from an Internet Complaint Forum

SUMMARY

Recent web technology advancement has enabled online customers to express their concerns and negative experiences about the hotel services over the Internet. This exploratory study attempts to provide some insights into this recent phenomenon by analyzing self-selected hotel customers' online complaints recorded on a specialized complaint forum, eComplaints.com. A content analysis of those e-Complaints in 18 problem categories revealed that online customers were mostly unhappy with fundamental service failures (i.e., declined service quality and rude employees) in the hotel service encounter. Surprisingly, only one in every five e-Complaints received a response from the hotel company in the identified top-five complaint categories. The authors further used text-mining software to identify most frequently complained keywords and examine their relational associations. Business implications of the research findings were also discussed.     

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.     

Entrepreneurial Characteristics,Motives, and Business Challenges: Exploratory Study of Small- and Medium-Sized Hotel Businesses

ABSTRACT

The purpose of this study is to gather information about the determinants and characteristics of the owners/managers of small- and medium-sized hotels (SMSHs) and identify various issues in starting up and operating businesses in the United Arab Emirates. The results of this study reveal that the majority of the owners/managers of SMSHs in the United Arab Emirates are male, young and middle age, and relatively new to the tourism industry. The motivations for the business ventures of the entrepreneurs include wanting to be financially independent, become one’s own boss, involvement in family business and the opportunities of the hotel business. Among the key business challenges highlighted by the owners/managers of SMSHs are stiff competition in the hotel industry, increased operating costs, reduced demand, and lack of skilled employees. Several key strategies have been employed to face these challenges. These include offering competitive pricing, improving the marketing and channels of promotion, enhancing the quality of service and providing superior customer service.     

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.     

Interview with Nancy Duricic,Senior Vice President of Human Resources,Dave & Buster's,Inc.

Abstract

This research concerns the satisfaction of lodging sales and marketing executives on different job attributes. Respondents were asked about their satisfaction with pay, current position, and their profession. Significant differences were found based on the size of hotel, marital status, personal income, and gender. A comparison of the respondents of this study to financial and technology professionals conducted by DeFranco and Schmidgall (2001) suggests that Sales and Marketing executives are somewhat more satisfied than their counterparts in Accounting/Technology.     

Predicting future trends of media elements in hotel marketing by using Change Propensity Analysis

The purpose of this study is to examine a moderating effect of demographic factors on the relationship between the importance of media elements and their propensity of utilization. Change propensity analysis (CPA) is utilized to examine the current use and predict future trends of media elements in media marketing activities of hotel companies. A survey is conducted with a focus on domestic media users with a previous experience of acquiring domestic and international hotel information through media. The results indicate that certain demographic factors moderate the relationship of certain media elements. In addition, the results of CPA demonstrate which media elements have high importance as well as utilization and which ones have not. For instance, emoticons are found to be the least effective media element used in media marketing. Future trends of media elements in media marketing activities of hotel companies are evaluated using CPA and suggest a number of activities that will emerge. Finally, implications and suggestions for the future research are discussed based on the results.     

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.     

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.     

Future Issues in Sales,Marketing, and Revenue Management in Greater China: What Keeps You Up at Night?

ABSTRACT

“Recognizing the current global economic crisis, what do you feel are the key impacts it will have on (sales, marketing, or revenue management) in the hospitality industry in the next 5 years within the Greater China region?” This was the question asked in a Delphi study with 37 hotel industry leaders in Greater China and a follow-up Thought Leaders Roundtable. The results identified the top five impacts in each of the disciplines and the Roundtable provided insights into how to address them. Additionally, how long these impacts will affect the region was determined.