Marketing sustainable tourism: the role of value orientation,well-being and credibility

Abstract

Marketing for sustainable tourism primarily attracts customers with a biospheric–altruistic value orientation. To reach a broader consumer group and also persuade people with a self-enhancement orientation to book sustainable hotels, the effectiveness of three different communication styles (emotionality levels, amount of sustainability information and inclusion of a label) is investigated, considering the consumer’s value orientation. An experiment with 337 participants was conducted to analyze the effects of communication on consumer perceptions of well-being and credibility. Multigroup structural equation modeling was used to compare the impacts of communication style on participant’s attitude toward booking a sustainable hotel, mediated by well-being and credibility. The results highlight significantly different communication effects among the two contrasting target groups. Consumers who are highly interested in sustainability (biospheric–altruistic value orientation) are persuaded by messages that include details about the hotel’s sustainability performance, in order to increase the social–environmental well-being, whereas for customers who are less interested in sustainability (self-enhancement value orientation), a self-referential emotionally communication is essential, as it increases the emotional well-being. Inconsistent findings regarding the role of communication in raising the perception of credibility were obtained.     

How to communicate sustainable tourism products to customers: results from a choice experiment

This multiphase and empirical study explores the best communication style for reaching different international tourism markets and provides an understanding of how purchase decisions could be better influenced in travel brochures. A pre-test experiment evaluated the perceived emotionality and rationality of communication elements in a fictional travel brochure designed for a typical beach holiday but managed according to sustainability principles. In phase two, a choice experiment was conducted to test how Swiss, German, British and US travellers could be influenced by varying visual and textual communication elements in the fictional brochure (based on Mexico for US respondents and Menorca for all others). The choice experiment produced 3006 responses from an online survey in the four countries. Results confirm a general preference for emotionally laden communication styles for sustainable tourism products, while respondents were indifferent to the emotionality of standard product feature communications. Respondents did not show a preference for the inclusion of a graph explaining the product's sustainability attributes.     

Assessment of natural resources for nature-based tourism: : the case of the Central Coast Region of Western Australia

Resources for development of a nature-based tourism industry were identified and assessed in the Central Coast Region of Western Australia. The assessment framework developed used both qualitative and quantitative techniques to establish levels of attraction, accessibility, presence of infrastructure and the level of environmental degradation. Data were gathered using a checklist approach to quantify characteristics of sites. Resource assessment was completed using matrices with relevant indicators incorporating weighting techniques. Sixty-five potential nature-based tourism resource sites were identified. The attraction diversity in the Region is high, although the resources were associated with poor accessibility, low levels of tourism infrastructure and moderate levels of environmental degradation. Results from this research were presented to government authorities and incorporated into the planning process. This paper highlights some of the difficulties associated with establishing objective resource evaluation techniques for nature-based tourism, as well as key findings from the research.     

Characteristics and Perceptions of Coastal and Wildflower Nature-based Tourists in the Central Coast Region of Western Australia

Profiles of independent nature-based tourists were assessed in the Central Coast Region of Western Australia. The research was required to determine seasonal resource use as well as to identify any potential groupings within a population of nature-based tourists. The research was based on information collected from 702 self-administered visitor surveys. Data were statistically analysed using non-parametric tests. Results confirm that nature-based tourists are not a homogeneous group and that group characteristics vary seasonally. Visitors in the summer were casual coastal nature tourists. Their activities were spatially concentrated along the coast and included various forms of recreation. Visitors in the spring were wildflower tourists who travelled predominantly in hinterland areas and their activities focused more on nature appreciation. Coastal tourists were younger, travelled in larger groups and stayed longer at the destination. Coastal tourists are likely to require more facilities than wildflower tourists. Assessment of attitudes towards value statements regarding tourism and the environment highlighted the diversity of opinions among visitor groups. Visitors also demonstrated variable understanding of tourism types and ecotourism was the least understood type. The research highlights difficulties in separating visitors into general nature-based tourists and ecotourists.