我国酒店在线预订价格竞争的实证研究

在线旅行预订已经成为消费者日益青睐的旅游产品消费模式,其中酒店的在线预订增长量尤其明显。目前在酒店在线预订市场中,既有旅行在线代理商也有酒店官网,且两者竞争越来越激烈。这两种主要的酒店在线预订其价格有没有显著性差异？不同类型酒店差异表现是否一致？文章借用配对样本￡检验方法对我国酒店在线预订价格竞争进行实证研究,深度剖析两种在线预订渠道的定价规律及形成原因,并提出相关建议。     

Advance booking and hotel price variability online: Any opportunity for business customers?

Is it possible for business customers to effectively adjust their purchasing strategies, as a response to revenue management? We consider daily online best available rates for a panel of 357 hotels in Milan and Rome, up to an advance booking of 29 days.We analyse price trajectories, finding that dynamic pricing strategies with no established trend towards the arrival date are prevalent, with a predominance of decreasing trajectories for lower-scale hotels in Milan during fairs. We show that price levels are explained by a variety of structural determinants. We quantify the effects of advance booking, room quality, services, competition, seasonality and fairs, underlining their different importance on leisure and business destinations. Other features, such as breakfast and refunding options, appear to be used as marketing tools to differentiate rooms, keeping a low pace in price adjustment. Managerial implications are discussed, with reference to both corporate travel departments and hôteliers.     

Cultural capital and online purchase of tourism services

Based on an original conceptual framework that links cultural capital and pro-active behaviors, this paper investigates whether individuals' cultural capital increases the probability of purchasing tourism services through the Internet.The identification of possible direct channels through which tourism firms can address and attract consumers is particularly relevant for an industry in which re-intermediation processes by big online travel agencies have partly dampened the benefits of disintermediation along the supply chain.Through a Heckman-corrected probit run on year 2016 microdata referred to the Italian population, evidence is found that the cultural participation is associated to individuals' higher probability to purchase tourism services online. This adds some new dimensions to the understanding of factors that have a bearing on online purchasing.     

Value co-creation in sustainable tourism: A service-dominant logic approach

To mainstream sustainability, we need to understand the value gained from sustainability by users. We apply a user-centred design methodology to develop an agile, iterative, incremental and reflexive process to understand the sustainability value proposition for Lufthansa City Center travel agents. We analyse the failure of sustainability communications within the online platforms used by these agents and explore why the agents factor out sustainability information during the customer sales process. We identify how agents and customers understand sustainability, and we explore opportunities to co-create sustainability value. Furthermore, we prototype, and then test, methods of empowering travel agents to communicate sustainability to their customers as a value-adding proposition.     

Hotels’ dependency on online intermediaries and their chosen distribution channel portfolios: Three country insights

New intermediaries are entering the market, challenging the hospitality industry to find an appropriate distribution channel portfolio. This research investigates how many channels hotels in Austria, Germany and Switzerland choose and what role the various channels play. Findings based on 1014 questionnaires reveal an average mix of 8.06 offline and online channel categories. Traditional channels, such as walk-ins and telephone, still play a major role; however, about one fifth of the bookings are completely generated online. On average, 3.61 online travel agencies (OTAs) are used. With regards to OTA penetration, an oligopolistic market structure is prevalent. Swiss and German hotels’ OTA dependency is higher than Austrian's. A series of a posteriori cluster analysis results in four distribution portfolio groups hoteliers choose: multi-channel-, electronic-, real time-, and traditional distributors. Distribution portfolio profiles facilitate learning from strategies used by hotels with certain characteristics such as target group and star-rating.     

Online Complaining Behavior in Mainland China Hotels: The Perception of Chinese and Non-Chinese Customers

Examining hotel customer feedback is vital for effective service recovery and improvement. The main objective of this study is to analyze online complaints about hotels in Mainland China and to examine the relationship between culture and other factors that affect the intention to complain online. Content analysis was performed for 822 complaints about hotels in major Chinese cities drawn from TripAdvisor and Ctrip. Complaints made by Chinese and non-Chinese customers were compared and 11 major complaint categories were identified. A two-way contingency table analysis demonstrated that traveler age, hotel price, and travel partner significantly influenced the online complaints made.     

The influence of website quality dimensions on e-purchasing behaviour and e-loyalty: a comparative study of Egyptian travel agents and hotels

Websites have become a channel for tourism enterprises to market and sell their services online. These enterprises are committed to improving their online services to retain customers and improving their competitiveness. This study aims to measure the effect of website quality dimensions on customer purchasing behaviour, and how this behaviour affects customer electronic (e)-loyalty. It compares the perceptions of 275 customers of travel agencies and 355 hotels using structural equation modelling. Findings revealed that website quality dimensions significantly affect the customer purchasing behaviour. The study highlighted the dimensions with a negative effect to help managers improve their website quality.     

Do online hotel rating schemes influence booking behaviors?

Travelers’ hotel booking behaviors increasingly depend on peers' opinions and online ratings. This study investigates the effects of online hotel ratings on travelers' attitudes toward the hotel and booking intentions, using a 2 × 2 experimental research design. The results suggest that online rating lists are more useful and credible when published by well-known online travel communities (e.g., TripAdvisor). More favorable attitudes toward a hotel and higher booking intentions emerge when the hotel appears in best hotels lists. Finally, for the entries on best hotels lists, better attitudes and higher booking intentions result if the list is published on a well-known online travel community (Tripadvisor), whereas for entries on a worst hotel list, attitudes and booking intentions decrease even further if the list appears on TripAdvisor.     

The Environmentally Friendly Programs in Hotels and Customers' Intention to Stay: An Online Survey Approach

This study surveyed customer perceptions about the environmentally friendly programs (i.e., green programs) in hotels and analyzed the degree to which such programs influenced customers' hotel selection. Data were collected from online travel communities by conducting Web-based online surveys. A total of members from 63 travel-related online communities participated in the survey. Multiple regression analysis results showed that the significant factors that affected client hotel selection were: Solid waste and water programs in guestrooms, energy programs, solid waste and water programs in housekeeping, and biodiversity programs. However, water program by customers' option did not influence customer decisions to stay at environmentally friendly hotels. Results also showed differences in customer awareness and demand for environmentally friendly hotels based on gender, income, and age.     

基于游客体验的在线交付模型初探——以旅行社"自由行"产品为例

旅游网站已成为了游客出游前后必不可少的信息收集、决策辅助和意见反馈的交流平台,但传统旅游在线预订网站提供的酒店、机票产品已经呈现趋同之势。随着带薪休假制度和Web2．0时代的到来,旅游网站又迎来了新的挑战和契机。本文通过“自由行”产品的实证案例研究,结合最新的市场动态,围绕用户在线体验和Web2,0技术,探索性地提出了在线交付过程的概念模型,主张网站访问体验也属于游客体验的一部分,用户参与可影响旅游产品的再设计,并通过交付性比较、案例分析、内容分析法等实证研究,提取出高体验性的影响因子,以期提高旅游网站的设计质量,改善旅游产品的在线交付品质。     

Strategic alignment leverage between hotels and companies: The buyer–supplier relationship perspective

Hoteliers are seeking ways to increase their revenue by working with travel agencies to costeffectively expand sales. In addition, they are simultaneously turning to hotel bookings to bolster their revenue in the face of decreasing airline commissions. The research objectives of the present study included determining how the strategic decisions of cooperating contract companies and travel agencies of the hotels are influenced by the service vision and standard service communication. Data were obtained via a mailed questionnaire survey from a sample of travel agencies and contract companies in Taiwan. Of the 300 questionnaires sent, 201 responses (67%) were received, yielding a usable response of 192 fully completed questionnaires. The use of the structural equation model to test the theoretical model of collaboration relationship could lead to a greater understanding of the nature and determinants of choice and decisions related to cooperation between firms. From the perspective of buyer–supplier relationships, hotels are seeking ways to develop long-term relationships and to increase their revenue by collaborating with travel agencies and contract companies, and through the firm's service vision and service-standard communication, hotels can develop services to align with their needs. Moreover, service trends affecting hoteliers may include adapting customer demands, increased expectations of value and quality, and an increasingly highly competitive environment. Hotels would therefore need to be able to make these changes in order to continue this alignment relationship, with substitution possibly being an option for these firms when hotels cannot do this. That is, hotels generally face fierce competition, and to be able to compete they must make continuous efforts to maintain product and service quality; they also need to be innovative to be the leading performers.     

The Impact of the Internet on Travel Agencies in Hong Kong

Abstract

In recent years, the travel and tourism industry has begun to develop Internet applications more extensively. Many travel service suppliers, such as hotels and airline companies, already use the Internet as a direct channel for customer reservations. The integration of the Internet into the travel and tourism industry, however, presents a challenge towards the traditional role of travel agencies. The purpose of this study is to find out what impact the Internet has on travel agencies in Hong Kong. Outcomes of this research indicate that travel agents generally have positive attitudes towards Internet applications, and the potential threat-disintermediation-has not yet affected the travel industry. Travel agents believe that they can take advantage of the Internet technology to provide value-added services for their customers. Outcomes of the present study also indicate that there are significant relationships between company size, age and some Internet attributes. Travel agencies should therefore pay more attention to these attributes when adopting Internet technology.     

Hotel booking through online travel agency: Optimal Stackelberg strategies under customer-centric payment service

Facing stiff competition, online travel agencies (OTAs) are dedicating to provide customer-centric payment service in hotel online booking, which poses challenges for hotels and customers to make optimal strategies. This paper studies the optimal Stackelberg decisions and strategic interactions of a hotel and a customer in online booking through online travel agencies with customer-centric payment service. The results show that refund rate has great effect on the customer's payment decision, while transaction cost has great influence on the hotel's operational decision. When the refund rate is greater than a threshold, the customer prefers online payment. Being a leader in the Stackelberg game, the hotel can induce customers to choose the payment option with the lowest transaction cost by setting a refund rate.     

Effect of Price Change Alert on Perceptions of Hotel Attribute-based Room Pricing (ABP) versus Traditional Room Pricing (TRP)

Aside from marketing information on traditional room rates, hotels and online travel agents (OTAs) are trying a new pricing technique based on the attributes of guestrooms. This research investigates how attribute-based room pricing (ABP) differs from traditional room pricing (TRP) in influencing consumer reactions when consumers receive a price change alert before (vs. after) sales. Through a series of experiments, we found that TRP and ABP result in similar alert attitude, brand attitude, and visit intention for presale price change alert. However, ABP leads to more favorable results for postsale price change alert. We examined the underlying mechanism and found that perceived fairness mediates the effect of pricing strategy on brand attitude, price alert attitude, and visit intention for postsale alert only. This research provides hotel managers and OTA marketers with guidance on when to send either type of price change message to consumers.     

Independent travelers’ niche hotel booking motivations: the emergence of a hybrid cultural society

This study attempts to examine travel motivations from a hybrid cultural perspective in the context of Chinese niche hotels. Using an in-depth netnographic methodology, the paper analyzed 659 online reviews on 12 niche hotels from 6 travel websites to identify the motivations of Chinese independent travelers’ hotel selection. The research findings revealed that travelers’ motivations include the following: attractive environment, quality, uniqueness, spiritual well-being, traditional architecture, family togetherness, foreign style offerings and service, luxury amenities, and entertainment. These motivations can be classified into modern Chinese culture oriented motivations, traditional Chinese culture oriented motivations and foreign culture oriented motivations. The study identifies the characteristics of the market segment of Chinese independent travelers and offers valuable insights into the role of this emergent travel group. The theoretical implications suggest a hybridization effect of culturally oriented motivations showing that hotel choice and perhaps domestic tourism destination choice are driven by both Chinese and Western cultures. Management implications are discussed, and marketing suggestions are made to better understand what attracts this growing market segment in China.     

Can Response Management Benefit Hotels? Evidence from Hong Kong Hotels

With the growing influence of online reviews, more hotels are adopting online response management, but whether this works and benefits a hotel has rarely been studied. In this research, we study the impact of response management on hotel online ratings using data retrieved from TripAdvisor with a focus on Hong Kong hotels. We find that (1) high class hotels are more likely to adopt response management; (2) there is no significant difference among different hotel classes in terms of response rate; and (3) targeted response management has a significant positive effect on hotel ratings. In addition, Asian customers tend to give lower ratings than Western customers. We outline specific implications for hotel managers and their online management and offer suggestions for future research based on the empirical findings.     

Buyer Characteristics Among Users of Various Travel Intermediaries

SUMMARY

As online travel purchases increase, travel intermediaries must change to meet consumer demands. A survey was conducted to identify travelers' selection criteria and expectations of traditional travel agents. Responses from 382 individuals were compared by their methods of purchasing travel arrangements, including those who purchased online, offline, or both. Differences were found among the groups in terms of travel agent selection criteria and expectations; however, the groups were similar in their frequency of travel and number of information sources used. Results and conclusions identified strategies for travel intermediaries to attract and retain clientele.     

Partnerships in International Travel and Tourism Marketing: A Systems-Oriented Approach Between Australia,New Zealand,Germany and the United Kingdom

Abstract

Little empirical research has been conducted about international partnerships between travel and tourism organisations, airlines and their intermediaries such as wholesalers and travel agents. Nevertheless, these partnerships are important because tourism is becoming more international and most destinations have to compete at a global level. Moreover, both producers and intermediaries are increasingly using information technology to increase their knowledge and relationship with customers. Thus this research set out to develop and empirically confirm a systemic model of these partnerships and four related research objectives. The methodology involved multiple case studies based on in-depth interviews with key players in Australia, New Zealand, the United Kingdom and Germany. The first outcome is a confirmation of the systemic model. In addition, the findings show the reasons for engaging in partnerships and the scope for further partnerships among the industry players. As well, the findings show that while ‘disintermediation’ may occur because of the advancement of communication technology, the linkages between travel and tourism organisations, airlines and intermediaries are still significant. Our framework can assist public and private travel and tourism organisations to mutually develop and manage marketing strategies and tactics for overseas markets.     

Opening the online marketplace: An examination of hotel pricing and travel agency on-line distribution of rooms

This paper studies the optimal pricing strategy of a hotel that establishes an online distribution channel through cooperation with an online travel agency (OTA). The OTA promotes the hotel and sells hotel rooms through its website and receives commission from the hotel for rooms sold. Through a sequence game model, this paper derives the optimal decision on the unit commission of the hotel and the optimal response of the OTA to that commission. The paper notes management implications, including (1) occupancy rate of a hotel before opening online marketing is an important metric for securing cooperation with an OTA; that is, a hotel with lower occupancy rates is more inclined to cooperate with an OTA to achieve an improvement in profits; and (2) a hotel is inclined to establish an online channel through an OTA with many online customers and/or few listed hotels.     

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).