Targeting Rural Tourists in the Internet: Comparing Travel Motivation and Activity-Based Segments

This study aims to compare activity-based segmentation and travel motivation segmentation from the perspective of information search behavior and online use behavior by comparing segment heterogeneity. The data were collected from users of three Finnish rural tourism websites with 1754 completed and usable questionnaires to create segmentation solutions based on travel activities and motivations using hierarchical cluster analysis and then comparing the results. The results indicate that travel activities are more useful than travel motivations in finding heterogeneous segmentation solutions, making the travel activity segments more heterogeneous than travel motivation segments as regards their information search behavior and Internet use. The results suggest that in this era of Internet marketing, travel activities are a better segmentation base than travel motivations in order to target different market segments as activities form more heterogeneous segmentation solutions.     

Profiling the segments of visitors to Portuguese protected areas

This study identifies the diversity of domestic visitors to Portuguese protected areas (PPA) based on benefit segmentation. The segments of PPA visitors are also compared with other nature-based tourist segments using some empirical benefit segmentation literature. Data were collected by means of a self-administered questionnaire and multivariate statistics techniques (principal components, hierarchical and K-means cluster analyses) were applied. Five distinct segments of visitors were identified based on the motivation for their visit and further characterized by the perceived importance of activities, facilities and services, frequency of visit and socio-demographics. Three segments are nature-focused and two are focused on activities or events. Only one segment shows specific interests and motivations associated with ecotourism and similar characteristics to international ecotourists; moreover, the reasons for the visit in one segment are unrelated to any of the motivations of nature-based tourism. Some implications for management are also described.     

Segmenting East Asian Tourists to Greece by Travel Motivation

This study compares the push and pull motivations of East Asian (Japanese, Chinese and Korean) tourists who visit Greece and also proposes market segmentation based on travel motivations that transcend the national boundaries of those countries. Four main push factors were identified: “Knowledge”, “Ego-enhancement”, “Escape & Relaxation” and “Novelty”. Similarly, four pull factors were also identified: “Leisure, shopping and safety”, “Variety and cost”, “Culture & heritage” and “Travel arrangements and facilities”. Cross-cultural differences were found regarding the importance of travel motivations. Chinese tourists scored higher than other nationalities for almost all motivation categories. Although the cross-cultural differences are important, this study proposes another way to tackle the market segmentation by conducting an international segmentation based on inherent similarities across different nationalities of travelers. Three segments emerged from that analysis with the “Novelty Seekers” to be the largest followed by the “Want-it-All” and the “Lowly Motivated”.     

Segmentation by motivation for rural tourism activities in The Gambia

In The Gambia, as in many other African countries, rural areas rarely profit from the turnover earned in the country's tourism sector. In academic and political literature, however, rural tourism is frequently identified as a diversification strategy that may trigger local economic development in remote communities. To promote rural tourism development, further knowledge is required to understand why tourists are motivated to engage in distinct tourism market segments. In this study, survey data was collected from 450 tourists in The Gambia using a self-administered questionnaire. The questionnaire was constructed to identify the key characteristics and motivations of tourists so that the significant market segments could be categorized and the (latent) tourist demand for rural tourism activities could be gauged. This study identified four distinct segments of tourists in The Gambia: heritage & nature seekers, multi-experiences seekers, multi-experiences & beach seekers, and sun & beach seekers. Drawing on our key findings, we conclude by identifying a development path that could diversify Gambia's tourism sector. The development path would also include event-based rural tourism initiatives that align with the motivations of the identified market segments and may additionally benefit rural communities by reducing economic leakage rates.     

Improved Understanding of Tourists' Needs

ABSTRACT

Data-driven segmentation has become standard practice in strategic marketing. Typically, however, respondents are grouped only once, implicitly assuming deterministic nature of the segmentation methods applied. Once the segments are derived, background variables are used to test the significance of the difference between clusters indicating external validity of the market segments. High external validity implies a high level of trustworthiness of the solution and thus manageri-ally useful market segments to choose from. However, single runs of explorative analysis remain only a weak basis for good long-term managerial decisions. In this study a different approach is suggested to im-prove the quality of the market structure insight for decision-making: two data-driven segmentation solutions are constructed independently. Association between them is used as an additional internal validity indicator.

Benefit and behavioural segmentation bases are used to illustrate the concept: surfers provided information regarding the importance of aspects of proposed surf destinations and destinations they had previously visited. Segments resulting from both bases are profiled: they notably differ in background information. Significant association between these solutions supports the validity and managerial usefulness for target segment choice for the following targeted marketing action.

Using this procedure results in the identification of stable consumer groups, which in turn leads to an improved understanding of customer segments; and thus enables the industry to improve the quality by customizing the product.     

Customer segmentation for marinas: Evaluating marinas as destinations

Marinas are a significant part of marine tourism activity and they are complex organizations having a highly heterogeneous business structure with many different companies trying to provide the various services that altogether compromise the so called “marina services”. From this perspective, they can be described as destinations and analyzed with a destination marketing perspective. This study aims to conduct a benefit segmentation approach to marinas as destinations, in order to identify the existing market segments based on yachters' expectations from them. Data were collected from 261 yachters of seven marinas located on Turkey's Aegean coast in 2014. The five identified segments are labelled as socially oriented, indifferent, supportive facilities oriented, service and prestige oriented, and touristic attractiveness oriented clusters. Clusters are validated by nine independent variables that define their socio–demographic characteristics and individual motivations for traveling to marinas. The results offer important implications both for practitioners and scholars.     

DISTANCE‐SEGMENTED RURAL TOURISTS

This article uses travel distance to segment rural tourists in a tourist destination in the U.S. Midwest. A distance decay pattern was identified, with more than half of the respondents traveling from a location within 200 miles of the destination. The differences in the socio‐demographic, trip‐related characteristics, and destination activities of these tourists were examined across distinct distance segments. Among other findings, the study revealed that tourists from within a 50‐mile radius participated in most of the activities, and those traveling between 200 and 600 miles made up the majority of business travelers. These two segments also had a higher participation rate in the recreational activities than did the other distance segments. The findings of the study show that simple variables such as distance travel remain viable for destinations, particularly those in the rural area, to understand the tourists for segmentation purpose.     

Profiling geotravelers: an a priori segmentation identifying and defining sustainable travelers using the Geotraveler Tendency Scale (GTS)

This study expands research on geotourism by using the Geotraveler Tendency Scale (GTS) to profile geotravelers. The results demonstrate the GTS's ability to effectively identify different levels of geotravelers. An a priori segmentation was conducted using the respondents’ overall geotraveler score from the GTS as the segmenting criterion. The resulting three segments were labeled “minimal geotravelers”, “moderate geotravelers” and “strong geotravelers”. MANOVA and Pearson Chi-square analysis showed significant differences between the three groups on all items within the GTS as well as significant differences between the segments on the variables of gender, income, country of origin and likelihood to visit national parks. This study (1) confirms the usefulness of the GTS for identifying and segmenting travelers, and (2) provides the sustainable tourism field with a more holistic tool for measuring sustainable travelers. Destination managers interested in marketing to geotravelers can use this tool to identify how many geotravelers come to their area, their level of geotraveler tendencies and what the destination can focus on to attract more of this travel segment. Geotourism is positioned as a sustainable marketing strategy that attracts conscientious visitors whose impacts help promote the “character of place” rather than detract from it.     

实现精准目标市场识别的美国入境游客细分

随着游客需求和产品供应的分化,精细化市场细分对目的地的生存发展愈发重要。当前遭遇发展瓶颈的我国入境游就亟须该技术提供科学指导。文章基于Plog心理类型理论,试图识别美国近冒险型消遣游客市场中对访问增长最具杠杆作用的核心人群。细分设计在整体多阶段框架下涵盖了对“前验法”和“后验法”的次序运用。4个属于不同活动组群的近冒险型子细分市场被识别：户外刺激体验者、休闲娱乐追求者、文化探求者和兴趣广泛者“。经济价值组合矩阵”指向文化探求者为未来营销瞄准的最适宜对象。     

Market Segmentation of International Tourists Based on Motivation to Travel: A Case Study of Taiwan

Tourism represents a principal sector of the economy of Taiwan. Consequently, the government is currently focusing on developing the country as a major tourist destination in Asia. Thus, the primary aims of this research were to explore factors related to tourists’ motivations to visit Taiwan as well as the demographic segmentation of these foreign tourists. Using a convenience sample, 249 surveys were collected and analyzed. The results show that five push (enlightenment and reputation; unusual and affection; freedom; interpersonal communication and sharing; and family and friends relationship) and six pull factors (attitude and quality of service; cost, shopping, and tasting; diverse attraction; culture connections; sport facilities, wildlife and events; and accessibility) play important roles in the motivations of foreign tourists. Furthermore, foreign tourists can be clustered into five groups based on motivation (scenery/knowledge seekers, accessibility/expenditure seekers, relaxation/relation seekers, novelty/experience seekers, sport/service seekers) and five demographic groups (gender, age, marital status, nationality, and income). According to these results, suggestions are made as to how Taiwan could effectively develop tourism policies and marketing strategies to attract international tourists.     

EXPLORING EXPENDITURE‐BASED SEGMENTATION FOR RURAL TOURISM: OVERNIGHT STAY VISITORS VERSUS EXCURSIONISTS TO FEE‐FISHING SITES

About three fourths of new small tourism businesses fail within the first few years of operation mainly due to poor identification and lack of knowledge of their markets. While understanding visitor spending pattern is critical for the market to be economically viable and successful, research on rural tourist spending behavior is lacking in the literature. Therefore, the purpose of this study was to explore a visitor segmentation approach based on rural visitor spending behavior. Multiple regression analysis suggested accommodation attribute as the most useful predictor for visitor spending. Two subgroups were developed using accommodation type as a segmentation criterion—overnight stay visitors versus short excursionist. Comparative analyses were done using socio‐demographic variables, trip behavior, recreational motivation, and activity preferences. Overnight stay visitors and short excursion group showed significant differences on several behavioral and motivation variables. Practical suggestions are provided for attracting tourists to rural tourism destinations.     

Validation of a market orientation adoption scale in rural tourism enterprises. Relationship between the characteristics of the enterprise and extent of market orientation adoption

Market orientation (MO) is considered as a competitive strategy for the rural tourism sector. A MO adoption scale is proposed and validated for the rural tourism sector. Given the importance of MO, it is important to know the relationship between a firm's characteristics and MO adoption. This study makes a hierarchical segmentation to predict the behaviour of these firms when adopting the MO. Activity and category are the two characteristics that most effectively predict a firm's behaviour. The contribution made by this work is of interest given the new field of application achieved and which have implications for the professional sector.     

Segmenting tourists using sustainable values: a cluster analysis of Tanzanian inbound tourism

ABSTRACT

This study aimed at examining different segments of visitors to Tanzania with respect to their values around sustainability. Using a self-administered questionnaire, 286 cases were analyzed through a combination of non-hierarchical and hierarchical cluster analyses. The results indicated three clusters of visitors, each with different sustainable values. A follow-up analysis using ANOVA and Chi-square indicates the three clusters are significantly different in their sustainable values, their travel motives, and their demographics. These results provide insights for both public and private organizations on how to market and manage different destination elements to visitors in a sustainable manner.     

Lifestyle Segmentation in Tourism and Leisure

ABSTRACT

This article examines three different approaches to lifestyle segmentation in improving the quality of tourism and leisure marketing decisions in three separate cases. Tourism and leisure products are prototypical lifestyle purchase yet in many tourism research studies visitors are described by demographics or tourism behaviour only. These cases illustrate different approaches to lifestyle segmentation. Firstly, there are segmentation schemes based on external logic that can be broadly applied across a range of markets, including tourism and leisure. Alternatively, there are schemes that are based on a 'conversation' with the data and which rely on an internal logic within that data that may not transfer to other market contexts. Between these two lie schemes that apply external paradigms to specific datasets. The cases selected illustrate points along this spectrum.

The first case study examines the use by government tourism organizations of lifestyle segmentation 'bought in' from an external source. Here lifestyle segmentation data is collected from a representative sample of the Australian population as part of a commercial “single source” data set. The second case is based on a regional tourism study, which has utilized prior theory to develop its own lifestyle segmentation and at the same time related this to boarder characteristics of tourists in Tropical North Queensland. The third case examines the development of tailored lifestyle segmentation among 'event' spectators based on purely internal criteria unrelated to the broader population. These cases provide insight into the appropriate development and application of lifestyle segmentation and the use of the data by tourism and leisure managers. Managers may think about the type of lifestyle segmentation approach required based on how the segmentation scheme results need to be related to the wider market or population.     

Importance‐Performance and Segmentation: An Application at a Biosphere Reserve in Vietnam

This paper examines how importance‐performance analysis (IPA) used with segmentation can be an effective natural resource management tool. Data were obtained from visitors (n = 368, response rate = 66%) to the Can Gio Mangrove Biosphere Reserve, Vietnam. Two distinct user segments were identified according to their preference for facility development within the reserve. The two segments differed in their importance‐performance ratings for (a) attractions, (b) beach facilities and services, (c) facilities in the area, and (d) beauty of the area. Those favoring development rated each of these reserve attributes as more important (p < .001) than those less disposed to additional development. Those favoring development rated the performance of three of four attributes positively, while all four attributes received negative performance scores for those less disposed to additional development. Implications show that segmentation can allow for more accurate planning and decision making.     

Segmentation by Travel Related Risks: An Integrated Approach

This study took an integrated approach toward traveler risk segmentation by including psychological and behavioral variables together in the one study. This is an important first step to develop interventions targeting risk segments. A total of 864 respondents were surveyed in an Australian airport departure lounge. The results showed travel behavior and risk reduction strategies as the most significant model predictors. Three segments were identified including a higher-risk segment was found to comprise mostly older, visiting friends and relatives (VFR) travelers on repeat visits. Implications for developing more effective communication interventions are provided and future research directions are proposed.     

Event segmentation: A review and research agenda

Event academics and practitioners have long recognized the importance of segmenting event attendees. Despite a relatively long level of enquiry into event segmentation, there is little consistency in the methods, data analysis techniques and segmentation variables that are used. A review of 120 event segmentation studies incorporating an attendee-orientated approach was conducted to identify how event attendees are currently segmented. This study will serve as a reference guide to current event segmentation researchers on the segmentation approach/s and data analysis techniques utilized in previous studies. Recommendations for future research are suggested.     

Segmenting Spa Customers Based on Rate Fences Using Conjoint and Cluster Analyses

The purpose of this study was to segment spa customers based on their preferences for spa rates and restrictions. A survey was conducted using a self-administrated questionnaire distributed to Chinese visitors in Hong Kong with spa experience. Four distinct customer segments were identified by combining conjoint and cluster analyses: treatment-oriented spa goers, guarantee-sensitive spa goers, price-sensitive spa goers, and fewer days advance booking seekers. The results support the effectiveness of combining conjoint and cluster analyses in market segmentation studies. The findings will be useful for spas in designing rate fences preferred by different types of customers, which could in turn increase spa revenue.     

Segmentation by visitor motivation in three Kenyan national reserves

This study addresses the needs of three national reserves in north central Kenya for developing a tourism strategy aimed at enhancing tourist opportunities at the reserves. In order to adequately address visitor needs, the reserve managers must first understand the motivations for different types of visitors. A factor-cluster approach was employed to identify visitor segment profiles based on their motivations for visiting the reserves. A principal components analysis of motivations revealed eight motivation factors, and three distinct visitor segments were identified using an ipsative clustering method. These segments included Escapists, Learners and Spiritualists. Understanding the differences in these visitor segments will help managers of the reserves better provide alternative activities and services to tourists. Management recommendations include providing scenic and expansive landscape viewing opportunities and developing a more competent and knowledgeable ranger corps capable of visitor education and outreach initiatives.     

VACATION LIFESTYLE AND TRAVEL BEHAVIORS

In marketing research, tourism scholars have often developed a variety of scales and integrated them into segmentation studies. Since vacation lifestyle variables, which could be utilized as a base for marketing research, have not received much attention from market researchers, this article attempts to further purify the extant scale and use Taiwanese travelers as a case study. The study survey was conducted of 443 tourists staying at least one night at the Ken‐Ting National Park in Taiwan from April to May, 2002. This study collected 420 useful samples. Three groups of users merged from the cluster analysis: (a) Family Oriented Travelers, (b) Social Oriented Travelers, and (c) Stylish Travelers. The study shows that the differences in trip characteristics are the frequencies of domestic travel, the frequencies of international travel, the hotel preferences, and the average expenditure on accommodations. The variations in demographic characteristics relate to age, family life cycle, education, and household income. This study on vacation lifestyle subsequently renders a new assessment tool to tourism professionals in Taiwan to grasp the lifestyle profile of their customers and develop strategies to entice the travel market.