Market Orientation, Strategy and Revenue Growth in the Turkish Hotel Industry [Summary]
Köseoglu, Mehmet Ali
Parnell, John A.
Doyle, James D.
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This empirical analysis of hotel properties in south-western Turkey draws on the market orientation, strategy, and capabilities literature to highlight the benefits of a differentiation strategy and customer-value focus for competitors in this industry. Relationship management and organizational resource management are key drivers of sales growth in this industry, and hotel operators facing high competitive intensity are particularly encouraged to develop these capabilities and to adopt a differentiation strategy instead of resorting to price cutting and other pricing and promotional tactics to grow revenues.