Now showing items 1-10 of 26
Influential factors and relational structure of Internet banner advertising in the tourism industry [Summary]
(Virginia Tech, 2008-04)
The Internet serves as a major marketing and communication tool in the tourism industry; it is, therefore, surprising that there have been few discussions of the structural relationship between tourism and Internet-based ...
The Importance of Selling Abilities in Corporate Hospitality Sales to Corporate Customers [Summary]
(Virginia Tech, 2008-10-20)
Little has been published recently about the salesperson/customer dyad. Drawing upon the selling and sales literature in the area of marketing, the authors with the cooperation of a large anonymous hotel company conducted ...
Subjective Estimates of Occupancy Forecast Uncertainty by Hotel Revenue Managers [Summary]
(Virginia Tech, 2008-09-22)
Fifty-seven experienced hotel revenue managers participated in a study involving the use of simulated forecasting software. The revenue managers examined raw occupancy data and used simulated forecasting software to arrive ...
The influence of national culture on the strategic use of salesperson pricing authority: A cross-country study within the hotel industry [Summary]
(Virginia Tech, 2009-03)
At some hotel properties individual catering sales managers are empowered with the authority to make price adjustments, but at other properties they must ascertain the permission before adjusting prices. This research ...
Financial features of dividend-paying firms in the hospitality industry: A logistic regression analysis [Summary]
(Virginia Tech, 2009-09)
The purpose of this study was to identify the financial features that distinguish dividend-paying firms from non-dividend-paying companies in the U.S. hospitality industry.
Attrition clauses: outstanding issues and recommendations for meeting planners [Summary]
(Virginia Tech, 2005-03)
This paper deals with the attrition clauses within hotel group sales agreements, the former of which became popular in the early 1990s. Attrition clauses specify pre-determined liquidated damages that a group (usually a ...
Pricing strategies to maximize revenues in the lodging industry [Summary]
(Virginia Tech, 2006-03)
Price-ending strategies may be utilized by hotels to signal value or quality. The current study presents that there is a directional relationship between room rates and price-ending strategies. It demonstrates that as ...
Proxemics and Its Effect on Travelers During the Sales Contact in Hotels [Summary]
(Virginia Tech, 2008-10-10)
This study examines the impact of conversational distances and the image of the salesperson on expected satisfaction levels for a new service. The current study does lend support to the theory that social distances are ...
The impact of online user reviews on hotel room sales [Summary]
(Virginia Tech, 2009)
Despite hospitality and tourism researchers’ recent attempts at examining different aspects of online word-of-mouth [WOM], its impact on hotel sales remains largely unknown in the existing literature. To fill this void, ...
Consumer research sheds light on all aspects of resort timesharing business [Summary]
(Virginia Tech, 2002-09)
Resort timesharing involves many interacting components—marketing and sales, products design, financial analysis, and resort management to name a few. This article aims to apply relevant findings in Ragatz Associates’ ...