What kind of marketing distribution mix can maximize revenues: The wholesaler travel agencies' perspective?

Tourism Management

Volumn 30, Issue 5, 2009, Pages 733-739

  Huang, Leo ^a   Chen, Kaung Hwa ^b   Wu, Ying Wei ^a  

^a NATIONAL KAOHSIUNG UNIVERSITY OF HOSPITALITY AND TOURISM   (Taiwan)

^b NATIONAL KAOHSIUNG UNIVERSITY OF APPLIED SCIENCES   (Taiwan)

Author keywords

AHP; Channel management; Distribution mix; Travel agency

Indexed keywords

ANALYTICAL HIERARCHY PROCESS; MARKETING; OPTIMIZATION; TELEVISION; TOURISM MANAGEMENT; TOURISM MARKET;

ASIA; EURASIA; FAR EAST; TAIWAN;

EID: 67349125897     PISSN: None     EISSN: 02615177     Source Type: Journal    
DOI: 10.1016/j.tourman.2008.10.011     Document Type: Article

References (63)

1. Alvarez L.S., Martin A.M.D., and Casielles R.V. Relationship marketing and information and communication technologies analysis of retail travel agencies. Journal of Travel Research 45 4 (2007) 453-463
2. Assael H. Consumer behavior and marketing action. 4th ed. (1992), PWS-Kent, New York
3. Barlow A.K.J., Siddiqui N.Q., and Mannion M. Developments in information and communication technologies for retail marketing channels. International Journal of Retail & Distribution Management 32 3 (2004) 157-163
4. Bennett M.M., and Lai C.W.K. The impact of the internet on travel agencies in Taiwan. Tourism and Hospitality Research 6 1 (2005) 8-23
5. Bitner J., and Booms B.H. Trends in travel and tourism marketing: the changing structure of distribution channels. Journal of Travel Research 20 4 (1982) 39-44
6. Buhalis D. Strategic use of information technologies in the tourism industry. Tourism Management 19 5 (1998) 409-421
7. Buhalis D. Distribution channels in the changing travel industry. International Journal of Tourism Research 2 2 (2000) 137-139
8. Buhalis D., and Deimezi O. E-tourism development in Greece: information communication technologies adoption for the strategic management of the Greek tourism industry. Tourism and Hospitality Research 5 2 (2003) 103-130
9. Cai L., Card J.A., and Cole S.T. Content delivery performance of World Wide Web sites of US tour operators focusing on destinations in China. Tourism Management 25 2 (2004) 219-227
10. Chauduri A., and Buck R. Media differences in rational and emotional responses to advertising. Journal of Broadcasting and Electronic Media 39 1 (1995) 109-127
11. Cheng E.W.L., and Li H. Construction partnering process and associated critical success factors: quantitative investigation. Journal of Management in Engineering 18 4 (2002) 194-202
12. Choi S., and Kimes S.E. Electronic distribution channel's effect on hotel revenue management. Cornell Hotel and Restaurant Administration Quarterly 43 3 (2002) 23-31
13. Coelho F., and Easingwood C. Determinants of multiple channel choice in financial services: an environmental uncertainty model. Journal of Services Marketing 19 4 (2005) 199-211
14. Coelho F., and Easingwood C. A model of the antecedents of multiple channel usage. Journal of Retailing and Consumer Services 15 1 (2008) 32-41
15. Coelho F., Easingwood C., and Coelho A. Exploratory evidence of channel performance in single vs. multiple channel strategies. International Journal of Retail & Distribution Management 31 11 (2003) 561-573
16. Connolly D.J. The Internet as a distribution channel. Cornell Hotel and Restaurant Administration Quarterly 39 4 (2003) 42-54
17. Cooper M.J., Wakefield K.L., and Tanner J.F. Industrial buyers' risk aversion and channel selection. Journal of Business Research 59 6 (2006) 653-661
18. Dabas S., and Manaktola K. Managing reservations through online distribution channels. International Journal of Contemporary Hospitality Management 19 5 (2007) 388-396
19. Easingwood C., and Coelho F. Single versus multiple channel strategies: typologies and drivers. The Service Industries Journal 23 2 (2003) 31-46
20. Ganesh F. Managing customer preferences in a multi-channel environment using Web services. International Journal of Retail & Distribution Management 32 3 (2004) 140-146
21. Garces S.A., Gorgemans S., Sanchez A.M., and Perez M.P. Implications of the internet-an analysis of the Aragonese hospitality industry. Tourism Management 25 5 (2004) 603-613
22. Gartner W.C., and Bachri T. Tour operators' role in the tourism distribution system: an Indonesian case study. Journal of International Consumer Marketing 6 3/4 (1994) 161-179
23. Gensler S., Dekimpe M.G., and Skiera B. Evaluating channel performance in multi-channel environments. Journal of Retailing and Consumer Services 14 1 (2007) 17-23
24. Gupta A., Su B.C., and Walter Z. An empirical study of consumer switching from traditional to electronic channels: a purchase-decision process perspective. International Journal of Electronic Commerce 8 3 (2004) 131-161
25. Hatton M. Redefining the relationships-the future of travel agencies and the global agency contract in a changing distribution system. Journal of Vacation Marketing 10 2 (2004) 101-108
26. Heung V.C.S. Internet usage by international travelers: reasons and barriers. International Journal of Contemporary Hospitality Management 15 7 (2003) 370-378
27. Hibbard J.D., Kumar N., and Stern L.W. Examining the impact of destructive acts in marketing channel relationships. Journal of Marketing Research 38 1 (2001) 45-61
28. Kim D.Y., Hwang Y.H., and Fesenmaier D.R. Modeling tourism advertising effectiveness. Journal of Travel Research 44 1 (2005) 42-49
29. Kim D.Y., Lehto X.Y., and Morrison A.M. Gender differences in online travel information search: implications for marketing communications on the internet. Tourism Management 28 2 (2007) 423-433
30. Lang T.C. The effect of the internet on travel consumer purchasing behavior and implications for travel agencies. Journal of Vacation Marketing 6 4 (2000) 368-385
31. Law R., and Lau W. A study of the perceptions of Hong Kong hotel managers on the potential disintermediation of travel agencies. Journal of Travel and Tourism Marketing 17 2/3 (2004) 117-131
32. Law R., Law A., and Wai E. The impact of the internet on travel agencies on Hong Kong. Journal of Travel Research 3 2 (2001) 202-211
33. Law R., Leung K., and Wong J. The impact of the internet on travel agencies. International Journal of Contemporary Hospitality Management 16 2 (2004) 100-107
34. Morrison A.M. Hospitality and travel marketing (1989), Delmar, Albany, NY
35. Neslin S.A., Grewal D., Leghorn R., Shanker V., Teerling M.L., Thomas J.S., et al. Challenges and opportunities in multichannel customer management. Journal of Service Research 9 2 (2006) 95-112
36. Nicholson M., Clarke I., and Blakemore M. One brand, three ways to shop: situational variables and multichannel consumer behavior. International Review of Retail, Distribution and Consumer Research 12 2 (2002) 131-148
37. Nylen D.W. Advertising: Planning, implementation, and control (1986), South-Western, West Chicago, IL
38. O'Connor P., and Frew A.J. An evaluation methodology for hotel electronic channels of distribution. International Journal of Hospitality Management 23 2 (2004) 179-199
39. Palmer A., and McCole P. The virtual re-intermediation of travel services: a conceptual framework and empirical investigation. Journal of Vacation Marketing 6 1 (1999) 33-47
40. Pan B., MacLaurin T., and Crotts J.C. Travel blog and the implications for destination marketing. Journal of Travel Research 46 1 (2007) 35-45
41. Pearce D.G. New Zealand holiday travel to Samoa: a distribution channels approach. Journal of Travel Research 41 2 (2002) 197-205
42. Pearce D.G. A needs-functions model of tourism distribution. Annals of Tourism Research 35 1 (2008) 148-168
43. Pearce D.G., and Schott C. Tourism distribution channels: the visitors' perspective. Journal of Travel Research 44 1 (2005) 50-63
44. Pearce D.G., and Tan R. Distribution channels for heritage and cultural tourism in New Zealand. Asia Pacific Journal of Tourism Research 9 3 (2004) 225-237
45. Pearce D.G., and Tan R. The distribution mix for tourism attractions in Rotorua, New Zealand. Journal of Travel Research 44 3 (2006) 250-258
46. Pearce D.G., and Taniguchi M. Channel performance in multi-channel tourism distribution systems?. Journal of Travel Research 46 3 (2008) 256-267
47. Rachman Z., and Richins H. The status of New Zealand tour operator Web sites. Journal of Tourism Studies 8 2 (1997) 62-77
48. Saaty T.L. A scaling method for priorities in hierarchical structure. Journal of Mathematical Psychology 15 3 (1977) 234-281
49. Saaty T.L. The analytic hierarchy process (1980), McGraw-Hill, New York
50. Saaty T.L. Decision making for leaders: The analytic hierarchy process for decisions in a complex world (1990), RWS Publication, Pittsburgh, PA
51. Saaty T.L. Fundamentals of decision making with the analytic hierarchy process (1994), RWS Publications, U.S.A.
52. Sheldon P. Tourism service information technology (1997), Cab International, New York, NY
53. Shon Z.Y., Chen F.Y., and Chang Y.H. Airline e-commerce: the revolution in ticketing channels. Journal of Air Transport Management 9 5 (2003) 325-331
54. Siebenaler T.C., and Groves D.L. Travel agents and their survival. Journal of Human Resources in Hospitality and Tourism 1 1 (2002) 1-17
55. Smith K.A. Distribution channels for events: supply and demand-side perspectives. Journal of Vacation Marketing 13 4 (2007) 321-338
56. Tsai H.T., Huang L., and Lin C.G. Emerging e-commerce development model for Taiwanese travel agencies. Tourism Management 26 5 (2005) 787-796
57. Tse A.C.B. Disintermediation of travel agents in the hotel industry. International Journal of Hospitality Management 22 4 (2003) 453-460
58. Tzeng G.H., Teng M.H., Chen J.J., and Opricovic S. Multi-criteria selection for a restaurant location in Taipei. International Journal of Hospitality Management 21 2 (2002) 171-187
59. Vehoef P.C., and Donkers B. The effect of acquisition channels on customer loyalty and cross-buying. Journal of Interactive Marketing 19 2 (2005) 31-43
60. Walle A. Tourism and Internet: opportunities for direct marketing. Journal of Travel Research 35 1 (1996) 72-77
61. Williams P.W., and Richter C. Developing and supporting European tour operator distribution channels for Canadian aboriginal tourism development. Journal of Travel Research 40 4 (2002) 404-415
62. Woodward T. Using brand awareness and band image in tourism channels of distribution. Journal of Vacation Marketing 6 2 (2000) 119-130
63. Wu F.G., Lee Y.J., and Lin M.C. Using the fuzzy analytic hierarchy process on optimum spatial allocation. International Journal of Industrial Ergonomics 33 6 (2004) 553-569