Differential pricing and segmentation on the Internet: The case of hotels

Management Decision

Volumn 39, Issue 4, 2001, Pages 252-262

  Yelkur, Rama ^a   Nêveda Dacosta, Maria Manuela ^a  

^a UNIVERSITY OF WISCONSIN EAU CLAIRE   (United States)

Author keywords

Hotels; Internet; Loyalty; Market segmentation; Pricing; Service industries

Indexed keywords

EID: 84986099165     PISSN: 00251747     EISSN: None     Source Type: Journal    
DOI: 10.1108/00251740110391411     Document Type: Article

References (49)

1. Aaron, K. (1997), “Time crunch”, Credit Union Management, Vol. 20 No. 5, pp. 48-50.
2. Ainscough, T. and Luckett, M.G. (1996), “The Internet for the rest of us: marketing on the World Wide Web”, The Journal of Consumer Marketing, Vol. 13 No. 2, pp. 45-52.
3. Awh, R.Y. (1998), Microeconomics: Theory and Applications, John Wiley & Sons, New York, NY.
4. Brady, R., Forrest, E. and Mizerki, R. (1997), Cyber Marketing, NTC Business Books, Lincolnwood, IL.
5. Bredenberg, A. (1995), “Seven myths of Internet marketing”, Zip/Target Marketing, Vol. 18 No. 9, pp. 49-50.
6. Cannon, H.M. and Morgan, F.W. (1990), “A strategic pricing framework”, Journal of Services Marketing, Vol. 4, Spring, pp. 19-30.
7. Cash, F.W. (1998), “Red Roof Inns targets repeat business for growth in economy market”, Hotel and Motel Management, Vol. 213 No. 9, p. 44.
8. Davidson, W.H. (1997), “Changing channels”, Industry Week, Vol. 246 No. 21, pp. 20-22.
9. Dorgan, T. (1997), “Belief in the future”, Progressive Grocer, Vol. 76 No. 2, pp. 67-8.
10. The Economist, (2000), “Survey: E-commerce: shopping around the Web,” February 26.
11. Fanella, J., Saide, F. and Zimmerman, D. (1997), “Planting seeds for new customers on the Internet”, CPCU Journal, Vol. 50 No. 3, pp. 59-69.
12. Finch, B.J. (1997), “A new way to listen to the customer”, Quarterly Progress, Vol. 30 No. 5, pp. 73-6.
13. Gilbert, D.C., Powell-Perry, J. and Widijoso, S., (1999), “Approaches by hotels to the use of the Internet as a relationship marketing tool”, Journal of Marketing Practice: Applied Marketing Science, Vol. 5 No. 1, pp. 21-38.
14. Grayson, R.A. (1971), Introduction to Marketing, Medeth Corporation, New York, NY.
15. Griffith, D.A. and Palmer, J.W. (1999), “Leveraging the Web for corporate success”, Business Horizons, January-February, pp. 3-10.
16. Guiltinan, J.P. (1987), “The price bundling of services: a normative framework’’, Journal of Marketing, Vol. 51, April, pp. 74-85.
17. Haywood, M.J. (1988), “Repeat patronage: cultivating alliances with customers”, International Journal of Hospitality Management, Vol. 7 No. 3, pp. 225-37.
18. Heskett, J.L., Sasser, W.E. Jr and Schlesinger, L.A. (1997), The Service-Profit Chain, Free Press, New York, NY.
19. Hoey, C. (1998), “Maximizing the effectiveness of Web-based marketing communications”, Marketing Intelligence & Planning, Vol. 16 No. 1, pp. 31-7.
20. Hoffman, D., Novak, T. and Chatterjee, D. (1995), “Commercial scenarios for the Web: opportunities and challenges”, Journal of Computer Mediated Communication, Vol. 1 No. 3, pp. 23-30.
21. Holzinger, A.G. (1997), “The virtual future”, Nations Business, Vol. 83 No. 5, pp. 44-7.
22. Jones, T.O. and Sasser, W.E. Jr (1995), “Why satisfied customers defect”, Harvard Business Review, Vol. 73, November-December, pp. 88-99.
23. Killey, D. (1997), “Jumping over the Net”, Brandweek, Vol. 38 No. 43, pp. 30-33.
24. Korzenowski, P. (1997), “E-commerce on the Net: a wealth of opportunity”, Computer Reseller News, Vol. 766, December 1, pp. 83-4.
25. Loker, L.E. and Perdue, R.R. (1992), “A benefit-based segmentation of a non-resident summer travel market”, Journal of Travel Research, Summer, pp. 30-35.
26. McDougall, G.H.G. and Levesque, T. (2000), “Customer satisfaction with services: putting perceived value into the equation”, Journal of Services Marketing, Vol. 14 No. 5, pp. 392-410.
27. Nielsen Media Research (2000), www.neilsenmedia.com
28. Notess, G.R. (1995), “Shopping, security and shareware’’, Database, Vol. 18 No. 5, pp. 85-8.
29. Nozar, R.A. (1999), “Luxury market focuses on customer loyalty”, Hotel and Motel Management, Vol. 214 No. 1, p. 29.
30. O'Keefe, R.M., O'Connor, G. and Kung, H.J. (1998), “Early adopters of the Web as a retail medium: small company winners and losers”, European Journal of Marketing, Vol. 32 No. 7/8, pp. 629-43.
31. Oren, S., Smith, S., Wilson, R., Shugan, S.M. and Harris, M. (1984), “Pricing a product line/comments”, The Journal of Business, Vol. 57 No. 1, pp. 73-111.
32. Peters, L. (1998), “The new interactive media: one-to-one, but who to whom?” Marketing Intelligence & Planning, Vol. 16 No. 16, pp. 22-30.
33. Peterson, R.A., Balasubramanian, S. and Bronnenberg, B.J. (1997), “Exploring the implications of the Internet on consumer marketing”, Journal of Academy of Marketing Science, Vol. 25 No. 4, pp. 329-46.
34. Rayport, J. and Sviokla, J. (1994), “Managing in the marketspace”, Harvard Business Review, Vol. 72 No. 6, pp. 141-50.
35. Reichheld, F.F. (1993), “Loyalty-based management”, Harvard Business Review, Vol. 71 No. 2, pp. 64-73.
36. Reichheld, F.F. (1996), The Loyalty Effect, Harvard Business School Press, Boston, MA.
37. Reichheld, F.F. and Sasser, W.E. Jr (1990), “Zero defections: quality comes to services”, Harvard Business Review, Vol. 68 No. 5, pp. 105-11.
38. Reichheld, F.F. and Schefter, P. (2000), “E-loyalty”, Harvard Business Review, Vol. 78 No. 4, pp. 105-14.
39. Rosen, K. T. and Howard, A.L. (2000), “E-retail: gold rush or fool’s gold?”, California Management Review, Vol. 42 No. 3, pp. 72-100.
40. Sahay, A., Gould, J. and Barwise, P. (1998), “New interactive media: experts’ perceptions of opportunities and threats for existing businesses”, European Journal of Marketing, Vol. 32 No. 7/8, pp. 616-28.
41. Sandelands, E. (1997), “Utilizing the Internet for marketing success”, Pricing Strategy and Practice, Vol. 5 No. 1, pp. 7-12.
42. Sen, S., Padhmanabhan, B., Tuzhilin, A., White, N.H. and Stein, R. (1998), “The identification and satisfaction of consumer analysis-driven information needs of marketers on the WWW”, European Journal of Marketing, Vol. 32 No. 7/8, pp. 688-702.
43. Sterne, J. (1995), World Wide Marketing, John Wiley & Sons, New York, NY.
44. Stevens, S. (1998), “Brand builders”, Brandweek, Vol. 39 No. 11, pp. 19-21.
45. Strauss, J. and Frost, R. (1999), E-Marketing, Prentice-Hall, Upper Saddle River, NJ.
46. Strauss, L. (1983), Electronic Marketing, Knowledge Industry Publications Limited, New York, NY.
47. Tauber, E.M. (1972), “Why do people shop?”, Journal of Marketing, Vol. 36, pp. 46-59.
48. USA Today, “Tapping into customer loyalty,” August 31, Sec. B, p. 1.
49. Yelkur, R. and Herbig, P. (1997), “Differential pricing for services”, Marketing Intelligence & Planning, Vol. 15 No. 4, pp. 190-94.