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Cấu trúc
Marketing in Travel andTourism
Copyright Page
Dedication
About the principal authors
Foreword
Contents
Preface
Acknowledgements
Figures
Tables
Mini Cases
PART ONE The Meaning of
Marketing in Travel and Tourism
CHAPTER 1 - Introducing travel and tourism
An overview of travel and tourism demand
A working definition of travel and tourism
The component sectors of travel and tourism supply - the visitor economy
The systematic links between demand and supply and the role of marketing
Changing prospects for twenty-first century tourism
Chapter 2 Introducing marketing: the systematic thought process
Marketing means exchanges
Management attitudes, customer focus and the external business environment
Defining marketing for the twenty-first century
Five marketing propositions
CHAPTER 3 The
special characteristics of travel and tourism marketing
After studying this chapter you should be able to understand:
MARKETING GOODS AND SERVICES
LARGE-SCALE SERVICE OPERATIONS DOMINATE TRAVEL AND TOURISM MARKETING
PARADOXICALLY, THE VAST NUMBER OF SMALL BUSINESSES IS ALSO A DOMINATING CHARACTERISTIC OF SERVICE PROVIDERS IN THE VISITOR ECONOMY
SERVICES AND THEIR CHARACTERISTICS
PARTICULAR CHARACTERISTICS OF TRAVEL AND TOURISM SERVICES
HOW DOES MARKETING IN TRAVEL AND TOURISM DIFFER FROM OTHER FORMS OF MARKETING?
CHAPTER 4 The
dynamic business environment: factors influencing demand for tourism
THE MORE DEMANDING CONSUMER OF TRAVEL AND TOURISM – A GLOBAL DEVELOPMENT
THE MAIN DETERMINANTS OF DEMAND
SUPPLY ALSO AFFECTS DEMAND
THE RESPONSE OF MARKETING MANAGERS TO THE DETERMINANTS OF TOURISM
PART TWO Understanding
the Consumer and Marketing Mix in Travel and Tourism
CHAPTER 5 Understanding the
consumer: tourism motivations and buyer behaviour
A BUYER BEHAVIOUR MODEL FOR TRAVEL AND TOURISM
STIMULUS INPUTS: MARKETING COMMUNICATIONS AND OTHER SOURCES OF INFORMATION
BUYER CHARACTERISTICS INFLUENCING THE DECISION
INFORMATION PROCESSING
THE CONSUMER DECISION-MAKING PROCESS
RESPONSE: BUYER BEHAVIOUR
USING CONSUMER BEHAVIOUR DATA FOR MARKETING
CHAPTER 6 Market
segmentation for travel and tourism markets
MULTIPLE SEGMENTS FOR PRODUCERS IN TRAVEL AND TOURISM
A MARKETING AND OPERATIONS VIEW OF SEGMENTATION
SEGMENTATION DEFINED
METHODS USED TO SEGMENT MARKETS
CHAPTER 7 Product
formulation in travel and tourism
A COMPONENTS VIEW OF TRAVEL AND TOURISM PRODUCTS – FROM TWO STANDPOINTS
A BENEFITS VIEW OF PRODUCTS
COMPONENTS OF THE OVERALL TOURISM PRODUCT
SOME MARKETING IMPLICATIONS OF THE OVERALL PRODUCT CONCEPT
COMPONENTS OF SPECIFIC PRODUCTS – THE TOURISM BUSINESSES’ VIEW
COMPETITIVE PRODUCT FORMULATION
CO-CREATION OF PRODUCTS INVOLVING THE CUSTOMER AS A PARTICIPANT IN THE PRODUCTION PROCESS
CO-BRANDING AND CO-MARKETING
CHAPTER 8 The
evolving marketing mix for tourism services
MARKETING MIX DEFINED: THE ORIGINAL FOUR ‘P’S
FOUR PS AND FOUR CS
MARKETING MIX: COST AND REVENUE CONSIDERATIONS
MARKETING MIX IN CONTEXT OF THE MARKETING SYSTEM
PEOPLE, PROCESS AND PHYSICAL EVIDENCE: EXPANDING THE MARKETING MIX
CONSUMER CENTRIC MARKETING (CCM)
PART THREE Planning for Marketing
Strategy and Short-term
Operational Objectives and
Campaigns
CHAPTER 9 Marketing research in travel and tourism
MARKETING RESEARCH DEFINED
SIX MAIN CATEGORIES OF MARKETING RESEARCH AND THEIR USES
NINE TYPES OF MARKETING RESEARCH COMMONLY USED IN TRAVEL AND TOURISM
A MENU OF MARKETING RESEARCH METHODS
COMMISSIONING A MARKET RESEARCH AGENCY
CUSTOMER ACCESS: A PRICELESS ASSET OF SERVICE BUSINESSES
RESEARCHING CUSTOMER SATISFACTION AND VALUE FOR MONEY
OPPORTUNITIES FOR RESEARCHING MARKETING INNOVATIONS
CHAPTER 10 Planning
marketing strategy
THE NEED FOR STRATEGIC PLANNING
A MODEL OF THE STRATEGIC PLANNING PROCESS
VISION AND MISSION
ANALYSIS
SBUS AND BUSINESS PORTFOLIO ANALYSIS
CORPORATE STRATEGY AND OBJECTIVES
THE MARKETING STRATEGY PLANNING PROCESS
THE INTERPLAY OR DIALOGUE BETWEEN STRATEGY AND TACTICS
CHAPTER 11 Marketing
planning: the process
THE PARTICULAR SIGNIFICANCE OF MARKETING PLANS
LOGICAL STEPS IN THE MARKETING PLANNING PROCESS
THE CORPORATE COMMUNICATION ROLE OF MARKETING PLANS
DISTINGUISHING BETWEEN MARKETING PLANNING FOR STRATEGY AND TACTICS
CHAPTER 12
Planning marketing campaigns: budgeting and evaluating marketing performance
MARKETING CAMPAIGNS ARE ACTION PROGRAMMES
THE MENU FOR MARKETING CAMPAIGNS IN TRAVEL AND TOURISM
MARKETING CAMPAIGN BUDGETS
BUDGETING METHODS
THE OBJECTIVE AND TASK METHOD
PERFORMANCE MEASUREMENT: EVALUATION, MONITORING AND CONTROL
CAMPAIGN PLAN MONITORING
PART FOUR Communicating with and
Influencing Consumers
CHAPTER 13 The
growth and role of information and communications technology and the rise of the dominant consumer
ICT DEFINED
THE EVOLUTION OF ICT
PREDICTING THE FUTURE OF ICT
THE FUTURE OF TV
HOW ICT IS INFLUENCING TOURISM MARKETING
IMPACT OF THE ICT REVOLUTION ON THE VISITOR ECONOMY
BARRIERS TO THE GROWTH OF E-TOURISM
CHAPTER 14 - E-marketing: the effective use of ICT
THE IMPACT OF ICT ON THE MARKETING MIX
THE WEBSITE AS THE CENTRE OF THE MARKETING COMMUNICATIONS MIX
THE NEXT PHASE OF INTERNET MARKETING: WEB 2.0
DIRECT/DATABASE MARKETING AND THE INTERNET
CHAPTER 15 Distribution
channels in travel and tourism: creating access
DIRECT OR INDIRECT MARKETING – A STRATEGIC DECISION
STRATEGIC CHOICES IN DISTRIBUTION
PRINCIPLES OF DISTRIBUTION
THE IMPORTANCE OF LOCATION
DISTRIBUTION CHANNELS OR ACCESS SYSTEMS: THE NOTION OF PIPELINES
THE EVOLUTION OF DISTRIBUTION SYSTEMS
MANAGING THE MARKETING CHANNEL
CHAPTER 16 Integrating the
promotional and communications mix
THE PRINCIPLES OF IMC
THE DIMENSIONS OF MARKETING COMMUNICATIONS
STAGES IN THE MARKETING COMMUNICATION PROCESS
THE PROMOTIONAL MIX: THE MAIN TOOLS OF IMC
GLOSSARY OF ADVERTISING AND PR TERMS IN COMMON USE
CHAPTER 17 Brochures, print
and other non-electronic information
PRINT PRODUCTION – COST AND WASTAGE ON A HEROIC SCALE
DEFINING INFORMATION MATERIALS
TYPES OF PRINTED MATERIAL USED IN MARKETING TRAVEL AND TOURISM
THE MARKETING ROLE OF INFORMATION MATERIALS AND THEIR MULTIPLE PURPOSES
STAGES IN PRODUCING EFFECTIVE INFORMATION MATERIAL
USING AGENCIES TO PRODUCE INFORMATION MATERIALS
DISTRIBUTING INFORMATION TO TARGET AUDIENCES
EVALUATING THE RESULTS OF INFORMATION DISTRIBUTION
ELECTRONIC ALTERNATIVES TO PRINT
PART FIVE Applying
Marketing in the Main Sectors of Travel and Tourism
CHAPTER 18 Marketing tourism
destinations
NTOs/DMOs defined: some international dimensions of destination marketing
NTO and DMO marketing has influence, but limited control
Summarizing the marketing role of NTOs
Destination promotion role for NTOs or marketing facilitation?
Destination positioning themes, branding, images and concepts
The marketing role for NTOs: the process
MARKETING FACILITATION STRATEGIES FOR AN NTO
CHAPTER 19 Marketing
accommodation
Defining tourist accommodation
The accommodation product as a service experience
THE NATURE OF THE ACCOMMODATION BUSINESS
STRATEGIC MARKETING TASKS FOR ACCOMMODATION BUSINESSES
TACTICAL MARKETING
THE SIZE OF ACCOMMODATION MARKETING BUDGETS: CHALLENGINGRECEIVED WISDOM
CHAPTER 20 Marketing
passenger transport
THE NATURE OF TRANSPORT SYSTEMS
SUPPLY INCREASINGLY LEADS DEMAND FOR TRANSPORT PRODUCTS
A STRICTLY FUNCTIONAL ROLE FOR TRANSPORT IN THE TOURIST PRODUCT
THE NATURE OF THE TRANSPORT PRODUCT
THE DOMINANCE OVER MARKETING OF THE EXTERNAL BUSINESS ENVIRONMENT
TWO OPERATIONAL CONSTRAINTS ON PUBLIC TRANSPORT MARKETING
DEFINING THE MARKETING TASK FOR PASSENGER TRANSPORT OPERATORS
TACTICAL MARKETING
CHAPTER 21 Marketing visitor
attractions
Traditional and modern concepts of attractions management and marketing
Modern management underpins the development of new attractions
The characteristics of managed visitor attractions
Polarity between small and large attractions
The attractions product: marketing the experience
Market segments for visitor attractions
Marketing strategy for attractions
Operating constraints on marketing
The size of the marketing budget
Developing new marketing and management linkages
CHAPTER 22
Marketing inclusive tours and product packages
DEFINING INCLUSIVE TOUR AND PRODUCT PACKAGES
THE PROCESS OF CONSTRUCTING AN INCLUSIVE TOUR PROGRAMME
STRATEGIC ISSUES FOR CONTRACTING TOUR OPERATORS
TACTICAL MARKETING
PART SIX Case Studies of Marketing Practice in Travel and Tourism
CASE 1 Integrated
marketing communications through a destination management system - New Zealand
Background
100% Pure New Zealand
The web site
The database - a national destination management system (DMS)
Experience-based marketing
Interactive marketing: putting the customer in control
User generated content
Evaluation
Summary
CASE 2 YOTEL: an
innovative, design led new business model for airport based accommodation
Background
The strategy
The product
Development and financing
The market
Success to date
Acknowledgement
CASE 3
Marketing world heritage - the Taj Mahal, India issues, challenges and opportunities
World heritage and tourism
Tourism in Agra and the Taj Mahal
Marketing the Taj Mahal: future issues and challenges
CASE 4 Travelodge budget
hotels - strategic development
Background to the UK budget hotel sector
Context for business expansion and the competition
Travelodge repositioning and marketing approach in the UK
Strategy to develop in Spain
Acknowledgement
CASE 5 Alistair Sawday
guides and website - from books to blogs
Early days
The Sawday business concept
Online marketing and relationship building
Relationship marketing
Passionate man and business entrepreneur
Looking ahead
Summary
Epilogue: prospects for travel and tourism marketing
2008/9: A note of caution about global crisis conditions
1.20th century economic and political power of USA and Europe giving way to BRIC countries
2.More sustainable tourism - progress essential
3.ICT and customer empowerment - the shift of balance of power from buyer to seller
4.Experiential marketing and the paradox of the budget phenomenon
5.Globalisation and industry polarization
6.New business models - tourism business regeneration
7.Destination management issues
Harnessing the global power of marketing
Selected Bibliography
Index
Nội dung
[...]... mini-cases xxv Part One The Meaning of MarketinginTravelandTourism 1 CHAPTER 1 Introducing travelandtourism 2 CHAPTER 2 Introducing marketing: the systematic thought process 20 CHAPTER 3 The special characteristics of travelandtourismmarketing 38 CHAPTER 4 The dynamic business environment: factors in uencing demand for tourism 56 Part Two Understanding... the Consumer and the Marketing Mix inTravelandTourism .75 CHAPTER 5 Understanding the consumer: tourism motivations and buyer behaviour 76 CHAPTER 6 Market segmentation for travelandtourism markets 96 CHAPTER 7 Product formulation intravelandtourism 118 CHAPTER 8 The evolving marketing mix for tourism services 136 Part Three Planning for Marketing Strategy and Short-term... Objectives and Compaigns 159 CHAPTER 9 Marketing research intravelandtourism 160 CHAPTER 10 Planning marketing strategy 180 CHAPTER 11 Marketing planning: the process 204 CHAPTER 12 Planning marketing campaigns: budgeting and evaluating marketing performance 220 xi xii Contents Part Four Communicating with andIn uencing consumers 239 CHAPTER 13 The growth and role... the Main Sectors of TravelandTourism 335 CHAPTER 18 Marketingtourism destinations 336 CHAPTER 19 Marketing accommodation 362 CHAPTER 20 Marketing passenger transport 382 CHAPTER 21 Marketing visitor attractions 404 CHAPTER 22 Marketing inclusive tours and product packages 426 Part Six Case Studies of Marketing Practice inTravelandTourism .445 CASE 1 Tourism. .. combined through the medium of corporate web sites and associated Internet portals Traditional and new methods co-exist intravelandtourism but the shift to e -marketing is inevitable Integrated marketing communications are covered with a separate chapter on the role of brochures and other marketing print Part Five analyses the meaning and applications in practice of marketingin each of the five main... populated countries, China and India, expand and develop their economies andtourism sectors in the coming decades they are projected to take dominant positions as destinations and generating countries in the global market One may safely predict that marketing will be a subject of growing significance and interest in both countries Adapting and developing in different socio-economic and political cultures... continuing interest intourismmarketing for decades to come The Olympic Games in China in 2008 is a significant indication of what can be achieved A WORKING DEFINITION OF TRAVELANDTOURISM Before drawing the discussion of the main markets intravel and tourism into a working definition, it may be helpful to clarify one important potential source of confusion What, if any, are the differences between tourism. .. focused on understanding and responding to customer needs and aspirations Combined, the application of the thought process and techniques is used in marketing- orientated organizations to define their strategic options and goals Marketing thinking guides the way businesses understand andin uence their target markets, and respond to them in a rapidly changing business environment Marketing is equally relevant... of travel and tourism marketing yet exists But the generic and common characteristics of travel and tourism services are leading to increasing consistencies of approach in marketing, adapted in the different sectors of travelandtourism to the opportunities and threats they perceive These common approaches point to a coherent, systematic body of knowledge within the framework of services marketing. .. countries on changing and sophisticating the consumer demand patterns of more experienced travellers The remarkable economic growth in China and India that underpins massive potential for expanding the markets for travelandtourism within, from and to those countries The continued worldwide growth of courses and books on every specific aspect of traveland tourism, which in our judgement increases the . dynamic business environment: factors in uencing demand for tourism 56 Part Two Understanding the Consumer and the Marketing Mix in Travel and Tourism 75 CHAPTER 5 Understanding the consumer: tourism. 180 CHAPTER 11 Marketing planning: the process 204 CHAPTER 12 Planning marketing campaigns: budgeting and evaluating marketing performance 220 xi Part Four Communicating with and In uencing consumers. role of brochures and other marketing print. Part Five analyses the meaning and applications in practice of marketing in each of the five main sectors of travel and tourism using a broadly common