Exploring the negotiation thesis application among ski resort tourists: a segmentation approach

Article

Vassiliadis, C., Bellou, V., Priporas, C. and Andronikidis, A. 2018. Exploring the negotiation thesis application among ski resort tourists: a segmentation approach. Journal of Hospitality and Tourism Research. 42 (5), pp. 716-739. https://doi.org/10.1177/1096348015597030
TypeArticle
TitleExploring the negotiation thesis application among ski resort tourists: a segmentation approach
AuthorsVassiliadis, C., Bellou, V., Priporas, C. and Andronikidis, A.
Abstract

The negotiation thesis offers a framework for understanding the participation decision making of tourists. Unlike previous studies that investigate the causal relationship between constraints and tourists’ revisit intention, this study identified distinct segments of ski tourist based on the relative strength of constraints experienced and then investigated their decision-making process across a sample of 1,348 tourists of ski resorts. Chi-Squared Automated Interaction Detection (CHAID) analysis revealed that the decision making process regarding intention to revisit a ski destination varies between highly versus less constrained ski tourists, indicating different relative strengths of interpersonal, intrapersonal and structural constraints and different interactions among them when predicting revisit intention. On a practical basis, albeit the vast majority of participants were willing to repeat its visit, we offer customized per segment recommendations on increasing frequency of visitation and spending levels.

PublisherSage
JournalJournal of Hospitality and Tourism Research
ISSN1096-3480
Publication dates
Online30 Jul 2015
Print01 Jun 2018
Publication process dates
Deposited11 Sep 2015
Accepted26 Jun 2015
Output statusPublished
Accepted author manuscript
Copyright Statement

Chris A. Vassiliadis, Victoria Bellou, Constantinos-Vasilios Priporas, Andreas Andronikidis, Exploring the Negotiation Thesis Application Among Ski Resort Tourists, Journal of Hospitality & Tourism Research, 42(5), 716–739. Copyright © 2015 The Authors. DOI: https://doi.org/10.1177/1096348015597030. Reprinted by permission of SAGE Publications.

Additional information

Published online before print July 30 2015

Digital Object Identifier (DOI)https://doi.org/10.1177/1096348015597030
LanguageEnglish
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