Vassiliadis, C.; Bellou, V.; Priporas, C.; Andronikidis, A.

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

Publication dates
Type	Article
Title	Exploring the negotiation thesis application among ski resort tourists: a segmentation approach
Authors	Vassiliadis, 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.
Publisher	Sage
Journal	Journal of Hospitality and Tourism Research
ISSN	1096-3480
Online	30 Jul 2015
Print	01 Jun 2018
Publication process dates
Deposited	11 Sep 2015
Accepted	26 Jun 2015
Output status	Published
Accepted author manuscript	JHTR-2015 Negotiation Thesis-.pdf
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
Language	English

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