Negotiated exchanges in the online hospitality market: Hoteliers and hotel managers' perceptions of Booking.com
Article
Andriotis, K. and Paraskevaidis, P. 2021. Negotiated exchanges in the online hospitality market: Hoteliers and hotel managers' perceptions of Booking.com. International Journal of Hospitality Management. 97, pp. 1-9. https://doi.org/10.1016/j.ijhm.2021.103010
| Type | Article |
|---|---|
| Title | Negotiated exchanges in the online hospitality market: Hoteliers and hotel managers' perceptions of Booking.com |
| Authors | Andriotis, K. and Paraskevaidis, P. |
| Abstract | Social exchange theory and online business-to-business (B2B) relational exchanges have been scarcely examined in the hospitality sector. Taking into consideration this research gap and the expansion of online travel agencies, this exploratory study aims at examining hoteliers and hotel managers’ perceptions of their negotiated exchanges with Booking.com. Twenty two in-depth interviews were conducted with hoteliers and hotel managers from two Regions of Northern Greece. The results revealed that the informants considered their negotiated exchanges with Booking.com to be characterized by assurance rather than trust and admitted being dependent on it in financial and advertising terms. Additionally, hotel reputation was considered among the most important intangible outcomes of this partnership. Based on these findings relevant managerial implications are provided to improve social exchanges between Booking.com and accommodation providers. |
| Keywords | Social exchange theory; Negotiated exchanges; Dependence; Power asymmetry; Satisfaction; Booking.com |
| Publisher | Elsevier |
| Journal | International Journal of Hospitality Management |
| ISSN | 0278-4319 |
| Electronic | 1873-4693 |
| Publication dates | |
| Online | 26 Jun 2021 |
| 01 Aug 2021 | |
| Publication process dates | |
| Deposited | 30 Jun 2021 |
| Accepted | 13 Jun 2021 |
| Submitted | 30 Aug 2020 |
| Output status | Published |
| Accepted author manuscript | License File Access Level Open |
| Copyright Statement | © 2021. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/ |
| Digital Object Identifier (DOI) | https://doi.org/10.1016/j.ijhm.2021.103010 |
| Web of Science identifier | WOS:000678365600006 |
| Language | English |
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