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Courtyard by Marriott : Designing a Hotel Facility with Consumer-Based Marketing Models

Author

Listed:
  • Jerry Wind

    (Marketing Department, The Wharton School, The University of Pennsylvania, Philadelphia, Pennsylvania 19104-6371)

  • Paul E. Green

    (Marketing Department, The Wharton School, The University of Pennsylvania, Philadelphia, Pennsylvania 19104-6371)

  • Douglas Shifflet

    (D. K. Shifflet & Associates, Ltd., Westgate Research Park, Suite 216, 7710 Old Springhouse Road, McLean, Virginia 22102)

  • Marsha Scarbrough

    (Courtyard by Marriott, One Marriott Drive, Washington, DC 20058)

Abstract

Marriott used conjoint analysis to design a new hotel chain. The study provided specific guidelines for selecting target market segments, positioning services, and designing an improved facility in terms of physical layout and services. Based on these strategy and design recommendations, Marriott developed the Courtyard by Marriott concept, which it has successfully test marketed and subsequently introduced nationally. The effectiveness of the study and associated processes also changed Marriott's approach to new product development. Marriott has since developed additional lodging and related products successfully using similar procedures.

Suggested Citation

  • Jerry Wind & Paul E. Green & Douglas Shifflet & Marsha Scarbrough, 1989. "Courtyard by Marriott : Designing a Hotel Facility with Consumer-Based Marketing Models," Interfaces, INFORMS, vol. 19(1), pages 25-47, February.
    • Handle: RePEc:inm:orinte:v:19:y:1989:i:1:p:25-47
    DOI: 10.1287/inte.19.1.25
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    Keywords

    industries: hotel; marketing: new products;

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