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Segmenting hotel clients by pricing variables and value for money

Author

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  • Francisco Javier Rondan-Cataluña
  • Isabel M. Rosa-Diaz

Abstract

The main objectives of this study are to answer the following important research questions: (a) Are pricing and value-for-money variables good segmentation bases for clustering hotel clients? (b) What type of tourists can be identified through pricing and value-for-money bases? The main conclusion of this paper is that marketers who apply yield management in their firms should take into account price perceptions of clients and that pricing decisions should be made by properly communicating changes in prices and the reasons behind them. Furthermore, two segments of hotel clients are revealed and analysed in the study: ‘price-elastic’ and ‘price-rigid’ segments.

Suggested Citation

  • Francisco Javier Rondan-Cataluña & Isabel M. Rosa-Diaz, 2014. "Segmenting hotel clients by pricing variables and value for money," Current Issues in Tourism, Taylor & Francis Journals, vol. 17(1), pages 60-71, January.
    • Handle: RePEc:taf:rcitxx:v:17:y:2014:i:1:p:60-71
    DOI: 10.1080/13683500.2012.718322
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    Cited by:

    1. Chen, Yanhong & Liu, Luning & Zheng, Dequan & Li, Bin, 2023. "Estimating travellers’ value when purchasing auxiliary services in the airline industry based on the RFM model," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    2. Kowoon Kim & Hong-Youl Ha, 2023. "Do Changes in Attribute Weights between Two Platforms Alter Interplay Effects in the O2O Era? Two Time-Lag Intervals in the Tourism Sector," Sustainability, MDPI, vol. 15(14), pages 1-16, July.
    3. Anita Maulina & Iwan Sukoco & Bambang Hermanto & Nenden Kostini, 2023. "Tourists’ Revisit Intention and Electronic Word-of-Mouth at Adaptive Reuse Building in Batavia Jakarta Heritage," Sustainability, MDPI, vol. 15(19), pages 1-23, September.

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