Skip to main content
SpringerLink
Log in

Impact of promotional tools on reservation channels management: a descriptive model of Italian accommodation facilities

  • Original Research
  • Published:
Information Technology & Tourism Aims and scope Submit manuscript

Abstract

Digital evolution has greatly affected the tourism industry, bringing new challenges and opportunities to accommodation facilities. Literature confirms that new technologies allow building personal and interactive relationships with customers, but also cause tourism service providers to interface with new intermediaries, especially the Online Travel Agencies. However, there is a lack of empirical studies showing which marketing activities are helpful to engage customers and overcome the difficulties highlighted by scholars. This paper aims to bridge the gap, by assessing the relationship between promotional tools used by accommodation facilities and the percentage of bookings received through direct channels, digital direct channels and Online Travel Agencies. Hypotheses are tested through a GLM model with data from 1194 accommodation facilities distributed on the Italian territory, interviewed in the summer 2015. The paper contributes on two levels: by showing which tools, primarily digital, are statistically significant to decrease the dependence from Online Travel Agencies in favor of direct bookings and by highlighting the relevance of the cooperation with destinations. Implications for further research are discussed.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Fig. 1
Fig. 2
Fig. 3
Fig. 4

Similar content being viewed by others

Notes

  1. CRM: Customer Relationship Management.

  2. CRS: Central Reservation System; PMS: Property Management System; RMS: Revenue Management System.

  3. GDS: Global Distribution System.

References

  • Afrina Y, Sadia T, Kaniz F (2015) Effectiveness of digital marketing in the challenging age: an empirical study. Int J Manag Sci Bus Admin 1(5):69–80

    Google Scholar 

  • Akehurst G (2009) User generated content: the use of blogs for tourism organisations and tourism consumer. Service Bus 3(1):51–61

    Article  Google Scholar 

  • Aldebert B, Dang RJ, Longhi C (2011) Innovation in the tourism industry: the case of tourism. Tour Manag 32(5):1204–1213

    Article  Google Scholar 

  • Allison, P. (2013) What’s the best R-squared for logistic regression? Statistical horizons. http://statisticalhorizons.com/r2logistic. Accessed 3 Nov 2015

  • Amadeus (2014) Ricerca campionaria sulle modalità di acquisto multi-canale nel settore dei viaggi e del turismo. Amadeus. Accessed 10 March 2015

  • Angeloni S (2015) A tourist kit ‘made in Italy’: an ‘intelligent’ system for implementing new generation destination cards. Tour Manag 52:187–209

    Article  Google Scholar 

  • Augustyn MM, Knowles T (2000) performance of tourism partnership: a focus on York. Tour Manag 21:341–351

    Article  Google Scholar 

  • Baum CF (2008) Modeling proportions. Stata J 8(2):299–303

    Google Scholar 

  • Bogan E (2014) Communication and promoting policy in tourism marketing. Int J Acad Res Environ Geogr 1(1):1–6

    Google Scholar 

  • BookingBlog (2011) Il Billboard Effect più potente non viene dalle OTA, ma dal marketing multicanale. Booking Blog. http://www.bookingblog.com/billboard-effect-marketing-multicanale/. Accessed 5 Nov 2015

  • Breuer R, Brettel M, Engelen A (2011) Incorporating long-term effects in determining the effectiveness of different types of online advertising. Mark Lett 22(4):327–340

    Article  Google Scholar 

  • Bruhn M (1999) Marketing. Editura Economică, Bucureşti

    Book  Google Scholar 

  • Buhalis D (1998) Strategic use of information technologies in the tourism industry. Tour Manag 19(5):409–421

    Article  Google Scholar 

  • Buhalis D (2003) e-Tourism: information technology for strategic tourism management. Prentice Hall, New York

    Google Scholar 

  • Buhalis D, Amaranggana A (2015) Smart tourism destinations enhancing tourism experience through personalisation of services. In: Tussyadiah I, Inversini A (eds) Proceedings of the international conference in Lugano, Switzerland. Springer International Publishing, Vienna, pp 377–390

    Google Scholar 

  • Buhalis D, Cooper C (1998) Competition or co-operation: small and medium sized tourism enterprises at the destination. In: Laws E, Faulkner B, Moscardo G (eds) Embracing and managing change in tourism. Rutledge, London, pp 324–346

    Chapter  Google Scholar 

  • Buhalis D, Law R (2008) Progress in information technology and tourism management: 20 years on and 10 years after the internet—the state of eTourism research. Tour Manag 29(4):609–623

    Article  Google Scholar 

  • Buhalis D, Molinaroli E (2003) Entrepreneurial networks and supply communities in the Italian e-Tourism. Inf Technol Tourism 5:175–184

    Article  Google Scholar 

  • Buhalis D, Wagner R (2013) e-Destinations: Global Best Practice in Tourism Technologies and Applications. In: Cantoni L, Xiang Z (eds) Proceedings of the international conference in Innsbruck, Austria. Springer, Berlin Heidelberg, Berlin, pp 119–130

    Google Scholar 

  • Buil I, De Chernatony L, Martínez E (2013) Examining the role of advertising and sales promotions in brand equity creation. J Bus Res 66(1):115–122

    Article  Google Scholar 

  • Burgess L, Parish B, Alcock C (2011) To what extent are regional tourism organisations (RTOs) in Australia leveraging the benefits of web technology for destination marketing and eCommerce? Electron Commerce Res 11(3):341–355

    Article  Google Scholar 

  • Cantoni L, Faré M, Inversini A, Passini V (2011) Hotel websites and booking engines: a challenging relationship. In: Law R, Fuchs M, Ricci F (eds) Information and communication technologies in tourism. Springer, Vienna, pp 241–252

    Google Scholar 

  • Carroll B, Siguaw J (2003) The evolution of electronic distribution: effects of hotels and intermediaries. Cornell Hotel Restaurant Admin Q 44(4):38–50

    Article  Google Scholar 

  • Cellucci M (2013) Email marketing guide for hotels. Hotel News Now. http://www.hotelnewsnow.com/articles/17718/Email-Marketing-Guide-for-Hotels. Accessed 25 Oct 2015

  • Chan NL, Guillet BD (2011) Investigation of social media marketing: how does the hotel industry in Hong Kong perform in marketing on social media websites? J Travel Tourism Mark 28(4):345–368

    Article  Google Scholar 

  • Chandon PP, Wansink B, Laurent G (2000) A benefit congruency framework of sales promotion effectiveness. J Mark 64:65–81

    Article  Google Scholar 

  • Chiou WC, Lin CC, Perng C (2011) A strategic website evaluation of online travel agencies. Tour Manag 32:1463–1473

    Article  Google Scholar 

  • Choi S, Kimes SE (2002) Electronic distribution channels’ effect on hotel revenue management. Cornell Hotel Restaurant Admin Q 43(3):23–31

    Google Scholar 

  • Cizmar S, Weber S (2000) Marketing effectiveness of the hotel industry in Croatia. Hosp Manag 19:227–240

    Article  Google Scholar 

  • Coelho F, Easingwood C (2004) Multiple channels systems in services: pros, cons and issues. Serv Ind J 24(5):1–29

    Article  Google Scholar 

  • Correia RF, Brito CM (2014) mutual influence between firms and tourist destination: a case in the Douro Valley. Int Rev Public Nonprofit Mark 11(3):209–228

    Article  Google Scholar 

  • Cox DR, Snell EJ (1989) Analysis of binary data. Chapman & Hall/CRC, New York

    Google Scholar 

  • Crespo-Almendros E, Del Barrio-García S (2014) Do online discounts and free gifts damage brand image of service? The moderating role of promotion-proneness. Service Bus 10(1):31–58

    Article  Google Scholar 

  • Dall’Olmo Riley F, Scarpi D, Manaresi A (2009) Purchasing services online: a two-country generalization of possible influences. J Serv Mark 23(2):92–102

    Article  Google Scholar 

  • Dellarocas C (2003) The digitization of word of mouth: promise and challenges of online feedback mechanisms. Manag Sci 49(10):1407–1424

    Article  Google Scholar 

  • Di Cesare C (2014) Trivago e Bookassist: futuro nel metasearch per gli hotel. TTG Italia. http://www.ttgitalia.com/stories/hotel/98854_trivago_e_bookassist_futuro_nel_metasearch_per_gli_hotel. Accessed 28 Oct 2015

  • European Travel Commission (2013) Online travel market. ETC—New Media Trend Watch. http://www.newmediatrendwatch.com/world-overview/91-online-travel-market/index.html. Accessed 27 Oct 2015

  • Filieri R, McLeay F (2014) E-WOM and accommodation: an analysis of the factors that influence travelers’ adoption of information from online reviews. J Travel Res 53(1):44–57

    Article  Google Scholar 

  • Firoiu D, Dodu P (2010) Black Sea: European tourism and product innovation. Roman Econ Bus Rev 5(2):148–155

    Google Scholar 

  • Fotis J, Buhalis D, Rossides N (2012) Social media use and impact during the holiday travel planning process. In: Fuchs M, Ricci F, Cantoni L (eds) Information and communication technologies in tourism. Springer, Vienna, pp 13–24

    Google Scholar 

  • Franks B (2009) Data warehousing and consumer analytics in the era of customer engagement—an interview with bill franks of teradata. J Digit Asset Manag 5(6):352–363

    Article  Google Scholar 

  • Fyall A, Garrod B (2004) Tourism marketing: a collaborative approach. Channel View Publications, Cleveland

    Google Scholar 

  • Garrido-Moreno A, Padilla-Meléndez A (2011) Analyzing the impact of knowledge management on CRM success: the mediating effects of organizational factors. Int J Inf Manag 31(5):437–444

    Article  Google Scholar 

  • Ghorbani H, Dalvi MR, Hirmanpour I (2014) Studying the effect of market orientation on marketing effectiveness case study: hotels in Isfahan province. Int J Acad Res Bus Soc Sci 4(1):570–579

    Google Scholar 

  • Gonzalo F (2013) The evolving role of the transactional DMO. Tnooz. https://www.tnooz.com/article/evolving-role-transactional-dmo/. Accessed 25 Oct 2015

  • Grängsjö YF (2003) Destination networking: co-opetition in peripheral surroundings. Int J Phys Distrib Logist Manag 33(5):427–448

    Article  Google Scholar 

  • Gratzer M, Winiwarter W (2003) The role of the internet in the SME hotel sector in Austria. In: Chung CW, Kim CK, Kim W, Ling TW, Song KH (eds) Web and communication technologies and internet-related social issues—HSI 2003. Springer, Berlin, pp 85–95

    Chapter  Google Scholar 

  • Green C (2004) De-mystifying distribution: building a distribution strategy one channel at a time. Hospitality Sales & Marketing Association International (HSMAI), Oslo

  • Gretzel U, Yoo KH (2008) Use and impact of online travel reviews. In: O’Connor DP, Höpken DW, Gretzel DU (eds) Information and communication technologies in tourism. Springer, Vienna, pp 35–46

    Google Scholar 

  • Gretzel U, Yuan YL, Fesenmaier DR (2000) Preparing for the new economy: advertising strategies and change in destination marketing organizations. J Travel Res 39(2):146–156

    Article  Google Scholar 

  • Gretzel U, Fesenmaier DR, O’Leary JT (2006) The transformation of consumer behaviour. In: Buhalis D, Costa C (eds) Tourism business frontiers: consumers, products and industry. Elsevier, Burlington, pp 9–18

    Chapter  Google Scholar 

  • Gustafsson A, Johnson MD (2003) Competing in a service economy: how to create a competitive advantage through service development and innovation. Jossey-Bass, San Francisco

    Google Scholar 

  • Hamari J, Koivisto J, Sarsa H (2014) Does gamification work? A literature review of empirical studies on gamification. In: Sprague RH (ed) Proceedings of Hawaii international conference on system sciences, Waikoloa. Conference Publishing Services (CPS), Los Alamitos, pp 3025–3034

  • Hamid AA, Heidari M, Parvaresh S (2014) Improving SMTEs’ business performance through strategic use of information communication technology: ICT and tourism challenges and opportunities. Int J Acad Res Account Financ Manag Sci 4(3):1–20

    Google Scholar 

  • Ho C, Lin M, Chen H (2012) Web users’ behavioural patterns of tourism information search: from online to offline. Tour Manag 33(6):1468–1482

    Article  Google Scholar 

  • Hojeghan SB, Esfangareh AN (2011) Digital economy and tourism impacts, influences and challenges. Proc Soc Behav Sci 19:308–316

    Article  Google Scholar 

  • Homburg C, Grozdanovic M, Klarmann M (2007) Responsiveness to customers and competitors: the role of affective and cognitive organizational systems. J Mark 7(3):93–116

    Google Scholar 

  • Höpken W, Fuchs M (2016) Introduction: special issue on business intelligence and big data in the travel and tourism domain. Inf Technol Tourism 16(1):1–4

    Article  Google Scholar 

  • Hudson S, Roth MS, Madden TJ, Hudson R (2015) The effects of social media on emotions, brand relationship quality, and word of mouth: an empirical study of music festival attendees. Tour Manag 47:68–76

    Article  Google Scholar 

  • Inversini A, Buhalis D (2009) Information convergence in the long tail: the case of tourism destination information. In: Höpken W, Gretzel U, Law R (eds) Information and communication technologies in tourism. Springer, Vienna, pp 381–392

    Google Scholar 

  • Inversini A, Masiero L (2014) Selling rooms online: the use of social media and online travel agents. Int J Contemp Hosp Manag 26(2):272–292

    Article  Google Scholar 

  • Istat (2013) Capacità degli esercizi ricettivi e movimento dei clienti negli esercizi ricettivi. Istat. http://www.istat.it/it/archivio/141531. Accessed 6 Sept 2015

  • Ivanovska LP (2008) e-CRM in the tourism sector. Revista de Turism Studii si Cercetari in Turism 5:14–19

    Google Scholar 

  • Jeffrey D, Barden RRD (2000) An analysis of daily occupancy performance: a basis for effective hotel marketing? Int J Contemp Hosp Manag 12(3):179–189

    Article  Google Scholar 

  • Kasavana M (2015) Gamification: a new hospitality technology. Hotel business review. http://hotelexecutive.com/business_review/3309/gamification-a-new-hospitality-technology. Accessed 21 Oct 2015

  • Kastenholz E, Lima J (2011) The integral rural tourism experience from the tourist’s point of view—a qualitative analysis of its nature and meaning. Revista Encontros Científicos Tourism Manag Studies 7:62–74

    Google Scholar 

  • Kim J, Bojanic DC, Warnick RB (2009) Price bundling and travel product pricing practices used by online channels of distribution. J Travel Res 47(4):403–412

    Article  Google Scholar 

  • King SF, Burgess TF (2008) Understanding success and failure in customer relationship management. Ind Mark Manag 37(4):421–431

    Article  Google Scholar 

  • Kontis AP, Lagos D (2015) Factor framework for the evaluation of multichannel marketing mixes in 5* city hotels. Proc Soc Behav Sci 175:408–414

    Article  Google Scholar 

  • Kotler P, Bowen J, Makens J (2013) Marketing and hospitality for tourism. Prentice Hall International, New Jersey

    Google Scholar 

  • Laboy F, Torchio P (2007) Web 2.0 for the travel marketer and consumer: a white paper. E-site Marketing and the International Association of Online Communicators. http://www.esitemarketing.com/web2-travel-marketing.php. Accessed 18 Oct 2015

  • Ladhari R, Michaud M (2015) eWOM effects on hotel booking intentions, attitudes, trust, and website perceptions. Int J Hosp Manag 46:36–45

    Article  Google Scholar 

  • Lee H, Guillet BD, Law R (2013) An examination of the relationship between online travel agents and hotels: a case study of choice hotels international and expedia.com. Cornell Hosp Q 54(1): 95–107

  • Lim S, Saldaña AZ, Saldaña PEZ (2011) Do market oriented firms adopt web 2.0 technologies? An empirical study in hospitality firms. Int Entrep Manag J 7(4):465–477

    Article  Google Scholar 

  • López C (2011) Why hotels should think of themselves before embracing facebook and flash sales. Tnooz. http://www.tnooz.com/article/why-hotels-should-think-of-themselves-before-embracing-facebook-and-flash-sales. Accessed 6 Nov 2015

  • Ma JX, Buhalis D, Song H (2003) ICTs and internet adoption in China’s tourism industry. Int J Inf Manage 23(6):451–467

    Article  Google Scholar 

  • Marinescu N, Frincu C (2015) The importance of online promotion for tourism SMEs. J Stud Univ Babes-Bolyai Negotia 1:15–25

    Google Scholar 

  • McCullagh P, Nelder JA (1989) Generalized linear models. Chapman & Hall/CRC, London

    Book  Google Scholar 

  • McFadden D (1974) Conditional logit analysis of qualitative choice behavior. In: Zarembka P (ed) Frontiers in econometrics. Academic Press, pp 105–142

  • Middleton V, Fyall A, Morgan M, Ranchhod A (2009) Marketing in travel and tourism. Butterworth-Heinemann, Oxford

    Google Scholar 

  • Mihălcescu C, Sion B (2011) The functionality of the internet as tourism marketing instrument. Roman Econ Bus Rev 5(1):75–81

    Google Scholar 

  • Milović B (2012) Social MEDIA and eCRM as a prerequisite for hotel success. Int Sci J Manag Inf Syst 7(3):26

    Google Scholar 

  • Mogelonsky L (2013) A call for a commission-free day. UK Hotel Experts. http://ukhotelexperts.co.uk/2013/a-call-for-a-commission-free-day. Accessed 29 Oct 2015

  • Munar AM, Jacobsen JKS (2014) Motivations for sharing tourism experiences through social media. Tour Manag 43:46–54

    Article  Google Scholar 

  • Murphy HC, Kielgast CD (2008) Do small and medium-sized hotels exploit search engine marketing? Int J Contemp Hosp Manag 20(1):90–97

    Article  Google Scholar 

  • Neuhofer B, Buhalis D, Ladkin A (2015) Technology as a catalyst of change: enablers and barriers of the tourist experience and their consequences. In: Tussyadiah I, Inversini A (eds) Proceedings of the international conference in Lugano, Switzerland. Springer International Publishing, Vienna, pp 789–802

    Google Scholar 

  • O’Connor P (1999) Electronic information distribution in tourism and hospitality. CAB, Oxford

    Google Scholar 

  • Oellrich J, Bauhuber F (2007) Inside of a blog, background and thoughts from the touristic blog Tourismus-zukunft.de. In: Proceedings of the annual conference on blogs in tourism, Kitzbühel

  • Pan B, Fesenmaier DR (2006) Online information search: vacation planning process. Ann Tourism Res 33(3):809–832

    Article  Google Scholar 

  • Papke LE, Wooldridge J (1996) Econometric methods for fractional response variables with an application to 401(k) plan participation rates. J Appl Econ 11:619–632

    Article  Google Scholar 

  • Park S, Nicolau JL (2015) Differentiated effect of advertising: joint vs. separate consumption. Tourism Manag 47:107–114

    Article  Google Scholar 

  • Phelan KV, Christodoulidou N, Countryman CC, Kistner LJ (2011) To book or not to book: the role of hotel web site heuristics. J Serv Mark 25(2):134–148

    Article  Google Scholar 

  • Podu GI (2013) An insight into m-tourism. Rev Econ 65(3):51–63

    Google Scholar 

  • Pontone D (2012) Migliora la tua presenza sui motori di ricerca e diventa più abile dei tuoi diretti competitors! Hotel 2.0. http://www.danilopontone.it/seo-per-hotel/. Accessed 15 Oct 2015

  • Pop N, Acatrinei C (2011) A qualitative research regarding the marketing communication tools used in the online environment. Ann Fac Econ Univ Oradea Fac Econ 1:119–125

    Google Scholar 

  • Ramírez IN (2011) Online daily coupons, a record-breaking business. eMarket services. http://www.emarketservices.com/clubs/ems/prod/E-Business%20Issue%20-Online%20daily%20coupons.pdf. Accessed 29 Oct 2015

  • Robins A (2007) Organizational behavior management. Institution of Business Studies, Tehran

    Google Scholar 

  • Roggeveen AL, Nordfält J, Grewal D (2016) Do digital displays enhance sales? Role of retail format and message content. J Retail 92(1):122–131

    Article  Google Scholar 

  • Ruiz-Molina M, Gil-Saura I, Moliner-Velázquez B (2011) Does technology make a difference? Evidence from Spanish hotels. Serv Bus 5(1):1–12

    Article  Google Scholar 

  • Runfola A, Rosati M, Guercini S (2013) New business models in online hotel distribution: emerging private sales versus leading IDS. Serv Bus 7:183–205

    Article  Google Scholar 

  • Rzemieniak M (2015) Measuring the effectiveness of online advertising campaigns in the aspect of e-entrepreneurship. Proc Comput Sci 65:980–987

    Article  Google Scholar 

  • Samanta I (2009) The impact of e-customer relationship marketing in hotel industry. In: Lytras MD, Ordonez de Pablos P, Damiani E, Avison D, Naeve A, Horner DG (eds) Best practices for the knowledge society. Knowledge, learning, development and technology for all. Springer, Berlin, pp 484–494

  • Schegg R, Stangl B, Fux M, Inversini A (2013) Distribution channels and management in the Swiss Hotel sector. In: Cantoni L, Xiang Z (eds) Proocedings of information and communication technologies in tourism, Innsbruck, Austria. Springer, Berlin, pp 554–565

    Google Scholar 

  • Serra Cantallops A, Salvi F (2014) New consumer behavior: a review of research on eWOM and hotels. Int J Hosp Manag 36:41–51

    Article  Google Scholar 

  • Smudde P (2005) Blogging, ethics and public relations: a proactive and dialogic approach. Public Relat Q 50(3):34–38

    Google Scholar 

  • Sparks BA, Browning V (2011) The impact of online reviews on hotel booking intentions and perception of trust. Tour Manag 32(6):1310–1323

    Article  Google Scholar 

  • Think with Google (2014) The travelers’ road to decision. Think with Google. https://www.thinkwithgoogle.com/research-studies/2014-travelers-road-to-decision.html. Accessed 24 March 2015

  • Tjur T (2009) Coefficients of determination in logistic regression models—a new proposal: the coefficient of discrimination. Am Stat 63:366–372

    Article  Google Scholar 

  • Travaglini A, Puorto S, D’Amico V (2015) Digital marketing turistico e strategie di Revenue Management per il settore ricettivo. Edizione LSWR, Milan

    Google Scholar 

  • Tsao WC, Hsieh MT, Shih LW, Lin TMY (2015) Compliance with eWOM: the influence of hotel reviews on booking intention from the perspective of consumer conformity. Int J Hosp Manag 46:99–111

    Article  Google Scholar 

  • Vermeulen IE, Seegers D (2009) Tried and tested: the impact of online hotel reviews on consumer consideration. Tour Manag 30(1):123–127

    Article  Google Scholar 

  • Wang Y, Fesenmaier DR (2007) Collaborative destination marketing: a case study of Elkhart Country, Indiana. Tour Manag 28:863–875

    Article  Google Scholar 

  • Wang L, Law R, Guillet BD, Hung K, Fong DKC (2015) Impact of hotel website quality on online booking intentions: eTrust as a mediator. Int J Hosp Manag 47:108–115

    Article  Google Scholar 

  • Werthner H, Klein S (1999) Information technology and tourism: a challenging relationship. Springer, Vienna

    Book  Google Scholar 

  • WTM (2011) World Travel Market Industry Report 2011. WTM. www.wtmlondon.com/files/onsite_wtm_industry_report_2011.pdf. Accessed 25 Oct 2015

  • Xiang Z, Magnini VP, Fesenmaier DR (2015) Information technology and consumer behavior in travel and tourism: insights from travel planning using the internet. J Retail Consum Serv 22:244–249

    Article  Google Scholar 

  • Yang J, Qiao Y, Zhang X, He H, Liu F, Cheng G (2015) Characterizing user behavior in mobile internet. IEEE Trans Emerg Topics Comput 3(1):95–106

    Article  Google Scholar 

  • Ye Q, Law R, Gu B (2009) The impact of online user reviews on hotel room sales. Int J Hosp Manag 28(1):180–182

    Article  Google Scholar 

  • Ye Q, Law R, Gu B, Chen W (2011) The influence of user-generated content on traveler behavior: an empirical investigation on the effects of e-word-of-mouth to hotel online bookings. Comput Hum Behav 27(2):634–639

    Article  Google Scholar 

  • Yoo KH, Gretzel U (2011) Influence of personality on travel-related consumer-generated media creation. Comput Hum Behav 27(2):609–621

    Article  Google Scholar 

  • Zhang L, Ma B, Cartwright DK (2013) the impact of online user reviews on cameras sales. Eur J Mark 47(7):1115–1128

    Article  Google Scholar 

  • Zoltan J, Masiero L (2012) The relation between push motivation and activity consumption at the destination within the framework of a destination card. J Destin Mark Manag 1(1–2):84–93

    Google Scholar 

Download references

Acknowledgements

The author is grateful to the firms participating in the survey for the provision of data; to the Editor-in-Chief and two anonymous referees for the useful comments; and to Eleonora Lorenzini and Filippo Maria Renga for the scientific supervision. The usual disclaimers apply. The author acknowledges her indebtedness to Osservatorio Innovazione Digitale nel Turismo for the opportunity to realize this research.

Author information

Authors and Affiliations

  1. Department of Management Engineering, Politecnico di Milano, via Lambruschini 4/B, 20156, Milan, Italy

    Veronica Digiorgio

Authors
  1. Veronica Digiorgio
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Veronica Digiorgio.

Rights and permissions

Reprints and permissions

About this article

Check for updates. Verify currency and authenticity via CrossMark

Cite this article

Digiorgio, V. Impact of promotional tools on reservation channels management: a descriptive model of Italian accommodation facilities. Inf Technol Tourism 16, 347–373 (2016). https://doi.org/10.1007/s40558-016-0069-9

Download citation

  • Received:

  • Revised:

  • Accepted:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s40558-016-0069-9

Keywords

JEL Classification

Search

Navigation