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Abstract

Marketing, and specifically distribution, is becoming more complicated and challenging for hoteliers in all markets. This research evaluates the effectiveness of marketing and distribution tactics as perceived by four and five star hotel managers in Thailand. A questionnaire distributed to 350 respondents reveals that the most effective marketing tactics are related to brand.com, particularly to ensure the online booking engine is effective and visible on all pages and, more specifically, to clearly communicate information on room types; ensure real-time rates and best rate guarantee are available. With regard to Online Travel Agents (OTAs), the most effective marketing tactics are to provide attractive photos, accurate information, and rate and room availability parity. Marketing tactics related to social media and e-mails are revealed to be less effective.

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