CHANNEL DESIGN FOR EFFECTIVE TOURISM DISTRIBUTION STRATEGIESFootnote

This article forms part of the “Innovation in New Zealand tourism through improved distribution channels” project funded by the Foundation for Research, Science and Technology.

REFERENCES

• Alcázar Martínez , B. del. 2002 . Los canales de distribución en el sector turístico [Channels of distribution in the tourism industry] , Madrid, , Spain : ESIC Editorial .
   Google Scholar
• Anderson , E. , Day , G. S. and Rangan , V. K. 1997 . Strategic channel design. . Sloan Management Review , 38 (4) : 59 – 69 .
   Google Scholar
• Buhalis , D. and Laws , E. 2001 . Tourism distribution channels: Practices, issues and transformations , London : Continuum .
   Google Scholar
• Card , J. A. , Chen , C. and Cole , S. T. 2003 . Online travel products shopping: Differences between shoppers and nonshoppers. . Journal of Travel Research , 42 : 133 – 139 .
   Google Scholar
• Cespedes , F. V. 1988 . Control vs resources in channel design: Distribution differences in one industry. . Industrial Marketing Management , 17 : 215 – 227 .
   Web of Science ®Google Scholar
• Choi , S. and Kimes , S. E. 2002 . Electronic distribution channels' effect on hotel revenue management. . Cornell Hotel and Restaurant Administration Quarterly , 43 (3) : 23 – 31 .
   Google Scholar
• Coelho , F. J. and Easingwood , C. 2004 . Multiple channels systems in services: Pros, cons and issues. . The Service Industries Journal , 24 (5) : 1 – 29 .
   Web of Science ®Google Scholar
• Fava Neves , M. , Zuurbier , P. and Cortez Campomar , M. 2001 . A model for the distribution channels planning process. . Journal of Business & Industrial Marketing , 16 (7) : 518 – 539 .
   Google Scholar
• Frazier , G. L. 1999 . Organizing and managing channels of distribution. . Journal of the Academy of Marketing Science , 27 (2) : 226 – 240 .
   Web of Science ®Google Scholar
• Garnham , R. 2005 . “ Corporate travel agents: Channels of distribution—An evaluation. ” . In Sharing tourism knowledge. Proceedings of the CAUTHE Conference, Alice Springs [Edited CD‐Rom] , Edited by: Tremblay , P and Boyle , A . Darwin, , Australia : Charles Darwin University .
   Google Scholar
• Green , C. E. 2005 . De‐mystifying distribution: Building a distribution strategy one channel at a time , McLean, VA : Hospitality Sales & Marketing Association International (HSMAI) Foundation .
   Google Scholar
• Jun , S. H. , Vogt , C. A. and MacKay , K. J. 2007 . Relationships between travel information search and travel product purchase in pretrip contexts. . Journal of Travel Research , 45 : 266 – 274 .
   Google Scholar
• Kang , B. , Brewer , K. P. and Baloglu , S. 2007 . Profitability and survivability of hotel distribution channels: An industry perspective. . Journal of Travel & Tourism Marketing , 22 (1) : 37 – 50 .
   Google Scholar
• Kotler , P. , Bowen , J. and Makens , J. 1996 . Marketing and hospitality for tourism , Upper Saddle River, NJ : Prentice Hall .
   Google Scholar
• Luo , M. , Feng , R. and Cai , L. A. 2004 . Information search behavior and tourist characteristics: The Internet vis‐à‐vis other information sources. . Journal of Travel & Tourism Marketing , 17 (2–3) : 15 – 25 .
   Google Scholar
• Magrath , A. J. and Hardy , K. G. 1991 . Six steps to distribution network design. . Business Horizons , 34 (1) : 48 – 52 .
   Google Scholar
• Mallen , B. 1996 . Selecting channels of distribution: A multi‐stage process. . International Journal of Physical Distribution & Logistics , 26 (5) : 5 – 21 .
   Google Scholar
• Morelli , G. 2006 . The right channel to reach your market. . Industrial Management , 48 (4) : 26 – 30 .
   Google Scholar
• Ng , I. C. L. 2007 . Establishing a service channel: A transaction cost analysis of a channel contract between a cruise line and a tour operator. . Journal of Services Marketing , 21 (1) : 4 – 14 .
   Google Scholar
• Pearce , D. G. 2003 . “ Tourism distribution channels: A systematic integrated approach. ” . In 6th International Forum on the Sciences, Techniques and Art Applied to Marketing , Edited by: Ortega , E , González , L and Pérez del Campo , E . 345 – 363 . Madrid, , Spain : Universidad Complutense de Madrid .
   Google Scholar
• Pearce , D. G. 2007a . Supplier selection in the New Zealand inbound tourism industry. . Journal of Travel and Tourism Marketing , 23 : 157 – 169 .
   Google Scholar
• Pearce , D. G. 2007b . Paths to the market: Developing an effective, tourism distribution strategy , Wellington, , New Zealand : Victoria University of Wellington, Victoria Management School .
   Google Scholar
• Pearce , D. G. 2008 . A needs‐functions model of tourism distribution. . Annals of Tourism Research , 35 (1) : 148 – 168 .
   Web of Science ®Google Scholar
• Pearce , D. G. and Sahli , M. 2007 . Surface transport distribution channels in New Zealand: A comparative analysis. . Journal of Travel and Tourism Marketing , 22 (2) : 57 – 73 .
   Google Scholar
• Pearce , D. G. and Schott , C. 2005 . Tourism distribution channels: The visitors' perspective. . Journal of Travel Research , 44 (1) : 50 – 63 .
   Google Scholar
• Pearce , D. G. and Tan , R. 2004 . Distribution channels for heritage and cultural tourism in New Zealand. . Asia Pacific Journal of Tourism Research , 9 (3) : 225 – 237 .
   Google Scholar
• Pearce , D. G. and Tan , R. 2006 . The distribution mix for tourism attractions in Rotorua, New Zealand. . Journal of Travel Research , 44 (3) : 250 – 258 .
   Google Scholar
• Pearce , D. G. , Tan , R. and Schott , C. 2004 . Tourism distribution channels in Wellington, New Zealand. . International Journal of Tourism Research , 6 (6) : 397 – 410 .
   Google Scholar
• Pearce , D. G. , Tan , R. and Schott , C. 2007 . Distribution channels in international markets: A comparative analysis of the distribution of New Zealand tourism in Australia, Great Britain and the USA. . Current Issues in Tourism , 10 (1) : 33 – 60 .
   Google Scholar
• Pearce , D. G. and Taniguchi , M. 2008 . Channel performance in multi‐channel tourism distribution systems. . Journal of Travel Research , 46 : 256 – 267 .
   Web of Science ®Google Scholar
• Pumphrey , S. 2006 . A vision for channel strategies. . Info , 8 (5) : 56 – 66 .
   Google Scholar
• Rosenbloom , B. , Larsen , T. and Mehta , R. 1997 . Global marketing channels and the standardization controversy. . Journal of Global Marketing , 11 (1) : 49 – 64 .
   Google Scholar
• Schoenbachler , D. D. and Gordon , G. L. 2002 . Multi‐channel shopping—Understanding what drives channel choice. . Journal of Consumer Marketing , 19 (1) : 42 – 53 .
   Google Scholar
• Schott , C. 2007 . Selling adventure tourism: A distribution channels perspective. . International Journal of Tourism Research , 9 : 257 – 274 .
   Google Scholar
• Sharda , S. and Pearce , D. G. 2006 . Tourism distribution in emerging markets: The case of Indian travel to New Zealand. . Asia Pacific Journal of Tourism Research , 11 (4) : 339 – 353 .
   Google Scholar
• Sharma , A. and Mehrotra , A. 2007 . Choosing an optimal channel mix in multichannel environments. . Industrial Marketing Management , 36 : 21 – 28 .
   Web of Science ®Google Scholar
• Simons , L. P. A. and Bouwman , H. 2004 . Designing a channel mix. . International Journal of Internet Marketing and Advertising , 1 (3) : 229 – 250 .
   Google Scholar
• Smith , K. A. 2007a . The distribution of event tickets. . Event Management , 10 : 185 – 196 .
   Google Scholar
• Smith , K. A. 2007b . Distribution channels for events: Supply and demand‐side perspectives. . Journal of Vacation Marketing , 13 (4) : 321 – 338 .
   Google Scholar
• Smith , K. A. and Garnham , R. 2006 . Distribution channels for convention tourism: Association conventions in Wellington, New Zealand. . Journal of Convention and Event Tourism , 8 (1) : 1 – 30 .
   Google Scholar
• Stern , L. W. and El‐Ansary , A. I. 1992 . Marketing channels , Englewood Cliffs, NJ : Prentice‐Hall . (4th ed.)
   Google Scholar
• Stern , L. W. , Sturdivant , F. D. and Getz , G. A. 1993 . Accomplishing marketing channel change: Paths and pitfalls. . European Management Journal , 11 (1) : 1 – 8 .
   Google Scholar
• Stone , M. , Hobbs , M. and Khaleeli , M. 2002 . Multichannel customer management: The benefits and challenges. . Journal of Database Marketing , 10 (1) : 39 – 52 .
   Google Scholar
• Stuart , P. , Pearce , D. G. and Weaver , A. 2005 . Tourism distribution channels in peripheral regions: The case of Southland, New Zealand. . Tourism Geographies , 7 (3) : 235 – 256 .
   Google Scholar
• Williams , P. W. and Dossa , K. B. 1998 . Ski channel users: A discriminating perspective. . Journal of Travel & Tourism Marketing , 7 (2) : 1 – 29 .
   Google Scholar
• Wilson , H. and David , E. 2007 . The multi‐channel challenge: A dynamic capability approach. . Industrial Marketing Management , 36 : 10 – 20 .
   Web of Science ®Google Scholar
• Wolfe , K. , Hsu , C. H. C. and Kang , S. K. 2004 . Buyer characteristics among users of various travel intermediaries. . Journal of Travel & Tourism Marketing , 17 (2–3) : 51 – 62 .
   Google Scholar