853
Views
12
CrossRef citations to date
0
Altmetric
Original Articles

Harvesting the “Business Test Trip”: Converting Business Travelers to Holidaymakers

, &
Pages 405-415 | Received 20 Apr 2011, Accepted 02 Feb 2012, Published online: 10 Jul 2012

REFERENCES

  • Baloglu , S. and Love , C. 2005 . Association meeting planners' perceptions and intentions for five major US convention cities: The structured and unstructured images . Tourism Management , 26 ( 5 ) : 743 – 752 .
  • Bernini , C. 2009 . Convention industry and destination clusters: Evidence from Italy . Tourism Management , 30 ( 6 ) : 878 – 889 .
  • Campiranon , K. and Arcodia , C. 2008 . Market segmentation in time of crisis: A case study of the MICE Sector in Thailand . Journal of Travel & Tourism Marketing , 23 ( 2-4 ) : 151 – 161 .
  • Chandon , P. , Morwitz , V. G. and Reinartz , W. J. 2005 . Do intentions really predict behavior? Self-generated validity effects in survey research . Journal of Marketing , 69 : 1 – 14 .
  • Chou , H.-Y. and Lien , N. H. 2012 . The effects of incentive types and appeal regulatory framing in travel advertising . The Service Industries Journal , 32 ( 6 ) : 883 – 897 .
  • Crompton , J. and Ankomah , P. 1993 . Choice set propositions in destination decisions . Annals of Tourism Research , 20 ( 3 ) : 461 – 476 .
  • Day , D. , Gan , B. , Gendell , P. and Esslemont , D. 1991 . Predicting purchase behaviour . Marketing Bulletin , 2 ( 5 ) : 18 – 30 .
  • Dolnicar , S. 2004 . Beyond “commonsense segmentation”—A systematics of segmentation approaches in tourism . Journal of Travel Research , 42 ( 3 ) : 244 – 250 .
  • Dolnicar , S. and Leisch , F. 2008 . Selective marketing for environmentally sustainable tourism . Tourism Management , 29 ( 4 ) : 672 – 680 .
  • Dolnicar , S. , Laesser , C. and Matus , K. 2009 . Online versus paper—Format effects in tourism surveys . Journal of Travel Research , 47 ( 3 ) : 295 – 316 .
  • Figini , P. and Vici , L. 2012 . Off-season tourists and the cultural offer of a mass-tourism destination: The case of Rimini . Tourism Management , 33 ( 4 ) : 825 – 839 .
  • Getz , D. 2008 . Event tourism: Definition, evolution, and research . Tourism Management , 29 ( 3 ) : 403 – 428 .
  • Haven-Tang , C. , Jones , E. and Webb , C. 2007 . Critical success factors for business tourism destinations . Journal of Travel & Tourism Marketing , 22 ( 3-4 ) : 109 – 120 .
  • Howard , J. and Sheth , J. 1969 . The theory of buyer behaviour , New York , NY : Wiley .
  • Hwang , Y. , Gretzel , U. , Xiang , Z. and Fesenmaier , D. 2006 . “ Travel destination choice models ” . In Destination recommendation systems , Edited by: Fesenmaier , D. , Werthner , H. and Wober , K. W. 17 – 29 . Wallingford , , United Kingdom : CABI .
  • Juster , F. T. 1966 . Consumer buying intentions and purchase probability: An experiment in survey design , New York , NY : National Bureau of Economic Research, Columbia University Press .
  • Kerr , G. , Lazarevski , K. and Dolnicar , S. February 2009 2009 . “ Converting business travelers to leisure travelers ” . In Council for Australian University Tourism and Hospitality Education (CAUTHE) Conference Edited by: Carlsen , J. , Hughes , M. , Holmes , K. and Jones , R. February 2009 , 10 – 13 . Fremantle, Western , , Australia
  • Kim , S. S. , Chon , K. and Chung , K. Y. 2003 . Convention industry in South Korea: An economic impact analysis . Tourism Management , 24 ( 5 ) : 533 – 541 .
  • Lee , M. J. and Back , K.-J. 2007 . Association members' meeting participation behaviors . Journal of Travel & Tourism Marketing , 22 ( 2 ) : 15 – 33 .
  • Mair , J. and Thompson , K. 2009 . The UK association conference attendance decision-making process . Tourism Management , 30 ( 3 ) : 400 – 409 .
  • Mazanec , J. A. 2000 . “ Market segmentation ” . In Encyclopedia of tourism , Edited by: Jafari , J. 374 – 378 . London , , United Kingdom : Routledge .
  • McCabe , V. , Poole , B. , Weeks , P. and Leiper , N. 2000 . The business and management of conventions , Stafford, Qld , , Australia : Wiley .
  • Morais , D. B. and Lin , C.-H. 2010 . Why do first-time and repeat visitors patronize a destination? . Journal of Travel & Tourism Marketing , 27 ( 2 ) : 193 – 210 .
  • Murdy , S. and Pike , S. 2012 . Perceptions of visitor relationship marketing opportunities by destination marketers: An importance-performance analysis . Tourism Management , 33 ( 5 ) : 1281 – 1285 .
  • Oppermann , M. 2000 . Tourism destination loyalty . Journal of Travel Research , 39 ( 1 ) : 78 – 84 .
  • Pratt , S. , McCabe , S. , Cortes-Jimenez , I. and Blake , A. 2010 . Measuring the effectiveness of destination marketing campaigns: Comparative analysis of conversion studies . Journal of Travel Research , 49 ( 2 ) : 179 – 190 .
  • Rittichainuwat , B. and Mair , J. 2011 . Visitor attendance motivations at consumer travel exhibitions . Tourism Management , 33 ( 5 ) : 1236 – 1244 .
  • Roehl , W. S. and Fesenmaier , D. R. 1992 . Risk perceptions and pleasure travel: An exploratory analysis . Journal of Travel Research , 30 ( 4 ) : 17 – 26 .
  • Rutherford , D. G. and Kreck , L. A. 1994 . Conventions and tourism: Financial add-on or myth? Report of a study in one state . Journal of Travel&Tourism Marketing , 3 ( 1 ) : 49 – 63 .
  • Schultz , D. E. , Robinson , W. A. and Petrison , L. A. 1998 . Sales promotion essentials: The 10 basic sales promotion techniques and how to use them , Chicago , IL : NTC Business Books .
  • Severt , D. , Wang , Y. , Chen , P. J. and Breiter , D. 2007 . Examining the motivation, perceived performance, and behavioral intentions of convention attendees: Evidence from a regional conference . Tourism Management , 28 ( 2 ) : 399 – 408 .
  • Sonmez , S. F. and Graefe , A. R. 1998 . Determining future travel behavior from past travel experience and perceptions of risk and safety . Journal of Travel Research , 37 ( 2 ) : 171 – 177 .
  • Um , S. and Crompton , J. L. 1990 . Attitude determinants in tourism destination choice . Annals of Tourism Research , 17 ( 3 ) : 432 – 448 .
  • Walsh , R. G. 1986 . Recreation economic decisions , State College , PA : Venture Publishing .
  • Weaver , D. and Lawton , L. 2011 . Information sources for visitors: First awareness of a low profile attraction . Journal of Travel & Tourism Marketing , 28 ( 1 ) : 1 – 12 .
  • Weber , K. and Ladkin , A. 2003 . The convention industry in Australia and the United Kingdom: Key issues and competitive forces . Journal of Travel Research , 42 ( 2 ) : 125 – 132 .
  • Zeithaml , V. A. 1981 . “ How consumer evaluation processes differ between goods and services ” . In Marketing of services , Edited by: Donnelly , J. H. and George , W. R. 186 – 190 . Chicago , IL : American Marketing Association .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.