1,631
Views
1
CrossRef citations to date
0
Altmetric
Research Article

Developing Relational Bonds with Luxury Hotel Guests through Personalization: A Subgroup Analysis of Generational Cohorts

ORCID Icon & ORCID Icon
Pages 358-386 | Received 23 Feb 2021, Accepted 10 Sep 2021, Published online: 18 Oct 2021

References

  • Achiga & Cendyn. (2018). The hotel marketer’s guide to personalization. https://www.cendyn.com/library/hotel-marketers-guide-to-personalization/
  • Akbari, M., Kazemi, R., & Haddadi, M. (2016). Relationship marketing and word-of-mouth communications: Examining the mediating role of customer loyalty. Marketing and Branding Research, 3(1), 63–74. https://doi.org/10.33844/mbr.2016.60193
  • Al-Wugayan, A. A. (2019). Relationship versus customer experience quality as determinants of relationship quality and relational outcomes for Kuwaiti retail banks. International Journal of Bank Marketing, 37(5), 1234–1252. https://doi.org/10.1108/IJBM-09-2018-0251
  • Arora, N., Dreze, X., Ghose, A., Hess, J. D., Iyengar, R., Jing, B., & Sajeesh, S. (2008). Putting one-to-one marketing to work: Personalization, customization, and choice. Marketing Letters, 19(3–4), 305–321. https://doi.org/10.1007/s11002-008-9056-z
  • Baek, T. H., & Morimoto, M. (2012). Stay away from me. Journal of Advertising, 41(1), 59–76. https://doi.org/10.2753/JOA0091-3367410105
  • Baker, M. A., & Magnini, V. P. (2016). The evolution of services marketing, hospitality marketing and building the constituency model for hospitality marketing. International Journal of Contemporary Hospitality Management, 28(8), 1510–1534. https://doi.org/10.1108/IJCHM-01-2015-0015
  • Ball, D., Coelho, P. S., & Vilares, M. J. (2006). Service personalization and loyalty. Journal of Services Marketing, 20(6), 391–403. https://doi.org/10.1108/08876040610691284
  • Berry, L. L. (1995). Relationship marketing of services—growing interest, emerging perspectives. Journal of the Academy of Marketing Science, 23(4), 236–245. https://doi.org/10.1177/009207039502300402
  • Bowen, J. T., & McCain, S. C. (2015). Transitioning loyalty programs – A commentary on “the relationship between customer loyalty and customer satisfaction.” International Journal of Contemporary Hospitality Management, 27(3), 415–430. https://doi.org/10.1108/IJCHM-07-2014-0368
  • Bowen, J. T., & Shoemaker, S. (2003). Loyalty: A strategic commitment. The Cornell Hotel and Restaurant Administration Quarterly, 44(5–6), 31–46. https://doi.org/10.1177/001088040304400505
  • Chau, P. Y., Ho, S. Y., Ho, K. K., & Yao, Y. (2013). Examining the effects of malfunctioning personalized services on online users’ distrust and behaviors. Decision Support Systems, 56, 180–191. https://doi.org/10.1016/j.dss.2013.05.023
  • Chen, M. M. Personalization in hotels: Stay relevant with customized services. EHL Insights. https://hospitalityinsights.ehl.edu/personalization-in-hotels-services
  • Chen, Y. L., & Chiu, H. C. (2009). The effects of relational bonds on online customer satisfaction. The Service Industries Journal, 29(11), 1581–1595. https://doi.org/10.1080/02642060902793326
  • Chiu, H. C., Hsieh, Y. C., Li, Y. C., & Lee, M. (2005). Relationship marketing and consumer switching behavior. Journal of Business Research, 58(12), 1681–1689. https://doi.org/10.1016/j.jbusres.2004.11.005
  • Chu, Y., Tang, L., & Luo, Y. (2016). Two decades of research on luxury hotels: A review and research agenda. Journal of Quality Assurance in Hospitality & Tourism, 17(2), 151–162. https://doi.org/10.1080/1528008X.2015.1047076
  • Coelho, P. S., & Henseler, J. (2012). Creating customer loyalty through service customization. European Journal of Marketing, 46(3–4), 331–356. https://doi.org/10.1108/03090561211202503
  • De Wulf, K., Odekerken-Schroder, G., & Iacobucci, D. (2001). Investments in consumer relationships: A cross-country and cross-industry exploration. Journal of Marketing, 65(4), 33–50. https://doi.org/10.1509/jmkg.65.4.33.18386
  • Desai, D. (2016). A study of personalization effect on users’ satisfaction with e-commerce websites. Sankalpa: Journal of Management & Research, 6(2), 51–62. https://www.proquest.com/docview/1849632009?pq-origsite=gscholar&fromopenview=true
  • Dictionary.com. (n.a.). Customize. 2020 In dictionary.com. Retrieved February 15, 2021, from https://www.dictionary.com/browse/customize?s=t
  • Dictionary.com. (n.b.). Personalize. 2020 In dictionary.com. Retrieved February 15, 2021, from https://www.dictionary.com/browse/personalize?s=t
  • Fan, H., & Poole, M. S. (2006). What is personalization? Perspectives on the design and implementation of personalization in information systems. Journal of Organizational Computing and Electronic Commerce, 16(3–4), 179–202. https://doi.org/10.1080/10919392.2006.9681199
  • Forgas, S., Palau, R., Sánchez, J., & Huertas-García, R. (2012). Online drivers and offline influences related to loyalty to airline websites. Journal of Air Transport Management, 18(1), 43–46. https://doi.org/10.1016/j.jairtraman.2011.08.003
  • Fredericks, L. (2020). 6 Must-See Examples of Personalized Hotel Marketing. Cvent. https://www.cvent.com/en/blog/hospitality/personalized-hotel-marketing
  • GlobalData Intelligence Center. (2019). Personalization in travel & tourism (Report GDTT-TR-S018).
  • Gounaris, S. P. (2005). Trust and commitment influences on customer retention: Insights from business-to-business services. Journal of Business Research, 58(2), 126–140. https://doi.org/10.1016/S0148-2963(03)00122-X
  • Grewal, D., Hulland, J., Kopalle, P. K., & Karahanna, E. (2020). The future of technology and marketing: A multidisciplinary perspective. Journal of the Academy of Marketing Science, 48(1), 1–8. https://doi.org/10.1007/s11747-019-00711-4
  • Hair, J. F., Black, W. C., Babin, B. J., & Anderson, R. E. (2014). Multivariate data analysis (7th ed. ed.). Pearson Education Limited.
  • Halimi, A. B., Chavosh, A., & Choshalyc, S. H. (2011). The influence of relationship marketing tactics on customer’s loyalty in B2C relationship–the role of communication and personalization. European Journal of Economics, Finance and Administrative Science, 31, 49–56.
  • Heimbach, I., Kostyra, D. S., & Hinz, O. (2015). Marketing automation. Business & Information Systems Engineering, 57(2), 129–133. https://doi.org/10.1007/s12599-015-0370-8
  • Hennig-Thurau, T., Gwinner, K. P., & Gremler, D. D. (2002). Understanding relationship marketing outcomes: An integration of relational benefits and relationship quality. Journal of Service Research, 4(3), 230–247. https://doi.org/10.1177/1094670502004003006
  • Heo, J. Y., & Kim, K. J. (2017). Development of a scale to measure the quality of mobile location-based services. Service Business, 11(1), 141–159. https://doi.org/10.1007/s11628-016-0305–6
  • HotelAppz & Apaleo. (2019). The open hotel tech stack and personalizing the guest journey. https://cdn2.hubspot.net/hubfs/3283118/White%20Paper%20v2.pdf
  • Hsieh, Y. C., Chiu, H. C., & Chiang, M. Y. (2005). Maintaining a committed online customer: A study across search-experience-credence products. Journal of Retailing, 81(1), 75–82. https://doi.org/10.1016/j.jretai.2005.01.006
  • Huang, C. C., Fang, S. C., Huang, S. M., Chang, S. C., & Fang, S. R. (2014). The impact of relational bonds on brand loyalty: The mediating effect of brand relationship quality. Managing Service Quality: An International Journal, 24(2), 184–204. https://doi.org/10.1108/MSQ-04-2013-0072
  • Hwang, E., Baloglu, S., & Tanford, S. (2019). Building loyalty through reward programs: The influence of perceptions of fairness and brand attachment. International Journal of Hospitality Management, 76(19–28), 19–28. https://doi.org/10.1016/j.ijhm.2018.03.009
  • Jiang, L., & Shan, J. (2018). Heterogeneity of luxury value perception: A generational comparison in China. International Marketing Review, 35(3), 458–474. https://doi.org/10.1108/IMR-12-2015-0271
  • Kim, S., Baek, T. H., Kim, Y. K., & Yoo, K. (2016). Factors affecting stickiness and word of mouth in mobile applications. Journal of Research in Interactive Marketing, 10(3), 177–192. https://doi.org/10.1108/JRIM-06-2015-0046
  • Kim, W. G., Han, J. S., & Lee, E. (2001). Effects of relationship marketing on repeat purchase and word of mouth. Journal of Hospitality & Tourism Research, 25(3), 272–288. https://doi.org/10.1177/109634800102500303
  • Kwon, K., & Kim, C. (2012). How to design personalization in a context of customer retention: Who personalizes what and to what extent? Electronic Commerce Research and Applications, 11(2), 101–116. https://doi.org/10.1016/j.elerap.2011.05.002
  • Larsen, K. R., & Bong, C. H. (2016). A tool for addressing construct identity in literature reviews and meta-analyses. MIS Quarterly, 40(3), 529–551. https://doi.org/10.25300/MISQ/2016/40.3.01
  • Lin, N. P., Weng, J. C. M., & Hsieh, Y. C. (2003). Relational bonds and customer’s trust and commitment – A study on the moderating effects of website usage. The Service Industries Journal, 23(3), 103–124. https://doi.org/10.1080/714005111
  • Lissitsa, S., & Kol, O. (2016). Generation X vs. Generation Y–A decade of online shopping. Journal of Retailing and Consumer Services, 31, 304–312. https://doi.org/10.1016/j.jretconser.2016.04.015
  • Marr, B. (2018, May 21). How much data do we create every day? The mind-blowing stats everyone should read. Forbes. https://www.forbes.com/sites/bernardmarr/2018/05/21/how-much-data-do-we-create-every-day-the-mind-blowing-stats-everyone-should-read/#542bf34860ba
  • Miller, R. K., & Washington, K. (2019). Consumer use of the Internet & mobile web 2020-2021 (5th ed. ed.). Richard K. Miller & Associates.
  • Mittal, B., & Lassar, W. M. (1996). The role of personalization in service encounters. Journal of Retailing, 72(1), 95–109. https://doi.org/10.1016/S0022-4359(96)90007-X
  • Morosan, C., & DeFranco, A. (2016). Modeling guests’ intentions to use mobile apps in hotels. International Journal of Contemporary Hospitality Management, 28(9), 1968–1991. https://doi.org/10.1108/IJCHM-07-2015-0349
  • Moss, S. (2016). Generational Cohort Theory, Sicotests. https://www.sicotests.com/psyarticle.asp?id=374
  • Narteh, B., Agbemabiese, G. C., Kodua, P., & Braimah, M. (2013). Relationship marketing and customer loyalty: Evidence from the Ghanaian luxury hotel industry. Journal of Hospitality Marketing & Management, 22(4), 407–436. https://doi.org/10.1080/19368623.2012.660564
  • Nath, P., & Mukherjee, A. (2012). Complementary effects of relational bonds in information asymmetry contexts. Journal of Services Marketing, 26(3), 168–180. https://doi.org/10.1108/08876041211223979
  • Nyheim, P., Xu, S., Zhang, L., & Mattila, A. S. (2015). Predictors of avoidance towards personalization of restaurant smartphone advertising. Journal of Hospitality and Tourism Technology, 6(2), 145–159. https://doi.org/10.1108/JHTT-07-2014-0026
  • Ozturk, A. B., Nusair, K., Okumus, F., & Singh, D. (2017). Understanding mobile hotel booking loyalty: An integration of privacy calculus theory and trust-risk framework. Information Systems Frontiers, 19(4), 753–767. https://doi.org/10.1007/s10796-017-9736-4
  • Palmatier, R. W., Dant, R. P., Grewal, D., & Evans, K. R. (2006). Factors influencing the effectiveness of relationship marketing: A meta-analysis. Journal of Marketing, 70(4), 136–153. https://doi.org/10.1509/jmkg.70.4.136
  • Peter, M. (2019). Travel & Tourism Report 2019. Statista.
  • Piccoli, G., Lui, T. W., & Grün, B. (2017). The impact of IT-enabled customer service systems on service personalization, customer service perceptions, and hotel performance. Tourism Management, 59, 349–362. https://doi.org/10.1016/j.tourman.2016.08.015
  • Pizzetti, M., & Gibbert, M. (2018). The value of gift personalization: Current insights from the gift recipient’s perspective and future research directions. Journal of Consumer Marketing, 35(5), 512–521. https://doi.org/10.1108/JCM-04-2017-2186
  • Puciato, D., & Goranczewski, B. (2011). Application of relationship marketing tools by hotel companies. Studies in Physical Culture and Tourism, 18(1), 71–79.
  • Purcell, K. (2019, July 30). Which hotel brands are leading in digital personalization? HospitalityNet. https://www.hospitalitynet.org/opinion/4094405.html
  • Researchscape International & Evergage, Inc. (2019). 2019 trends in personalization. https://www.evergage.com/wp-content/uploads/2019/04/2019_Trends_in_Personalization_Report.pdf
  • Ruiz-Equihua, D., Casaló, L. V., & Romero, J. (2021). How old is your soul? Differences in the impact of eWOM on Generation X and millennials. Journal of Hospitality and Tourism Insights. https://doi.org/10.1108/JHTI-10-2020-0193
  • Santos, J. R. A. (1999). Cronbach’s alpha: A tool for assessing the reliability of scales. Journal of Extension, 37(2), 1-5.
  • Sarwari, S. (2017). Relationship marketing model–the practice of relationship between hoteliers and loyal customers of five star hotels in Bangladesh. Journal of Tourism and Services, 8(15), 27–44.
  • Shammout, A. B. (2020). An empirical investigation of relational bonds on attitudinal and behavioral customer loyalty for Arabic luxury hotel customers. International Journal of Hospitality & Tourism Administration, 21(3), 221–241. https://doi.org/10.1080/15256480.2018.1464420
  • Shanahan, T., Tran, T. P., & Taylor, E. C. (2019). Getting to know you: Social media personalization as a means of enhancing brand loyalty and perceived quality. Journal of Retailing and Consumer Services, 47, 57–65. https://doi.org/10.1016/j.jretconser.2018.10.007
  • Shen, A., & Ball, A. D. (2009). Is personalization of services always a good thing? Exploring the role of technology‐mediated personalization (TMP) in service relationships. Journal of Services Marketing, 23(2), 80–92. https://doi.org/10.1108/08876040910946341
  • Shoemaker, S., & Lewis, R. C. (1999). Customer loyalty: The future of hospitality marketing. International Journal of Hospitality Management, 18(4), 345–370. https://doi.org/10.1016/S0278-4319(99)00042-0
  • Skift, X. (2018, December 6). Skift global forum recap: Taking traveler personalization to the next level. https://skift.com/2018/12/06/skift-global-forum-recap-taking-traveler-personalization-to-the-next-level/
  • Smith, A. D. (2005). Exploring service marketing aspects of e-personalization and its impact on online consumer behavior. Services Marketing Quarterly, 27(2), 89–102. https://doi.org/10.1300/J396v27n02_06
  • Steinhoff, L., Arli, D., Weaven, S., & Kozlenkova, I. V. (2019). Online relationship marketing. Journal of the Academy of Marketing Science, 47(3), 369–393. https://doi.org/10.1007/s11747-018-0621-6
  • Stone, M. D., & Woodcock, N. D. (2014). Interactive, direct and digital marketing. Journal of Research in Interactive Marketing, 8(1), 4–17. https://doi.org/10.1108/JRIM-07-2013-0046
  • Strauss, W., & Howe, N. (1991). Generations: The History of America’s Future,1584 to 2069.New York: William Morrow.
  • Strycharz, J., van Noort, G., Helberger, N., & Smit, E. (2019). Contrasting perspectives–practitioner’s viewpoint on personalised marketing communication. European Journal of Marketing, 53(4), 635–660. https://doi.org/10.1108/EJM-11-2017-0896
  • Tanford, S. (2013). The impact of tier level on attitudinal and behavioral loyalty of hotel reward program members. International Journal of Hospitality Management, 34, 285–294. https://doi.org/10.1016/j.ijhm.2013.04.006
  • Tanford, S. (2016). Antecedents and outcomes of hospitality loyalty: A meta-analysis. Cornell Hospitality Quarterly, 57(2), 122–137. https://doi.org/10.1177/1938965516640121
  • Tanford, S., Shoemaker, S., & Dinca, A. (2016). Back to the future: Progress and trends in hotel loyalty marketing. International Journal of Contemporary Hospitality Management, 28(9), 1937–1967. https://doi.org/10.1108/IJCHM-05-2015-0237
  • Thongpapanl, N., & Ashraf, A. R. (2011). Enhancing online performance through website content and personalization. Journal of Computer Information Systems, 52(1), 3–13.
  • UNWTO. (2020). An inclusive response for vulnerable groups. www.unwto.org/covid-19-inclusive-response-vulnerable-groups
  • Venetis, K. A., & Ghauri, P. N. (2004). Service quality and customer retention: Building long-term relationships. European Journal of Marketing, 38(11–12), 1577–1598. https://doi.org/10.1108/03090560410560254
  • Vesanen, J. (2007). What is personalization? A conceptual framework. European Journal of Marketing, 41(5–6), 409–418. https://doi.org/10.1108/03090560710737534
  • Vigneron, F., & Johnson, L. W. (2004). Measuring perceptions of brand luxury. Journal of Brand Management, 11(6), 484–506. https://doi.org/10.1057/palgrave.bm.2540194
  • Walls, A., Okumus, F., Wang, Y., & Kwun, D. J. W. (2011). Understanding the consumer experience: An exploratory study of luxury hotels. Journal of Hospitality Marketing & Management, 20(2), 166–197. https://doi.org/10.1080/19368623.2011.536074
  • Wang, E. S. (2014). The effects of relationship bonds on emotional exhaustion and turnover intentions in frontline employees. Journal of Services Marketing, 28(4), 319–330. https://doi.org/10.1108/JSM-11-2012-0217
  • Wang, G., Wang, J., Ma, X., & Qiu, R. G. (2010). The effect of standardization and customization on service satisfaction. Journal of Service Science, 2(1), 1–23. https://doi.org/10.1007/s12927-010-0001-3
  • Watson, G. F., Beck, J. T., Henderson, C. M., & Palmatier, R. W. (2015). Building, measuring, and profiting from customer loyalty. Journal of the Academy of Marketing Science, 43(6), 790–825. https://doi.org/10.1007/s11747-015-0439-4
  • Wiedmann, K. P., Hennigs, N., & Siebels, A. (2009). Value‐based segmentation of luxury consumption behavior. Psychology & Marketing, 26(7), 625–651. https://doi.org/10.1002/mar.20292
  • Winters, E., & Ha, S. (2012). Consumer evaluation of customer loyalty programs: The role of customization in customer loyalty program involvement. Journal of Global Scholars of Marketing Science, 22(4), 370–385. https://doi.org/10.1080/21639159.2012.720752
  • Yang, F. X., & Lau, V. M. (2015). “LuXurY” hotel loyalty–a comparison of Chinese Gen X and Y tourists to Macau. International Journal of Contemporary Hospitality Management, 27(7), 1685–1706. https://doi.org/10.1108/IJCHM-06-2014-0275
  • Yang, K., Min, J. H., & Garza-Baker, K. (2019). Post-stay email marketing implications for the hotel industry: Role of email features, attitude, revisit intention and leisure involvement level. Journal of Vacation Marketing, 25(4), 405–417. https://doi.org/10.1177/1356766718814081
  • Zeithaml, A. V., Bitner, J. M., & Gremler, D. (2017). Services marketing: Integrating customer focus across the firm (7th ed. ed.). McGraw-Hill Education.
  • Zeng, F., Ye, Q., Li, J., & Yang, Z. (2021). Does self-disclosure matter? A dynamic two-stage perspective for the personalization-privacy paradox. Journal of Business Research, 124, 667–675. https://doi.org/10.1016/j.jbusres.2020.02.006
  • Zhang, T., Agarwal, R., & Lucas, J. H. C. (2011). The value of IT-enabled retailer learning: Personalized product recommendations and customer store loyalty in electronic markets. MIS Quarterly, 35(4), 859–881. https://doi.org/10.2307/41409964

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.