Behavioral Intentions

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dc.contributor.author El-Haddad, Rania
dc.contributor.author Assaker, Guy
dc.date.accessioned 2017-10-19T13:25:06Z
dc.date.available 2017-10-19T13:25:06Z
dc.identifier.uri http://hdl.handle.net/10725/6366
dc.description.abstract This study explores the impact of revenue management pricing practices on the behavioral intentions of three customer groups: those who accept a reservation offer, those who decline a reservation offer, and those who are denied a reservation request. A single case study method was adopted to conduct qualitative and quantitative research in a hotel company and its customers. In depth data was collected through semi-structured interviews, observations, documentation, and most importantly a survey administered on the chain’s website with respondents in the process of making a booking. The findings indicate that the price paid for a room has a direct and positive effect on behavioral intentions of customers who have successfully made a booking. However, customers who declined a reservation offer or were denied a reservation request because of the quoted price, displayed negative behavioral intentions. en_US
dc.language.iso en en_US
dc.title Behavioral Intentions en_US
dc.type Conference Paper / Proceeding en_US
dc.title.subtitle An Important Aspect of Pricing and Revenue Management en_US
dc.author.school SOB en_US
dc.author.idnumber 201001437 en_US
dc.author.idnumber 199635060 en_US
dc.author.department Department of Hospitality Management and Marketing (HMKT) en_US
dc.description.embargo N/A en_US
dc.description.physdesc 22 p. en_US
dc.keywords Revenue Management en_US
dc.keywords Budget Hotels en_US
dc.keywords Dynamic Pricing en_US
dc.keywords Loyalty en_US
dc.keywords Repurchase Intentions en_US
dc.description.bibliographiccitations Includes bibliographical references en_US
dc.identifier.ctation El-Haddad, R., & Assaker, G. Behavioral Intentions–An Important Aspect of Pricing and Revenue Management. en_US
dc.author.email rania.elhaddad@lau.edu.lb en_US
dc.author.email guy.assaker@lau.edu.lb en_US
dc.identifier.tou http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php en_US
dc.identifier.url http://www.anzam.org/wp-content/uploads/pdf-manager/256_ANZAM-2012-120.PDF en_US
dc.publication.date 2012 en_US
dc.author.affiliation Lebanese American University en_US

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