A multivariate analysis of hotel benefit bundles and choice trade-offs

Lance Wilensky; Francis Buttle

doi:10.1016/0278-4319(88)90008-4

A multivariate analysis of hotel benefit bundles and choice trade-offs

Lance Wilensky^*, Francis Buttle

^*Corresponding author for this work

Research output: Contribution to journal › Article › peer-review

45 Citations (Scopus)

Abstract

Marketing research in hotels is generally limited to the analysis of guest related data, collected either during registration or from guest comment cards. The data obtained in this fashion have little merit as predictors of customer behaviour (Lewis, 1981) yet techniques of multivariate analysis are available which enable management not only to predict customer choice with some degree of confidence but to develop more appropriate segmentation, positioning and marketing mix strategies. This paper explores the application of these techniques in the competitive hotel market at the world's busiest airport-London Heathrow. With the cooperation of Holiday Inn management, a two stage programme of research was undertaken.

Original language	English
Pages (from-to)	29-41
Number of pages	13
Journal	International Journal of Hospitality Management
Volume	7
Issue number	1
DOIs	https://doi.org/10.1016/0278-4319(88)90008-4
Publication status	Published - 1988
Externally published	Yes

Keywords

hotel benefit bundles multivariate analysis choice trade-offs

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10.1016/0278-4319(88)90008-4

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A multivariate analysis of hotel benefit bundles and choice trade-offs

Abstract

Keywords

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