University of Worcester Worcester Research and Publications

Choosing the Right Promotional Tool in the Hotel Industry: The Case of the Chinese Consumer.

Ma, Jenny Wei-Chen and Gad Mohsen, Marwa (2016) Choosing the Right Promotional Tool in the Hotel Industry: The Case of the Chinese Consumer. In: Global Marketing Conference 2016, 21-24 July, 2016, Conrad Hong Kong, Hong Kong. (Unpublished)

Text (Conference paper)
MaGadmohsen_2016GMC - Final.pdf - Accepted Version

Download (416kB) | Preview


The rapid growth of the Chinese tourism has stimulated competition within tourism-related industries, such as the hospitality industry. The purpose of this study is to examine the Chinese consumer reaction to different promotional tools used by hotels in China and, thus, to provide a deeper understanding for marketers of how to use sales promotion effectively to generate appropriate consumer responses. An experimental survey was administered yielding a total sample of 319 Chinese customers, who were probed using different types of sales promotion tools. Data analysis indicates that bonus packs (e.g. a 3-night stay at a hotel for the price of 2) induced the highest consumer perceived value, brand switching, and purchase acceleration intention, whereas price discounts resulted in the highest intention to spend more. Although this study has its limitations given its reliance on a convenience sample, it offers insightful practical implications for hotel business owners in Asia regarding targeting the right customers with the right promotional tools, where it is proposed that bonus packs successfully attract new Chinese customers and price discounts support in generating more sales.

Item Type: Conference or Workshop Item (Paper)
Additional Information:

Conference theme: Bridging Asia and the World: Global Platform for Interface between Marketing and Management
The full-text of this conference paper will be available following the conference in July.

Uncontrolled Discrete Keywords: promotional tools, Chinese consumers, hotel industry
Subjects: H Social Sciences > HF Commerce
Divisions: College of Business, Psychology and Sport > Worcester Business School
Related URLs:
Depositing User: Janet Davidson
Date Deposited: 15 Apr 2016 07:48
Last Modified: 17 Jun 2020 17:10

Actions (login required)

View Item View Item
Worcester Research and Publications is powered by EPrints 3 which is developed by the School of Electronics and Computer Science at the University of Southampton. More information and software credits.