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The effect of price on word of mouth: First time versus heavy repeat visitors

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The effect of price on word of mouth: First time versus heavy repeat visitors. / Matzler, Kurt; Teichmann, Karin; Strobl, Andreas et al.
In: Tourism Management, Vol. 70, 28.02.2019, p. 453-459.

Research output: Contribution to Journal/Magazine › Journal article › peer-review

Harvard

Matzler, K, Teichmann, K, Strobl, A & Partel, M 2019, 'The effect of price on word of mouth: First time versus heavy repeat visitors', Tourism Management, vol. 70, pp. 453-459. https://doi.org/10.1016/j.tourman.2018.09.013

APA

Matzler, K., Teichmann, K., Strobl, A., & Partel, M. (2019). The effect of price on word of mouth: First time versus heavy repeat visitors. Tourism Management, 70, 453-459. https://doi.org/10.1016/j.tourman.2018.09.013

Vancouver

Matzler K, Teichmann K, Strobl A, Partel M. The effect of price on word of mouth: First time versus heavy repeat visitors. Tourism Management. 2019 Feb 28;70:453-459. Epub 2018 Sept 27. doi: 10.1016/j.tourman.2018.09.013

Author

Matzler, Kurt ; Teichmann, Karin ; Strobl, Andreas et al. / The effect of price on word of mouth : First time versus heavy repeat visitors. In: Tourism Management. 2019 ; Vol. 70. pp. 453-459.

Bibtex

@article{d68a7c08a270411fb5fb74596ad1c39f,
title = "The effect of price on word of mouth: First time versus heavy repeat visitors",
abstract = "Many tourist destinations strongly focus and depend on repeat visitors. A central assumption thereby is that repeat visitors are more profitable (e.g. through lower marketing costs) and that their positive word of mouth (WOM) is essential to attract new guests. In this paper, we present a large-scale empirical study to investigate the effect of price for first time and heavy repeat visitors of ski resorts. Applying a hierarchical linear modelling approach, we show that price is negatively related to WOM for first time visitors and that price has no effect on WOM for repeat visitors. Thus, we show that the effect of price on WOM decreases for repeat visitors.",
keywords = "Customer satisfaction, Price, Word of mouth, Hierarchical linear modelling",
author = "Kurt Matzler and Karin Teichmann and Andreas Strobl and Michael Partel",
year = "2019",
month = feb,
day = "28",
doi = "10.1016/j.tourman.2018.09.013",
language = "English",
volume = "70",
pages = "453--459",
journal = "Tourism Management",
issn = "0261-5177",
publisher = "Elsevier Ltd",

}

RIS

TY - JOUR

T1 - The effect of price on word of mouth

T2 - First time versus heavy repeat visitors

AU - Matzler, Kurt

AU - Teichmann, Karin

AU - Strobl, Andreas

AU - Partel, Michael

PY - 2019/2/28

Y1 - 2019/2/28

N2 - Many tourist destinations strongly focus and depend on repeat visitors. A central assumption thereby is that repeat visitors are more profitable (e.g. through lower marketing costs) and that their positive word of mouth (WOM) is essential to attract new guests. In this paper, we present a large-scale empirical study to investigate the effect of price for first time and heavy repeat visitors of ski resorts. Applying a hierarchical linear modelling approach, we show that price is negatively related to WOM for first time visitors and that price has no effect on WOM for repeat visitors. Thus, we show that the effect of price on WOM decreases for repeat visitors.

AB - Many tourist destinations strongly focus and depend on repeat visitors. A central assumption thereby is that repeat visitors are more profitable (e.g. through lower marketing costs) and that their positive word of mouth (WOM) is essential to attract new guests. In this paper, we present a large-scale empirical study to investigate the effect of price for first time and heavy repeat visitors of ski resorts. Applying a hierarchical linear modelling approach, we show that price is negatively related to WOM for first time visitors and that price has no effect on WOM for repeat visitors. Thus, we show that the effect of price on WOM decreases for repeat visitors.

KW - Customer satisfaction

KW - Price

KW - Word of mouth

KW - Hierarchical linear modelling

U2 - 10.1016/j.tourman.2018.09.013

DO - 10.1016/j.tourman.2018.09.013

M3 - Journal article

VL - 70

SP - 453

EP - 459

JO - Tourism Management

JF - Tourism Management

SN - 0261-5177

ER -