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A Journey From Customer Acquisition to Retention: An Integrative Model for Guiding Future Gaming Marketing Research 从获取客户到留住客户的旅程:指导未来游戏营销研究的综合模型
IF 3.5 4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-12-05 DOI: 10.1177/19389655231214718
Jovanie Tuguinay, Catherine Prentice, Brent Moyle, Sera Vada, Scott Weaven
Casinos operate in a competitive environment. Relationship marketing has become a central focus of casino marketing practice. However, the literature lacks any clearly identified marketing strategies for customer acquisition and retention. This article employs a systematic literature review method to identify and delineate acquisition and retention strategies for the casino sector. The findings revealed measures and antecedents for customer acquisition, retention, casino consumption, and loyalty. The study draws on these findings to present a conceptual model that categorizes customer acquisition and retention strategies. Suggestions and recommendations are highlighted for practitioners and researchers.
赌场是在竞争激烈的环境中经营的。关系营销已经成为赌场营销实践的中心焦点。然而,文献缺乏任何明确确定的客户获取和保留的营销策略。本文采用系统的文献回顾方法来确定和描述赌场部门的收购和保留策略。研究结果揭示了客户获取、留存、赌场消费和忠诚度的衡量标准和前提。该研究利用这些发现,提出了一个概念模型,对客户获取和保留策略进行分类。对从业者和研究人员提出了突出的建议和建议。
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引用次数: 0
The Role of Hubris in Explaining Tourism Policy Failure: Some Observations and New Research Directions 傲慢在解释旅游政策失败中的作用:一些观察和新的研究方向
4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-11-10 DOI: 10.1177/19389655231212201
Rhodri Thomas
The COVID-19 pandemic brought into sharp focus the important role public policy, including tourism policy, plays in improving economic and social welfare. This paper advocates consideration of the potential value of hubristic leadership theories when seeking to explain tourism policy failure (though it might also be used to contribute to examinations of policy innovation). In doing so, it seeks to complement existing literature by introducing ‘lower-level’ frameworks to show how more localized crises may occur. The flavour of a growing body of theoretical work in this field is provided alongside a truncated illustrative case study of policy failure in a British regional tourism policy context.
2019冠状病毒病大流行凸显了包括旅游政策在内的公共政策在改善经济和社会福利方面的重要作用。本文主张在寻求解释旅游政策失败时考虑傲慢领导理论的潜在价值(尽管它也可能用于促进政策创新的检查)。在这样做的过程中,它试图通过引入“低级”框架来说明更多的局部危机是如何发生的,从而补充现有文献。在这一领域中,越来越多的理论工作的味道与英国区域旅游政策背景下政策失败的截断说明文案例研究一起提供。
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引用次数: 0
Breaking the Invisible Chains With Policy: How Insurance Companies Can Help End Human Trafficking in the Hotel Industry 用政策打破无形的链条:保险公司如何帮助结束酒店行业的人口贩卖
4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-11-10 DOI: 10.1177/19389655231209698
John Ludlow, Alexandros Paraskevas
Human trafficking in the hotel industry represents a hidden threat that demands decisive action. Despite public commitments, the sector’s initiatives remain inconsistent, and a wave of lawsuits imposes both financial and reputational risks. Through analysis of relevant legislation and case law, the article demonstrates hotels’ potential liability as venues enabling trafficking. However, inconsistent self-regulation and lawsuits reveal limited progress. The authors advocate for insurance companies to play a pivotal role in combatting human trafficking in the hotel industry by strategically adjusting coverage provisions. They trace the historical influence of insurers on the trajectory of slavery when 18th-century British insurers’ actions contributed to the rise of abolitionism and argue that similar private regulation today can incentivize hotels’ proactive measures against trafficking. The article proposes that insurers possess diverse tools, including exclusions, premium adjustments, auditing, and loss prevention, to compel action rather than complacency. Mandated self-insured retentions can also hold hotels financially accountable for their negligence. However, relying solely on pricing alterations faces challenges due to market competition and inconsistent judicial rulings on liability exclusions. Ultimately, addressing this complex issue requires a collaborative, multi-stakeholder approach. Government fines and prosecutions can further incentivize self-disclosure and cooperation, while publicized settlements can promote transparency and empower consumers to make informed choices for hotel venues. This combined framework can transition hotels from passive enablers to active contributors in the fight against human trafficking, fulfilling their duty of care and catalyzing meaningful progress against human exploitation.
酒店业的人口贩卖是一个潜在的威胁,需要采取果断行动。尽管有公开承诺,但该行业的举措仍然不一致,一波又一波的诉讼带来了财务和声誉风险。本文通过对相关立法和判例法的分析,论证了酒店作为拐卖场所的潜在责任。然而,不一致的自律和诉讼表明,进展有限。作者主张保险公司通过战略性地调整保险条款,在打击酒店业人口贩运方面发挥关键作用。他们追溯了保险公司对奴隶制发展轨迹的历史影响,18世纪英国保险公司的行为促成了废奴主义的兴起,并认为今天类似的私人监管可以激励酒店采取主动措施打击贩运。文章提出,保险公司拥有多种工具,包括排除、保费调整、审计和损失预防,以迫使采取行动,而不是自满。强制自保也可以让酒店为自己的疏忽承担经济责任。然而,由于市场竞争和不一致的司法责任排除裁决,仅仅依靠价格变化面临挑战。归根结底,解决这一复杂问题需要多方合作。政府的罚款和起诉可以进一步激励自我披露和合作,而公开的和解可以提高透明度,并使消费者能够在知情的情况下选择酒店场所。这一综合框架可以将酒店从打击人口贩运的被动推动者转变为积极的贡献者,履行其照顾义务并促进打击人口剥削的有意义进展。
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引用次数: 0
Are Out-of-State Players the Target Market? A Geospatial Analysis of the Gambling Export Strategy in the United States 州外玩家是目标市场吗?美国赌博出口战略的地理空间分析
4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-11-06 DOI: 10.1177/19389655231209909
Kahlil S. Philander
Anecdotal evidence suggests that gambling venues are often placed in locations to attract players from outside the jurisdiction, as part of a gambling export strategy. This strategy may be appealing, as it can simultaneously increase local economic impacts while decreasing the proportional share of social costs to the host jurisdiction. This study examines the relative use of the gambling export strategy in the United States by developing a geospatial model of potential U.S. consumer demand to understand whether casinos are systematically located to attract out-of-state players. Based on 1,481 gambling venues found in the country, our naïve model indicates that 31.7% of potential demand in the United States is closer to an out-of-state casino than an in-state casino. Our discount model that accounts for distance indicates that this translates to 20.7% of potential demand in the United States. The results show significant difference at the state level, with out-of-state potential demand estimates ranging from 0% to 71.2%. These findings suggest that there may be further development in the U.S. gambling market as jurisdictions seek to recapture their own residents who are gambling out-of-state.
坊间证据表明,作为赌博出口战略的一部分,赌博场所往往被放置在吸引来自司法管辖区以外的玩家的位置。这一战略可能具有吸引力,因为它可以同时增加当地经济影响,同时减少东道国所承担的社会成本比例。本研究通过开发潜在美国消费者需求的地理空间模型来了解赌场是否有系统地定位以吸引州外玩家,从而研究了美国赌博出口战略的相对使用情况。根据在美国发现的1481个赌博场所,我们的naïve模型表明,美国31.7%的潜在需求更接近州外赌场,而不是州内赌场。考虑到距离的折扣模型表明,这相当于美国潜在需求的20.7%。结果显示了州一级的显著差异,州外潜在需求估计从0%到71.2%不等。这些发现表明,随着司法管辖区试图重新抓住在州外赌博的本国居民,美国赌博市场可能会进一步发展。
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引用次数: 0
A Wellness Tourism Initiative to Alleviate Poverty Among Women 一项旨在减轻妇女贫困的健康旅游倡议
4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-11-02 DOI: 10.1177/19389655231209677
Chekitan S. Dev
This wellness tourism initiative is aimed at helping poor women in developing regions and countries escape from persistent poverty. The initiative is grounded in five key themes: (a) limited opportunities for women, due primarily to social and cultural constraints, to become productive members of the economy; (b) the dramatic growth in special interest travel, especially travel as it relates to health, wellness, and culinary tourism; (c) the increasing use of natural treatments and diets in developed countries to help people cope with stress and other ailments as an alternative to “modern” medicine with its myriad side effects; (d) the popularity of micro credit as a financing vehicle for incubating small businesses; and (e) the integration of the global supply chain making it easy to move materials across borders. At the confluence of these five themes lies an opportunity for poor women to create value with their traditionally endowed skills and abilities. In this concept note, I describe my vision for this idea, briefly go into each of these themes, and suggest how they may be combined in a novel and interesting way to give poor women an opportunity to climb out of poverty by doing well and doing good at the same time.
这一健康旅游倡议旨在帮助发展中地区和国家的贫困妇女摆脱持续贫困。该倡议以五个关键主题为基础:(a)主要由于社会和文化的限制,妇女成为经济生产成员的机会有限;(b)特殊兴趣旅游的急剧增长,特别是与健康、保健和烹饪旅游有关的旅游;(c)发达国家越来越多地使用自然疗法和饮食来帮助人们应对压力和其他疾病,以替代具有无数副作用的“现代”药物;(d)小额信贷作为小企业孵化融资工具的普及程度;(e)全球供应链的一体化,使物资跨境运输变得更加容易。在这五个主题的交汇处,贫穷妇女有机会利用她们传统赋予的技能和能力创造价值。在这篇概念笔记中,我描述了我对这个想法的看法,简要介绍了每个主题,并建议如何以一种新颖有趣的方式将它们结合起来,让贫困妇女有机会通过同时做得好和做好事来摆脱贫困。
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引用次数: 0
From the Editor 来自编辑
4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-09-19 DOI: 10.1177/19389655231197116
Chris K Anderson
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引用次数: 0
The Impact of Free-Play: A Longitudinal Study of Trip-Level Visitation and Wagering Behavior 自由游戏的影响:旅行级别访问和摇摆行为的纵向研究
IF 3.5 4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-08-01 DOI: 10.1177/19389655221102382
Anthony F. Lucas, Katherine A. Spilde, Ashutosh Kumar Singh
The aim of this study was to understand the impacts of changes in free-play (FP) award values on visitation frequency and gaming revenue. With costly and perpetual FP campaigns well established in many markets, a critical issue for operators centers on the potential consequences of walking back offer values, especially when nearby competitors do not. The results of experimentally manipulated FP offers suggested that widely held industry beliefs about their ability to influence visitation are equivocal. Additional outcomes related to the economic impact of FP awards across the experimental groups also questioned the sensitivity of loyalty club members to reductions in FP offers. Working from a common offer tier of 600 loyalty club members, subjects were randomly assigned to one of six groups, each comprised of 100 subjects. Daily group-level outcomes were produced by aggregating player performance data over a 191-day sample period, collected from the records of a tribal casino operating in a competitive repeater market. This longitudinal design allowed for the measurement of multiple levels of FP offers on visitation behavior and gaming value, over a meaningful duration. Our findings fill gaps in the literature related to the impacts of FP on visitation frequency and the ability to drive own-money wagering. Our results also add to literature within the domains of operant conditioning, goal gradient theory, and a growing stream of research on FP efficacy. There are also connections to the house money effect, reverse house money effect, and the endowment effect.
本研究的目的是了解免费游戏(FP)奖励价值的变化对访问频率和游戏收入的影响。随着成本高昂且永久性的FP活动在许多市场上站稳脚跟,运营商面临的一个关键问题集中在收回报价价值的潜在后果上,尤其是当附近的竞争对手没有这样做时。实验操纵的FP报价的结果表明,业界对其影响访问能力的普遍看法是模棱两可的。与FP奖励在实验组中的经济影响相关的其他结果也质疑了忠诚俱乐部成员对FP优惠减少的敏感性。受试者从一个由600名忠诚俱乐部成员组成的共同报价层中随机分配到六组中的一组,每组由100名受试者组成。通过汇总191天样本期内的玩家表现数据,得出每日团体级结果,这些数据是从竞争激烈的中继器市场中运营的部落赌场的记录中收集的。这种纵向设计允许在有意义的持续时间内测量访问行为和游戏价值的多个FP水平。我们的发现填补了文献中关于FP对访问频率和推动自有资金下注能力的影响的空白。我们的研究结果也为操作性条件反射、目标梯度理论和越来越多的FP疗效研究领域的文献增添了内容。住房货币效应、反向住房货币效应和捐赠效应也有联系。
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引用次数: 0
Away From the Nightmare: Sexual Harassment, Leave Intention, and Job Search Behavior 远离噩梦:性骚扰、离职意向与求职行为
IF 3.5 4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-07-06 DOI: 10.1177/19389655231184477
Kanxiang Chen, Yijing Lyu, Yijiao Ye, Xinyu Liu
Drawing on social identity theory, we investigated the mechanism underlying the effect of sexual harassment on hospitality employees’ leave intention and job search behavior. The results of a time-lagged survey conducted in six hotels in China revealed that sexual harassment positively undermined hospitality employees’ organizational identification, which further induced their intention to leave the organization and job search behavior. In addition, perceived organizational support moderated the direct link between sexual harassment and organizational identification as well as the indirect link from sexual harassment to leave intention and job search behavior via organizational identification. The theoretical and managerial implications of this study are discussed.
基于社会认同理论,我们研究了性骚扰对酒店员工休假意愿和求职行为影响的机制。在中国六家酒店进行的一项时间滞后调查结果显示,性骚扰正向破坏了酒店员工的组织认同,从而进一步诱导了他们离开组织的意愿和求职行为。此外,感知的组织支持调节了性骚扰与组织认同之间的直接联系,以及性骚扰通过组织认同与离职意向和求职行为之间的间接联系。讨论了这项研究的理论和管理意义。
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引用次数: 0
The Importance of Green Certification Labels/Badges in Online Hotel Booking Choice: A Conjoint Investigation of Consumers’ Preferences Pre- and Post-COVID-19 绿色认证标签/徽章在在线酒店预订选择中的重要性:一项针对新冠肺炎疫情前后消费者偏好的联合调查
IF 3.5 4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-07-04 DOI: 10.1177/19389655231184474
G. Assaker, P. O'Connor
In light of travelers’ growing preference for sustainable hotel accommodation, this study investigated the relative importance of green certification labels/badges in online hotel selection/booking choice. A conjoint analysis was performed on seven online hotel attributes (including green certification labels/badges) in two specific scenarios (imagining they were booking in a pre- and post-COVID-19 setting) using 270 U.S. subjects surveyed in April 2020. The results revealed that green certification labels/badges do impact travelers’ online hotel booking choice, but not as much as cancellation policies, hotel rating, price, and location. Price in particular exerted a greater influence on travelers’ booking preferences in the post-COVID-19 scenario. Yet, a significant percentage of travelers (around 40% in both scenarios) were willing to pay more for a hotel with green certification. These results contribute to our theoretical and practical understanding of the factors that influence online hotel booking, as well as the power of green certification labels/badges in driving online hotel bookings in the pre-and post-COVID-19 contexts.
鉴于旅行者对可持续酒店住宿的偏好日益增加,本研究调查了绿色认证标签/徽章在在线酒店选择/预订选择中的相对重要性。在2020年4月调查的270名美国受试者中,对两种特定情况下(想象他们在covid -19之前和之后的环境中预订)的7个在线酒店属性(包括绿色认证标签/徽章)进行了联合分析。结果显示,绿色认证标签/徽章确实会影响旅行者的在线酒店预订选择,但影响程度不及取消政策、酒店评级、价格和位置。在新冠肺炎疫情后的情况下,价格对旅行者预订偏好的影响尤其大。然而,相当比例的旅行者(两种情况下都约为40%)愿意为拥有绿色认证的酒店支付更多费用。这些结果有助于我们从理论和实践上理解影响在线酒店预订的因素,以及绿色认证标签/徽章在covid -19之前和之后的背景下推动在线酒店预订的力量。
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引用次数: 0
The Content and Structure of Tourism and Public Policies: A Temporal Analysis of Stability and Change 旅游与公共政策的内容和结构:稳定与变化的时间分析
IF 3.5 4区 管理学 Q2 Business, Management and Accounting Pub Date : 2023-07-04 DOI: 10.1177/19389655231182086
L. A. Dioko
Significant shifts in policy agenda and priorities may occur when exogenous and discontinuous macro-level events such as disease outbreaks, political transformations, and abrupt developments in visitor markets transpire. Such swings can be considerably challenging not only for policy-makers and decision-makers but also for stakeholders, especially when policy areas like employment, quality of life, housing, health, and education are weighed against growth and development considerations for hospitality, tourism, or other sectors. In extreme cases, policy swings can exacerbate social conflicts and cause commensurate disruption. Using the Hong Kong and Macao Special Administrative Regions of China as pooled comparative cases of policy-making, this study examines the content and structure of tourism-related and general policies across a 20-year pre-COVID period, how the different policy areas evolved and shifted in priorities, and the temporal correspondence of policy swings with factors, context, and conditions that likely precipitated them. The study adopts a mixed-methods approach combining large-scale text mining and content analysis of a large corpus of policy documents with qualitatively matching emergent macro policy shifts with relevant co-occurring events, aided by a theoretical framework generated from past studies. By unveiling the complicity of governance, social, and environmental conditions as well as external events with fluctuating policy priorities, the study dispels the static nature and fixed-planning perspectives of policy-setting, thereby advancing (a) a nascent framework by which policy-makers and decision-makers can adopt contingent and adaptable approaches to policy-making and (b) concrete principles for grasping the significance of tourism vis-à-vis public policies.
当疾病爆发、政治变革和游客市场突然发展等外生和不连续的宏观层面事件发生时,政策议程和优先事项可能会发生重大变化。这种波动不仅对决策者和决策者,而且对利益相关者来说都具有相当大的挑战性,尤其是当就业、生活质量、住房、健康和教育等政策领域与酒店、旅游或其他行业的增长和发展考虑相权衡时。在极端情况下,政策波动会加剧社会冲突,并造成相应的破坏。本研究以香港和澳门特别行政区为政策制定的汇总比较案例,考察了新冠疫情前20年旅游相关政策和一般政策的内容和结构,不同政策领域的优先事项如何演变和转移,以及政策波动与因素、背景、,以及可能促成它们的条件。该研究采用了一种混合方法,结合了大规模文本挖掘和大型政策文件语料库的内容分析,并在过去研究的理论框架的帮助下,将突发的宏观政策转变与相关的共同发生事件定性匹配。通过揭示治理、社会和环境条件以及外部事件与波动的政策优先事项的共谋,该研究消除了政策制定的静态性质和固定的规划视角,从而推进(a)一个新的框架,使决策者和决策者能够采取有针对性和适应性的决策方法,以及(b)把握旅游业相对于公共政策的重要性的具体原则。
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引用次数: 0
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Cornell Hospitality Quarterly
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