Pub Date : 2023-12-28DOI: 10.1177/00472875231210817
Lingxue Zhan, Mingming Cheng, Jingjie Zhu, Xiaowei Wang
Using a sequential research design combining image analytics and Qualitative Comparative Analysis (QCA), this research examines Beijing’s projected destination image and its impacts on social media engagement on Instagram. Deep learning algorithms and convolutional neural networks were used to analyze the images. The image analytic findings show that Beijing’s projected destination image includes: (1) multiple urban and country landscapes; (2) a mixture of modernity and tradition; (3) a range of activities in a dynamic city and (4) cuisine—a variety of traditional Chinese food. QCA identified three paths that lead to high engagement, including “building” and “sky,” “building” and “event,” “sky,” and “event.” This research advances the destination image literature by empirically establishing the relationship between destination image labels and social media engagement. Further, it offers a new configurational perspective for constructing projected destination image by delineating how DMOs effectively increase social media engagement through image semantic content configurations.
{"title":"Projected Destination Image of Beijing on Instagram: A Sequential Research Design","authors":"Lingxue Zhan, Mingming Cheng, Jingjie Zhu, Xiaowei Wang","doi":"10.1177/00472875231210817","DOIUrl":"https://doi.org/10.1177/00472875231210817","url":null,"abstract":"Using a sequential research design combining image analytics and Qualitative Comparative Analysis (QCA), this research examines Beijing’s projected destination image and its impacts on social media engagement on Instagram. Deep learning algorithms and convolutional neural networks were used to analyze the images. The image analytic findings show that Beijing’s projected destination image includes: (1) multiple urban and country landscapes; (2) a mixture of modernity and tradition; (3) a range of activities in a dynamic city and (4) cuisine—a variety of traditional Chinese food. QCA identified three paths that lead to high engagement, including “building” and “sky,” “building” and “event,” “sky,” and “event.” This research advances the destination image literature by empirically establishing the relationship between destination image labels and social media engagement. Further, it offers a new configurational perspective for constructing projected destination image by delineating how DMOs effectively increase social media engagement through image semantic content configurations.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"87 1","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-12-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139149191","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-12-28DOI: 10.1177/00472875231214500
B. B. Dedeoğlu, N. Colmekcioglu, F. Okumus
This article examines the relationships between consumer-generated content, travel motivation, desire to visit a destination, destination visit intention, and willingness to pay more. This article also analyzes the moderating effect of envy types on these relationships. We collected data from 414 participants in the US. According to the research findings, importance attached to participant sharing (IPS) is a predictor of escape and novelty motivation, while importance attached to non-participant sharing (INPS) is a predictor of exciting experience, novelty, prestige, and self-development motivations. Desire to visit the destination also positively affects destination visit intention and willingness to pay more. Benign envy has a moderating effect on relationships between INPS/IPS and prestige motivation. On the other hand, malicious envy has only a moderating effect on the relationship between INPS and escape motivation. This study reveals that consumer-generated content (CGC) strongly influences intrinsic travel motives. This study also explains how CGC influences attitudes and behaviors in the context of self-determination theory.
{"title":"Do Envy and Consumer-Generated Content Boost Travel Motivations?","authors":"B. B. Dedeoğlu, N. Colmekcioglu, F. Okumus","doi":"10.1177/00472875231214500","DOIUrl":"https://doi.org/10.1177/00472875231214500","url":null,"abstract":"This article examines the relationships between consumer-generated content, travel motivation, desire to visit a destination, destination visit intention, and willingness to pay more. This article also analyzes the moderating effect of envy types on these relationships. We collected data from 414 participants in the US. According to the research findings, importance attached to participant sharing (IPS) is a predictor of escape and novelty motivation, while importance attached to non-participant sharing (INPS) is a predictor of exciting experience, novelty, prestige, and self-development motivations. Desire to visit the destination also positively affects destination visit intention and willingness to pay more. Benign envy has a moderating effect on relationships between INPS/IPS and prestige motivation. On the other hand, malicious envy has only a moderating effect on the relationship between INPS and escape motivation. This study reveals that consumer-generated content (CGC) strongly influences intrinsic travel motives. This study also explains how CGC influences attitudes and behaviors in the context of self-determination theory.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"54 s53","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-12-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139150312","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-12-14DOI: 10.1177/00472875231217331
Ying Qu, Qing Zhou, Yangfeng Guo, Hongyan Yang
The concept of destination attachment originates from the “people-people” attachment research but has not been investigated from this perspective, resulting in a substantial research gap. This study applied the concept of adult attachment to conceptualize, classify, and measure destination attachment. Different formation mechanisms, the effect range of the destination attachment representations of first-time and repeat tourists, and the relationships between the destination attachment representations and general attachment representations of tourists were examined. The findings were in line with the theoretical expectations. This study is innovative because it expands the research scope of destination attachment, proposing the necessity of developing formative measurement dimensions of destination attachment and elucidating the meanings of the relationship between the attachment representations of first-time and repeat tourists in tourist loyalty research. Managerially, this study has practical value for shaping destination attachment and attracting/cultivating repeat tourists.
{"title":"Differences in Destination Attachment Representations of First-time and Repeat Tourists","authors":"Ying Qu, Qing Zhou, Yangfeng Guo, Hongyan Yang","doi":"10.1177/00472875231217331","DOIUrl":"https://doi.org/10.1177/00472875231217331","url":null,"abstract":"The concept of destination attachment originates from the “people-people” attachment research but has not been investigated from this perspective, resulting in a substantial research gap. This study applied the concept of adult attachment to conceptualize, classify, and measure destination attachment. Different formation mechanisms, the effect range of the destination attachment representations of first-time and repeat tourists, and the relationships between the destination attachment representations and general attachment representations of tourists were examined. The findings were in line with the theoretical expectations. This study is innovative because it expands the research scope of destination attachment, proposing the necessity of developing formative measurement dimensions of destination attachment and elucidating the meanings of the relationship between the attachment representations of first-time and repeat tourists in tourist loyalty research. Managerially, this study has practical value for shaping destination attachment and attracting/cultivating repeat tourists.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"8 7","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-12-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138972235","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-12-14DOI: 10.1177/00472875231213992
S. Rasoolimanesh, M. Gannon, Babak Taheri, Josip Mikulić
Across travel and tourism services research, studies investigating “customer rage” typically prioritize the direct point-of-consumption, often within airport, airline, or hotel contexts. However, the sector is awash with intermediaries (e.g., travel agencies, insurance brokers, booking platforms), which serve as primary points-of-contact capable of shaping customer expectations. Accordingly, the consequences of service failure therein are nuanced and complex. Yet, extant research often portrays service failure as unilateral (i.e., solely the firm in question’s responsibility), overlooking one core demand-side characteristic: the customer’s sense of entitlement. Thus, while this study draws upon the Iranian travel agency setting (as a service intermediary) to assess a model of customer rage, it also explores whether customer entitlement moderates the relationships between customers’ rage emotions, expressions, and behaviors. Doing so, 736 survey responses were analyzed. Findings demonstrate how customer rage emerges in response to service failure, alongside the conditions under which customer entitlement moderates relationships therein.
{"title":"Assessing a Model of Customer Rage: Does Customer Entitlement Moderate Relationships Between Rage Emotions, Expressions and Behaviors?","authors":"S. Rasoolimanesh, M. Gannon, Babak Taheri, Josip Mikulić","doi":"10.1177/00472875231213992","DOIUrl":"https://doi.org/10.1177/00472875231213992","url":null,"abstract":"Across travel and tourism services research, studies investigating “customer rage” typically prioritize the direct point-of-consumption, often within airport, airline, or hotel contexts. However, the sector is awash with intermediaries (e.g., travel agencies, insurance brokers, booking platforms), which serve as primary points-of-contact capable of shaping customer expectations. Accordingly, the consequences of service failure therein are nuanced and complex. Yet, extant research often portrays service failure as unilateral (i.e., solely the firm in question’s responsibility), overlooking one core demand-side characteristic: the customer’s sense of entitlement. Thus, while this study draws upon the Iranian travel agency setting (as a service intermediary) to assess a model of customer rage, it also explores whether customer entitlement moderates the relationships between customers’ rage emotions, expressions, and behaviors. Doing so, 736 survey responses were analyzed. Findings demonstrate how customer rage emerges in response to service failure, alongside the conditions under which customer entitlement moderates relationships therein.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"98 3","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-12-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138971298","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-12-12DOI: 10.1177/00472875231214727
M. Saleh
This study is the first to apply transaction cost theory to identify optimal influencer marketing strategies for the tourism sector through three content types: hero, hub, and hygiene content. Transaction cost theory posits that stakeholders seek to minimize information search and delivery costs. Semi-structured interviews were conducted with different experienced level tourists to measure the effect of influencer attributes and content on inspiration levels. The findings indicate that differentiating content based on targeted personas minimizes transaction costs. Hero content highly motivated specific tourist personas to visit destinations. Hub content provided practical trip planning details. Hygiene content addressed fundamental customer concerns. By framing influencer marketing through the lens of transaction cost economics, this study contributes to the literature by tailoring influencer content (hero, hub, and hygiene content) to meet the specific needs of tourist personas, which managerially can optimize credibility and value while reducing tourism stakeholders’ information search and delivery costs.
{"title":"Advantaging Tourism Through Influencers: Applying Transaction Cost Theory to Recognize Top Hero, Hub, and Hygiene Content Tactics for Tourism Marketing","authors":"M. Saleh","doi":"10.1177/00472875231214727","DOIUrl":"https://doi.org/10.1177/00472875231214727","url":null,"abstract":"This study is the first to apply transaction cost theory to identify optimal influencer marketing strategies for the tourism sector through three content types: hero, hub, and hygiene content. Transaction cost theory posits that stakeholders seek to minimize information search and delivery costs. Semi-structured interviews were conducted with different experienced level tourists to measure the effect of influencer attributes and content on inspiration levels. The findings indicate that differentiating content based on targeted personas minimizes transaction costs. Hero content highly motivated specific tourist personas to visit destinations. Hub content provided practical trip planning details. Hygiene content addressed fundamental customer concerns. By framing influencer marketing through the lens of transaction cost economics, this study contributes to the literature by tailoring influencer content (hero, hub, and hygiene content) to meet the specific needs of tourist personas, which managerially can optimize credibility and value while reducing tourism stakeholders’ information search and delivery costs.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"20 6","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-12-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139007313","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-12-09DOI: 10.1177/00472875231214743
Lingchen Zhai, Chaohui Wang, Tingting (Christina) Zhang, Haohao Qiao, Yuhe Gao, Yuting Tao, Juan Liu
This study developed and validated a five-dimension scale of tourist rural destination restorative capacity. Following the scale development procedure recommended by Churchill, the present study validated that such capacity comprises the dimensions of fascination, compatibility, extent, being away, and life atmosphere. The results showed that restorative capacity directly affects restorative outcomes for tourists. This study contributes to the scarce literature on the issue of interest and provides an important index that destination managers can use to improve the restorative capacity of their vacation sites and promote the image of these attractions among travelers.
{"title":"Tourist Rural Destination Restorative Capacity: Scale Development and Validation","authors":"Lingchen Zhai, Chaohui Wang, Tingting (Christina) Zhang, Haohao Qiao, Yuhe Gao, Yuting Tao, Juan Liu","doi":"10.1177/00472875231214743","DOIUrl":"https://doi.org/10.1177/00472875231214743","url":null,"abstract":"This study developed and validated a five-dimension scale of tourist rural destination restorative capacity. Following the scale development procedure recommended by Churchill, the present study validated that such capacity comprises the dimensions of fascination, compatibility, extent, being away, and life atmosphere. The results showed that restorative capacity directly affects restorative outcomes for tourists. This study contributes to the scarce literature on the issue of interest and provides an important index that destination managers can use to improve the restorative capacity of their vacation sites and promote the image of these attractions among travelers.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"16 1","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-12-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138585572","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-11-29DOI: 10.1177/00472875231210977
S. Corbet, J. Nicolau, Les Oxley
To counter the escalating threat of direct conflict with rogue nations, the use of sanctions packages has become a preferred tactical response. However, although targeted, there are significantly elevated spillover effects that can generate sectoral damage. While the literature on sanctions has focused on analyzing the effectiveness and the impact on the sanctioned and sanctioning country, spillover effects have not been addressed in the tourism and travel industry. Based on behavioral decision theory and modern portfolio theory, this study states hypotheses and confronts two potential results derived from each theory regarding the way negative consequences of sanctions spill over into airlines. Using the aviation sanctions packages derived from the Russia-Ukraine war in 2022 in different regions worldwide, the results indicate greater spillovers flow into airlines than other aviation-related corporations, into big firms than small firms, and with significant differential effects on each analyzed region.
{"title":"Spillover Effects of Sanctions on Airlines","authors":"S. Corbet, J. Nicolau, Les Oxley","doi":"10.1177/00472875231210977","DOIUrl":"https://doi.org/10.1177/00472875231210977","url":null,"abstract":"To counter the escalating threat of direct conflict with rogue nations, the use of sanctions packages has become a preferred tactical response. However, although targeted, there are significantly elevated spillover effects that can generate sectoral damage. While the literature on sanctions has focused on analyzing the effectiveness and the impact on the sanctioned and sanctioning country, spillover effects have not been addressed in the tourism and travel industry. Based on behavioral decision theory and modern portfolio theory, this study states hypotheses and confronts two potential results derived from each theory regarding the way negative consequences of sanctions spill over into airlines. Using the aviation sanctions packages derived from the Russia-Ukraine war in 2022 in different regions worldwide, the results indicate greater spillovers flow into airlines than other aviation-related corporations, into big firms than small firms, and with significant differential effects on each analyzed region.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"43 1","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-11-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139209236","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-11-29DOI: 10.1177/00472875231214196
Seunghun Shin, Jungkeun Kim, Eunji Lee, Yerin Yhee, C. Koo
ChatGPT is expected to have significant implications for trip planning from a traveler’s perspective. ChatGPT has the potential to be a revolutionary search tool, enabling travelers to bypass an often complicated and disturbing process with a simple conversation with ChatGPT. This research aimed to explain the impact of ChatGPT on travelers’ trip planning behavior; specifically, it examined how travelers perceive ChatGPT when they narrow down multiple travel options. Based on the choice overload effect, we conducted five experimental studies to determine the negative effect of reducing options from the initial recommendations using ChatGPT. The results showed the importance of a hybrid decision-making process involving both humans and ChatGPT. Using our empirical results, we provide significant theoretical and practical implications for travelers’ trip planning behavior incorporating ChatGPT.
{"title":"ChatGPT for Trip Planning: The Effect of Narrowing Down Options","authors":"Seunghun Shin, Jungkeun Kim, Eunji Lee, Yerin Yhee, C. Koo","doi":"10.1177/00472875231214196","DOIUrl":"https://doi.org/10.1177/00472875231214196","url":null,"abstract":"ChatGPT is expected to have significant implications for trip planning from a traveler’s perspective. ChatGPT has the potential to be a revolutionary search tool, enabling travelers to bypass an often complicated and disturbing process with a simple conversation with ChatGPT. This research aimed to explain the impact of ChatGPT on travelers’ trip planning behavior; specifically, it examined how travelers perceive ChatGPT when they narrow down multiple travel options. Based on the choice overload effect, we conducted five experimental studies to determine the negative effect of reducing options from the initial recommendations using ChatGPT. The results showed the importance of a hybrid decision-making process involving both humans and ChatGPT. Using our empirical results, we provide significant theoretical and practical implications for travelers’ trip planning behavior incorporating ChatGPT.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"2 1","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-11-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139212141","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-11-29DOI: 10.1177/00472875231212996
Jeong Hyun Kim, Jungkeun Kim, Jooyoung Park, Changju Kim, J. Jhang, Brian King
This study investigates how inaccurate information provided by ChatGPT impacts travelers’ acceptance of recommendations. Six experiments were conducted based on the accessibility-diagnosticity framework. These examined the moderating role of the prominence and type of incorrect information and their effects on decision-making. The results show that participants perceived more accuracy and trustworthiness, leading to stronger intentions to visit when incorrect information was absent. However, there was a decline in their intentions to visit when incorrect information was present and more prominent or in the same domain. This effect diminished when multiple domains were involved or when participants were focused on the initial task. The research highlights that both the prominence and type of incorrect information are boundary conditions and provides insights into AI applications in tourism. Furthermore, it offers practical implications for online travel agencies in terms of user interface and user experience design planning.
{"title":"When ChatGPT Gives Incorrect Answers: The Impact of Inaccurate Information by Generative AI on Tourism Decision-Making","authors":"Jeong Hyun Kim, Jungkeun Kim, Jooyoung Park, Changju Kim, J. Jhang, Brian King","doi":"10.1177/00472875231212996","DOIUrl":"https://doi.org/10.1177/00472875231212996","url":null,"abstract":"This study investigates how inaccurate information provided by ChatGPT impacts travelers’ acceptance of recommendations. Six experiments were conducted based on the accessibility-diagnosticity framework. These examined the moderating role of the prominence and type of incorrect information and their effects on decision-making. The results show that participants perceived more accuracy and trustworthiness, leading to stronger intentions to visit when incorrect information was absent. However, there was a decline in their intentions to visit when incorrect information was present and more prominent or in the same domain. This effect diminished when multiple domains were involved or when participants were focused on the initial task. The research highlights that both the prominence and type of incorrect information are boundary conditions and provides insights into AI applications in tourism. Furthermore, it offers practical implications for online travel agencies in terms of user interface and user experience design planning.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"62 31","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-11-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139209952","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-11-29DOI: 10.1177/00472875231213210
Xiaoyan Luo, X. Liu, Lisa C. Wan
Given the significant practical value impulsive buying brings to destinations, it has increasingly become a popular topic in tourist behavior research. However, few studies have examined how practitioners can sway tourists to engage in impulsive buying. This paper explores a possible strategy for practitioners by testing the effect of endorsers’ emotions (excitement vs. calmness) on the tourists’ arousal levels and their subsequent impulsive buying. In three experimental studies (including an actual behavioral study), we show that exciting (vs. calm) endorsement causes tourists to feel more aroused, which results in higher impulsive buying, manifested by unplanned purchases in both restaurants (Study 1) and hotels (Study 3), and actual impulsive purchases of special local products (Study 2). Moreover, the effect disappears when the tourists have a limited (vs. expanded) time horizon. Based on these findings, tourism marketers could choose and train endorsers for their products and services promotion accordingly.
{"title":"Excited or Calm? Effects of Endorsers’ Emotions on Tourists’ Impulsive Buying","authors":"Xiaoyan Luo, X. Liu, Lisa C. Wan","doi":"10.1177/00472875231213210","DOIUrl":"https://doi.org/10.1177/00472875231213210","url":null,"abstract":"Given the significant practical value impulsive buying brings to destinations, it has increasingly become a popular topic in tourist behavior research. However, few studies have examined how practitioners can sway tourists to engage in impulsive buying. This paper explores a possible strategy for practitioners by testing the effect of endorsers’ emotions (excitement vs. calmness) on the tourists’ arousal levels and their subsequent impulsive buying. In three experimental studies (including an actual behavioral study), we show that exciting (vs. calm) endorsement causes tourists to feel more aroused, which results in higher impulsive buying, manifested by unplanned purchases in both restaurants (Study 1) and hotels (Study 3), and actual impulsive purchases of special local products (Study 2). Moreover, the effect disappears when the tourists have a limited (vs. expanded) time horizon. Based on these findings, tourism marketers could choose and train endorsers for their products and services promotion accordingly.","PeriodicalId":48435,"journal":{"name":"Journal of Travel Research","volume":"45 1","pages":""},"PeriodicalIF":8.9,"publicationDate":"2023-11-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139213115","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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