Pub Date : 2024-10-01DOI: 10.1016/j.ijhm.2024.103944
Lu Zhang , Sean McGinley , Zhenxing (Eddie) Mao , Xin Liu
As more customers choose to travel with their pets, pet-friendly hotel needs have also increased. This research aims to shed light on the physical and service attributes of pet-friendly hotels by using a mixed-method approach. Study 1 analyzed online TripAdvisor reviews using a netnography approach to assess consumer perceptions and evaluations of pet-friendly hotels. The results listed critical attributes for pet-friendly hotels from customer perspectives, revealing specific consumer needs regarding the utilitarian and hedonic values these hotels offer. In Study 2, we conducted an experiment to examine the distinct effects of hedonic and utilitarian attributes on consumers. Our study revealed that when hotels provide high utilitarian attributes, consumers respond positively regardless of the status of hedonic attributes. However, when utilitarian attribute values are low, high hedonic attributes are needed to drive positive consumer attitudes. Such findings highlighted the relative importance of hedonic and utilitarian attributes for practitioners.
{"title":"Attributes of pet-friendly hotels: What matters to consumers?","authors":"Lu Zhang , Sean McGinley , Zhenxing (Eddie) Mao , Xin Liu","doi":"10.1016/j.ijhm.2024.103944","DOIUrl":"10.1016/j.ijhm.2024.103944","url":null,"abstract":"<div><div>As more customers choose to travel with their pets, pet-friendly hotel needs have also increased. This research aims to shed light on the physical and service attributes of pet-friendly hotels by using a mixed-method approach. Study 1 analyzed online TripAdvisor reviews using a netnography approach to assess consumer perceptions and evaluations of pet-friendly hotels. The results listed critical attributes for pet-friendly hotels from customer perspectives, revealing specific consumer needs regarding the utilitarian and hedonic values these hotels offer. In Study 2, we conducted an experiment to examine the distinct effects of hedonic and utilitarian attributes on consumers. Our study revealed that when hotels provide high utilitarian attributes, consumers respond positively regardless of the status of hedonic attributes. However, when utilitarian attribute values are low, high hedonic attributes are needed to drive positive consumer attitudes. Such findings highlighted the relative importance of hedonic and utilitarian attributes for practitioners.</div></div>","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103944"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142419590","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-01DOI: 10.1016/j.ijhm.2024.103948
Yae-Na Park , Simon Hyungsup Hahn , Choong-Ki Lee , Jaewook Kim , Ki-Joon Back
{"title":"Corrigendum to “Developing an integrated resort’s (IR) environmental, social, and corporate governance (ESG) measurement scale” [Int. J. Hosp. Manag. 123C (2024) 103924]","authors":"Yae-Na Park , Simon Hyungsup Hahn , Choong-Ki Lee , Jaewook Kim , Ki-Joon Back","doi":"10.1016/j.ijhm.2024.103948","DOIUrl":"10.1016/j.ijhm.2024.103948","url":null,"abstract":"","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103948"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142530831","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-01DOI: 10.1016/j.ijhm.2024.103940
Pan Jiang , Zhiguo Zhu , Peiyao Zhou , Weiyue Li
Consumers typically compare information before making decisions. Only when the two types of information are consistent in admitting high service quality are consumers motivated to book a hotel. However, the impact of the attitude gap between similar information sources on consumer booking behavior remains unexplored. Drawing on expectation confirmation theory, we investigate the influence of the rating gap and review gap on hotel sales. Additionally, we explore the moderating effect of hotel popularity. Through archival and experimental analyses, we found that (1) both the rating and review gap have a significantly positive effect on hotel sales, (2) the review gap has a more positive effect on hotel sales than the rating gap, and (3) hotel popularity amplifies the effects of both the rating gap and the review gap on hotel sales. Our findings provide valuable managerial insights for service providers to improve hotel sales in dynamic environments.
{"title":"The unexpected sales boost of the rating gap and review gap for hotels: An expectation confirmation perspective","authors":"Pan Jiang , Zhiguo Zhu , Peiyao Zhou , Weiyue Li","doi":"10.1016/j.ijhm.2024.103940","DOIUrl":"10.1016/j.ijhm.2024.103940","url":null,"abstract":"<div><div>Consumers typically compare information before making decisions. Only when the two types of information are consistent in admitting high service quality are consumers motivated to book a hotel. However, the impact of the attitude gap between similar information sources on consumer booking behavior remains unexplored. Drawing on expectation confirmation theory, we investigate the influence of the rating gap and review gap on hotel sales. Additionally, we explore the moderating effect of hotel popularity. Through archival and experimental analyses, we found that (1) both the rating and review gap have a significantly positive effect on hotel sales, (2) the review gap has a more positive effect on hotel sales than the rating gap, and (3) hotel popularity amplifies the effects of both the rating gap and the review gap on hotel sales. Our findings provide valuable managerial insights for service providers to improve hotel sales in dynamic environments.</div></div>","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103940"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142330064","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-01DOI: 10.1016/j.ijhm.2024.103941
Islam Elbayoumi Salem , Hassan Aideed , Muna Ahmed Ali Akaak , Reem Sultan Rashed Al Isaii , Ahmed Magdy
Authenticity has been widely acknowledged as a pivotal determinant in the success of ethnic restaurants. This study explores the influence of authentic dimensions and customer knowledge on the overall authenticity and revisits intention of Omani ethnic restaurants by moderating the gastronomic experience. Using a positivist approach, data were collected from 330 customers of Omani ethnic restaurants in Oman. All dimensions of authenticity (atmosphere, food, service, and price) have a positive influence on revisit intention. Concurrently, empirical evidence substantiates that customer knowledge significantly and positively impacts customers' perceptions of authenticity and revisit intention. Gastronomic experience moderates the association between overall authenticity and revisit intention. Overall authenticity mediates the influence of authenticity dimensions revisit intention, except true to self. The study contributes to the literature on the importance of authenticity and customer knowledge in the success of ethnic restaurants. It provides valuable insights for restaurant managers and marketers in Oman.
{"title":"Do authentic dimensions and customer knowledge affect overall authenticity and revisit intention via interacting gastronomic experience? Perspective on ethnic restaurants","authors":"Islam Elbayoumi Salem , Hassan Aideed , Muna Ahmed Ali Akaak , Reem Sultan Rashed Al Isaii , Ahmed Magdy","doi":"10.1016/j.ijhm.2024.103941","DOIUrl":"10.1016/j.ijhm.2024.103941","url":null,"abstract":"<div><div>Authenticity has been widely acknowledged as a pivotal determinant in the success of ethnic restaurants. This study explores the influence of authentic dimensions and customer knowledge on the overall authenticity and revisits intention of Omani ethnic restaurants by moderating the gastronomic experience. Using a positivist approach, data were collected from 330 customers of Omani ethnic restaurants in Oman. All dimensions of authenticity (atmosphere, food, service, and price) have a positive influence on revisit intention. Concurrently, empirical evidence substantiates that customer knowledge significantly and positively impacts customers' perceptions of authenticity and revisit intention. Gastronomic experience moderates the association between overall authenticity and revisit intention. Overall authenticity mediates the influence of authenticity dimensions revisit intention, except true to self. The study contributes to the literature on the importance of authenticity and customer knowledge in the success of ethnic restaurants. It provides valuable insights for restaurant managers and marketers in Oman.</div></div>","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103941"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142330092","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-01DOI: 10.1016/j.ijhm.2024.103945
Xinxin Liu , Ziqiong Zhang , Rob Law , Zili Zhang
The fit information of multi-modal user-generated content has its unique value but is understudied. This study investigated how the fit between photos and text within a hotel review influences tourist rating behavior. Employing deep learning technologies and econometric analysis shows that the fit between photos and text has an inverted U-shape effect on tourists’ ratings using online hotel review data from Qunar.com. The dispersion of ratings and the number of reviews can weaken the above effect; this is due to the varying level of cognitive resources tourists possess. Endogeneity bias from text and photos is excluded by conducting the two-stage residual analysis. The information uncertainty reduction mechanism is tested between photo-text fit and ratings. This paper provides valuable insights for practitioners regarding user-generated content management in hospitality industry.
多模态用户生成内容的拟合信息具有独特价值，但研究不足。本研究探讨了酒店评论中照片与文字之间的契合度如何影响游客的评分行为。利用深度学习技术和计量经济学分析，使用来自 Qunar.com 的在线酒店评论数据显示，照片和文字之间的契合度对游客的评分有倒 U 型的影响。评分的分散性和评论数量会削弱上述效应；这是由于游客拥有的认知资源水平各不相同。通过两阶段残差分析，排除了文字和照片的内生性偏差。在照片-文字契合度和评分之间检验了信息不确定性减少机制。本文为酒店业用户生成内容管理的实践者提供了有价值的见解。
{"title":"Words meet photos: How visual content impact rating","authors":"Xinxin Liu , Ziqiong Zhang , Rob Law , Zili Zhang","doi":"10.1016/j.ijhm.2024.103945","DOIUrl":"10.1016/j.ijhm.2024.103945","url":null,"abstract":"<div><div>The fit information of multi-modal user-generated content has its unique value but is understudied. This study investigated how the fit between photos and text within a hotel review influences tourist rating behavior. Employing deep learning technologies and econometric analysis shows that the fit between photos and text has an inverted U-shape effect on tourists’ ratings using online hotel review data from Qunar.com. The dispersion of ratings and the number of reviews can weaken the above effect; this is due to the varying level of cognitive resources tourists possess. Endogeneity bias from text and photos is excluded by conducting the two-stage residual analysis. The information uncertainty reduction mechanism is tested between photo-text fit and ratings. This paper provides valuable insights for practitioners regarding user-generated content management in hospitality industry.</div></div>","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103945"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142419592","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-01DOI: 10.1016/j.ijhm.2024.103947
Qingjin Lin , Lyuqi He
The emergence of AI has significantly influenced employees within the hospitality sector, and this impact has been a highly debated topic. Utilizing the framework provided by the conservation of resources theory (COR theory), this research constructed a three-pathway approach to elucidate the role of AI awareness on voice behavior. Utilizing 319 hotel employees from four first-tier cities (Beijing, Shanghai, Guangzhou, and Shenzhen) in China as study participants, the results indicated that (1) AI awareness promoted employees' voice behavior; (2) learning orientation and supervisor-subordinate guanxi (SSG) acted as mediating variables between AI awareness and voice behavior; and (3) when the perceived organizational support (POS) level is high, the direct and indirect effects (via learning orientation) of AI awareness on voice behavior were stronger, nevertheless, in this case, the effect of AI awareness on voice behavior via SSG was poor. This paper offers valuable insights and guides future research.
{"title":"Does artificial intelligence (AI) awareness affect employees in giving a voice to their organization? A cross-level model","authors":"Qingjin Lin , Lyuqi He","doi":"10.1016/j.ijhm.2024.103947","DOIUrl":"10.1016/j.ijhm.2024.103947","url":null,"abstract":"<div><div>The emergence of AI has significantly influenced employees within the hospitality sector, and this impact has been a highly debated topic. Utilizing the framework provided by the conservation of resources theory (COR theory), this research constructed a three-pathway approach to elucidate the role of AI awareness on voice behavior. Utilizing 319 hotel employees from four first-tier cities (Beijing, Shanghai, Guangzhou, and Shenzhen) in China as study participants, the results indicated that (1) AI awareness promoted employees' voice behavior; (2) learning orientation and supervisor-subordinate guanxi (SSG) acted as mediating variables between AI awareness and voice behavior; and (3) when the perceived organizational support (POS) level is high, the direct and indirect effects (via learning orientation) of AI awareness on voice behavior were stronger, nevertheless, in this case, the effect of AI awareness on voice behavior via SSG was poor. This paper offers valuable insights and guides future research.</div></div>","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103947"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142419519","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-01DOI: 10.1016/j.ijhm.2024.103937
Ying Wang , Truc H. Le , Anna Kwek , Mengni Fu
The hospitality industry has long recognised the need for effective conflict-management. By adopting a theory-informed systematic review approach to analyse 108 journal articles on hospitality conflicts, this study examines the conceptualisations and research trends in conflict and conflict management in the hospitality context. A multi-stakeholder, resource-based conflict-management framework is developed to resolve conflicts within hospitality organisations. Underpinned by stakeholder theory and conservation resource theory, this study highlights the vitality of adopting a multi-stakeholder lens and incorporating the role of individual and organisational resources in determining behavioural outcomes and corresponding strategies to deal with conflict.
{"title":"A systematic literature review of conflict management in hospitality: Towards a multi-stakeholder resource-based conflict-management framework","authors":"Ying Wang , Truc H. Le , Anna Kwek , Mengni Fu","doi":"10.1016/j.ijhm.2024.103937","DOIUrl":"10.1016/j.ijhm.2024.103937","url":null,"abstract":"<div><div>The hospitality industry has long recognised the need for effective conflict-management. By adopting a theory-informed systematic review approach to analyse 108 journal articles on hospitality conflicts, this study examines the conceptualisations and research trends in conflict and conflict management in the hospitality context. A multi-stakeholder, resource-based conflict-management framework is developed to resolve conflicts within hospitality organisations. Underpinned by stakeholder theory and conservation resource theory, this study highlights the vitality of adopting a multi-stakeholder lens and incorporating the role of individual and organisational resources in determining behavioural outcomes and corresponding strategies to deal with conflict.</div></div>","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103937"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142419588","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-01DOI: 10.1016/j.ijhm.2024.103933
Meizhen Lin , Yue Li , Xiangli Fan , Yingfang Wang
Supporting one’s family can be a powerful motivator for employees to work hard. However, very few research has been done and has explored the reasons why family motivation matters and how it occurs. Drawing on prosocial motivation theory and action identification theory, we propose that family motivation positively influences employee resilience, particularly when intrinsic motivation and challenge stressors are low. Additionally, perceived organizational support for families enhances family motivation, which in turn bolsters employee resilience. We have collected data from hotel and cruise ship employees to test these hypotheses. Our findings suggest that family motivation significantly strengthens employee resilience, especially in the absence of intrinsic motivation and challenge stressors. Furthermore, perceived organizational family support plays a crucial role in fostering family motivation, which mediates its positive impact on employee resilience. Based on these insights, we recommend that hotel and cruise ship companies cultivate resilient employees by reinforcing family motivation and implementing family-friendly practices.
{"title":"Why does family motivation occur and matter? Evidence from hotel and cruise ship employees","authors":"Meizhen Lin , Yue Li , Xiangli Fan , Yingfang Wang","doi":"10.1016/j.ijhm.2024.103933","DOIUrl":"10.1016/j.ijhm.2024.103933","url":null,"abstract":"<div><div>Supporting one’s family can be a powerful motivator for employees to work hard. However, very few research has been done and has explored the reasons why family motivation matters and how it occurs. Drawing on prosocial motivation theory and action identification theory, we propose that family motivation positively influences employee resilience, particularly when intrinsic motivation and challenge stressors are low. Additionally, perceived organizational support for families enhances family motivation, which in turn bolsters employee resilience. We have collected data from hotel and cruise ship employees to test these hypotheses. Our findings suggest that family motivation significantly strengthens employee resilience, especially in the absence of intrinsic motivation and challenge stressors. Furthermore, perceived organizational family support plays a crucial role in fostering family motivation, which mediates its positive impact on employee resilience. Based on these insights, we recommend that hotel and cruise ship companies cultivate resilient employees by reinforcing family motivation and implementing family-friendly practices.</div></div>","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103933"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142419591","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
This study investigated the relationship between strategic orientation, green innovation, the implementation of digital technology, and financial and non-financial performance. It has also considered the factors of green information proactiveness, transparency, and formality. The research was conducted in the Malaysian hotel industry, using data from 401 employees and 74 managers. Path analysis was performed using partial least squares structural equation modeling. The results indicated that a strategic orientation towards green innovation is positively correlated with green information proactiveness and transparency, that implementing digital technology is positively linked to green information proactiveness and transparency, that the formalization of green information positively impacts financial performance, that non-financial performance is influenced by both proactive and formal green information practices; and that the proactiveness, transparency, and formalization of green information act as mediators in the relationship between green innovation strategic orientation and financial performance. This research provides valuable insights to help the hotel industry move towards a more environmentally responsible and technologically prosperous future by examining these relationships.
{"title":"Measuring sustainable business performance in Malaysian hotels: The roles of green information, green innovation strategic orientation, and digital technology implementation","authors":"Ataul Karim Patwary , Cevat Tosun , Arshian Sharif , Noor Azizi Ismail , Abuelhassan Elshazly Abuelhassan","doi":"10.1016/j.ijhm.2024.103935","DOIUrl":"10.1016/j.ijhm.2024.103935","url":null,"abstract":"<div><div>This study investigated the relationship between strategic orientation, green innovation, the implementation of digital technology, and financial and non-financial performance. It has also considered the factors of green information proactiveness, transparency, and formality. The research was conducted in the Malaysian hotel industry, using data from 401 employees and 74 managers. Path analysis was performed using partial least squares structural equation modeling. The results indicated that a strategic orientation towards green innovation is positively correlated with green information proactiveness and transparency, that implementing digital technology is positively linked to green information proactiveness and transparency, that the formalization of green information positively impacts financial performance, that non-financial performance is influenced by both proactive and formal green information practices; and that the proactiveness, transparency, and formalization of green information act as mediators in the relationship between green innovation strategic orientation and financial performance. This research provides valuable insights to help the hotel industry move towards a more environmentally responsible and technologically prosperous future by examining these relationships.</div></div>","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103935"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142419589","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-10-01DOI: 10.1016/j.ijhm.2024.103942
Luqi Wang , Ye Chen , Yuanyi Xu , Zhibin Lin
The effectiveness of assertive advertising in the travel and hospitality industry remains unclear, despite its prevalence. This study investigates the role of customers' self-concept clarity (SCC) and brand perception in their response to assertive ads across various contexts, including hotels, restaurants, and tourism destinations. Five studies reveal that high-SCC customers prefer assertive ad messages, while low-SCC customers favor a gentler approach, as they seek to verify their self-concepts. Additionally, brand perception moderates this relationship: high-SCC customers prefer assertive ads for competent or neutral brands, while low-SCC customers prefer them for warm or neutral brands. These findings contribute to the understanding of advertising effectiveness in the travel and hospitality industry and provide valuable insights for marketers to develop targeted campaigns based on SCC and brand personality.
{"title":"Assertive or non-assertive? How self-concept clarity influences customers’ responses to advertising messages","authors":"Luqi Wang , Ye Chen , Yuanyi Xu , Zhibin Lin","doi":"10.1016/j.ijhm.2024.103942","DOIUrl":"10.1016/j.ijhm.2024.103942","url":null,"abstract":"<div><div>The effectiveness of assertive advertising in the travel and hospitality industry remains unclear, despite its prevalence. This study investigates the role of customers' self-concept clarity (SCC) and brand perception in their response to assertive ads across various contexts, including hotels, restaurants, and tourism destinations. Five studies reveal that high-SCC customers prefer assertive ad messages, while low-SCC customers favor a gentler approach, as they seek to verify their self-concepts. Additionally, brand perception moderates this relationship: high-SCC customers prefer assertive ads for competent or neutral brands, while low-SCC customers prefer them for warm or neutral brands. These findings contribute to the understanding of advertising effectiveness in the travel and hospitality industry and provide valuable insights for marketers to develop targeted campaigns based on SCC and brand personality.</div></div>","PeriodicalId":48444,"journal":{"name":"International Journal of Hospitality Management","volume":"123 ","pages":"Article 103942"},"PeriodicalIF":9.9,"publicationDate":"2024-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142358557","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"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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