Redefining travel commerce: the Travelport perspective

2016 ◽  
Vol 8 (6) ◽  
pp. 699-704 ◽  
Author(s):  
António Loureiro
Keyword(s):  
Distribution System ◽  
Design Methodology ◽  
Information Sources ◽  
Innovative Technology ◽  
Business Travel ◽  
Content Type ◽  
Travel Industry ◽  
Corporate Travel ◽  
Business To Business ◽  
Official Information

Purpose This paper aims to explain how Travelport has responded to the trends and challenges of the travel industry by building a travel commerce platform. The platform facilitates travel commerce by connecting the world’s leading travel providers with online and offline travel buyers in a proprietary business-to-business travel marketplace. Design/methodology/approach The paper is based on information drawn from official information sources and relevant data from Travelport. Findings Travelport’s investments in unique airline merchandising capabilities, diverse hotel and car portfolio, innovative mobile and corporate travel technology and a pioneering payments solution positions it to service the world’s rapidly growing demand. Innovative technology enables access to branded fares and ancillary products from hundreds of different airlines, hotel properties, car rental products and much more. Originality/value This paper presents the perspective of a global distribution system (GDS) operator regarding trends and challenges affecting the travel industry and the transformation of traditional GDS to travel commerce platforms.

How technology is successfully transforming travel to better serve the ever–connected digital consumer

2017 ◽  
Vol 9 (6) ◽  
pp. 675-678 ◽  
Author(s):  
António Loureiro
Keyword(s):  
Distribution System ◽  
Design Methodology ◽  
Application Programming Interface ◽  
Business Travel ◽  
Content Type ◽  
Application Programming ◽  
Travel Industry ◽  
Business To Business ◽  
Official Information ◽  
Programming Interface

Purpose This paper aims to explain how Travelport has responded to the trends and challenges of the travel industry. The travel platform by Travelport facilitates travel commerce by connecting the world’s leading travel providers with online and offline travel buyers in a proprietary business-to-business travel marketplace. Design/methodology/approach The paper is based on information drawn from official information sources and relevant data from Travelport. Findings The key technology in play is the application programming interface (API). Driving travel performance is at the heart of Travelport’s mission, and the mobile-centric API encompasses the speed of search, relevancy of response and accuracy of data. Originality/value This paper presents the perspective of a global distribution system (GDS) operator regarding trends and challenges affecting the travel industry and the transformation of traditional GDS to travel commerce platforms.

Innovation and technology – the only answer for sustainable tourism growth

2019 ◽  
Vol 11 (6) ◽  
pp. 743-747
Author(s):  
António Loureiro
Keyword(s):  
Design Methodology ◽  
Information Sources ◽  
Sustainable Tourism ◽  
Technology Support ◽  
Content Type ◽  
Innovation And Technology ◽  
Societal Expectations ◽  
Official Information ◽  
Determinant Factor

Purpose This paper aims to explain how innovation can contribute to sustainable tourism growth, bearing in mind that tourism was never a factor of conflict but a factor and a sign of peace and prosperity. Design/methodology/approach The paper is based on information drawn from official information sources and relevant data from Travelport. Findings Sustainable tourism growth is unstoppable and is already a reality – proved by decades of permanent growth. Sustainable tourism growth is needed for economic, social, cultural, environmental and political reasons. A continued and sustainable tourism growth is possible with better management and the innovation and technology support. Originality/value Tourism performance in recent decades proves that tourism can meet societal expectations and demands at all levels and is a determinant factor of cultural interchange and an important pillar for peace and harmony between different nationalities.

scholarly journals Resource integration for co-creation between marketing agencies and clients

2018 ◽  
Vol 52 (5/6) ◽  
pp. 1329-1354 ◽  
Author(s):  
Tim Hughes ◽  
Mario Vafeas ◽  
Toni Hilton
Keyword(s):  
Relationship Marketing ◽  
Design Methodology ◽  
Resource Integration ◽  
Marketing Theory ◽  
Content Type ◽  
Integration Approach ◽  
Resource Enhancement ◽  
Operant Resources ◽  
Business To Business ◽  
Practical Implications

Purpose Resource integration is a central idea within service-dominant logic (S-D logic), but there has been little scholarly research on this aspect of theory. This paper aims to explore resource integration between marketing agencies and their clients. Design/methodology/approach In total, nine case studies have been developed using a dyadic approach of interviewing clients and members of their agency teams. This is followed-up with presentations and workshops with over 200 practitioners who validated the findings and added new perspectives. Findings The key operant resources in the client/agency context have been identified. The ways the operant resources of the actors developed during the course of resource integration, building potential resources for future co-creation are shown. The differing perspectives of the actors to each other’s contribution are highlighted. Research limitations/implications This study suggests that resource enhancement and development, as a result of integration, is important. For agency/client research, resource integration and development brings new perspectives complementing existing relationship approaches to research. The findings have implications for relationship marketing theory across business-to-business (B2B) contexts. Practical implications The findings suggest a resource integration approach that could be jointly addressed between agency and client in improving the way they work together. The discourse of co-creation suggests a way for them to talk about how to work together effectively. Suggestions are made for teaching. Originality/value This study develops the S-D logic theory through exploring resource enhancement and development in a B2B co-creation context. The dyadic nature of the research is novel in studying how marketing agencies and clients work together and new perspectives emerge from the approach.

Travelers’ preferences for peer-to-peer (P2P) accommodations and hotels

2017 ◽  
Vol 11 (4) ◽  
pp. 465-482 ◽  
Author(s):  
Cheri A. Young ◽  
David L. Corsun ◽  
Karen L. Xie
Keyword(s):  
Design Methodology ◽  
Peer To Peer ◽  
Influential Factors ◽  
Loyalty Programs ◽  
Business Travel ◽  
Content Type ◽  
Leisure Travel ◽  
Gift Cards ◽  
Security Price ◽  
Practical Implications

Purpose The purpose of this study was to investigate travelers’ preferences for peer-to-peer (P2P) accommodations or hotels when traveling for leisure or business purposes given the rise of P2P accommodations in the form of Airbnb, Vacation Rentals by Owners (VRBO) One Fine Stay, etc. Design/methodology/approach VRBO hosts in Denver, Colorado, USA provided contact information for 788 travelers who stayed with them over the prior three years. These travelers received an email survey and the opportunity to be entered in a drawing for one of three US$250 gift cards. Findings P2P usage was driven by leisure travel. The most influential factors in the choice of P2P over hotel were price, location, party size, dwelling size and trip length. When choosing a hotel for business travel, the influential factors were location, safety and security, price and knowing what one will receive in the way of facility and services. Research limitations/implications The external validity of the findings is limited as the study was conducted in one US city using travelers of only one P2P accommodations platform. Practical implications Hotels may want to leverage their loyalty programs and stress the importance of safety and security when traveling as a means of competing with P2P accommodations. Originality/value Given limited empirical research on P2P accommodations, this study provides an informative first look at the preferences and behaviors of travelers using P2P accommodations and points to a growing loyalty to P2P accommodations versus hotels in the leisure segment.

scholarly journals Where do we go from here? The future of B2B governance research

2019 ◽  
Vol 35 (4) ◽  
pp. 623-627
Author(s):  
Kenneth Henning Wathne ◽  
Øystein D. Fjeldstad
Keyword(s):  
Value Creation ◽  
Value Chain ◽  
Design Methodology ◽  
Institutional Environment ◽  
Value Chains ◽  
Exchange Relationships ◽  
Content Type ◽  
B2b Relationships ◽  
Business To Business ◽  
Future Business

Purpose This paper aims to identify promising areas for future business to business (B2B) governance research. Design/methodology/approach This paper uses a theoretical approach. Findings Most governance research in marketing is conducted within the context of value chains (Porter 1985). There are great opportunities for governance researchers in marketing to improve the understanding of B2B relationships in problem solving and networking services. Moreover, rapid innovations taking place in networking services are changing the institutional environment across all forms of value creation. This in turn impacts how the nature and governance of relationships in the broader economy are understood. Originality/value The literature on B2B relationship governance is primarily rooted in one particular form of value creation, namely, the “value chain” (Porter, 1985). The authors examine whether the current conceptualization of B2B relationship governance is equally applicable for firms that have a different value creation logic and therefore engage in exchange relationships that differ in their object of exchange.

scholarly journals Tell me more: how salespeople encourage customer disclosure

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jarkko Niemi ◽  
Ellen Bolman Pullins
Keyword(s):  
Qualitative Research ◽  
Conversation Analysis ◽  
Design Methodology ◽  
Customer Orientation ◽  
Customer Relationship ◽  
Content Type ◽  
Video Recordings ◽  
Unexplored Area ◽  
Business To Business ◽  
Exploration Phase

Purpose This paper aims to explore salesperson–customer interactions to identify actual behaviors that result in enhanced customer disclosure and classify them as disclosure tactics, and to explore whether certain tactics are more likely to lead to salesperson–customer relationship advancement. Design/methodology/approach This qualitative research uses conversation analysis to identify salesperson disclosure tactics that result in customer disclosure, using 12 video-recordings of authentic business-to-business initial sales meetings between a salesperson and customer. Findings Findings showed four disclosure tactics that salespeople use to get customers to disclose information: embedded expertise claims, tailored references, demonstrations of preparation and customer orientation and benevolence. These tactics appear more often and are executed differently in sales meetings that successfully advance. Originality/value The research addresses an unexplored area of specific salesperson behaviors and their connection to customer disclosure and relationship advancement in the exploration phase. Additionally, this fills a gap that cannot be addressed with traditional survey or interview data and brings conversation analysis to this particular area.

A framework to manage business-to-business branding strategies

2019 ◽  
Vol 14 (2) ◽  
pp. 110-122 ◽  
Author(s):  
Fabio Cassia ◽  
Francesca Magno
Keyword(s):  
Design Methodology ◽  
Specific Situation ◽  
Content Type ◽  
The Past ◽  
Branding Strategies ◽  
B2b Branding ◽  
Number Of Customers ◽  
The Relationship ◽  
Business To Business ◽  
Practical Implications

PurposeIn the past decades, a growing body of studies has assessed the importance of brands in business-to-business (B2B) markets. However, until date, a comprehensive understanding of B2B branding strategies is lacking. Hence, the purpose of this paper is to develop a framework to select and manage B2B branding strategies.Design/methodology/approachThis study’s arguments are developed in line with MacInnis’s (2011) guidelines on conceptual contributions in marketing.FindingsAs a result of the arguments of this study, a framework is developed to identify the relationships between the types of B2B contexts and effective B2B branding strategies.Research limitations/implicationsDespite deriving from an extensive analysis of the literature, the framework requires future empirical validation. Moreover, the relationship linking a supplier to its customer is unique, and hence, each supplier should carefully select a branding strategy depending on the specific situation.Practical implicationsThe suggested framework provides actionable insights to inform managers’ decisions about the most effective B2B strategy for their firm, based on the relational complexity (number of customers, intensity of co-production and co-creation, and dyadic vs multiple-actor view).Originality/valueThis is the first study to provide a comprehensive model of B2B branding strategies. Therefore, it contributes to both advance theoretical knowledge and managerial practice.

Meeting the needs of different business-to-business customers

2019 ◽  
Vol 35 (11) ◽  
pp. 21-23
Keyword(s):  
Design Methodology ◽  
Business Markets ◽  
Content Type ◽  
Branding Strategies ◽  
Customer Type ◽  
Pertinent Information ◽  
Business Customers ◽  
The Relationship ◽  
Business To Business ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Brands are playing an increasingly influential role in business-to-business markets. Suppliers can become better positioned to exploit the opportunities offered by devising and implementing branding strategies appropriate to the nature of the relationship with and requirements of each customer type. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

scholarly journals The use of social media in the B2B sales process: a meta synthesis

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Graziela Perretto Rodrigues ◽  
Adriana Roseli Wünsch Takahashi ◽  
Paulo Henrique Muller Henrique Prado
Keyword(s):  
Social Media ◽  
Design Methodology ◽  
Media Use ◽  
Theoretical Framework ◽  
Business Organizations ◽  
Social Media Use ◽  
Content Type ◽  
Sales Process ◽  
Use Of Social Media ◽  
Business To Business

Purpose The purpose of this study is to understand how business-to-business organizations use social media during the sales process. Design/methodology/approach The meta-synthesis steps methodology (Hoon, 2013) was applied. Findings This study presents a theoretical framework and contributes to improved understanding of how business can use social media in the sales process stages. The results allow identifying stages, discussing the integration between marketing and sales and generating benefits for the organization. Originality/value The proposed framework helps in understanding the previously performed fragmented studies. This study shows that social media use not only influences the sales process stages and increases the benefits to the business but also works as a mediator in the relation between sales process stages and identified benefits.

Brand-reseller representative relationship for enablement: a research agenda

2020 ◽  
Vol 23 (4) ◽  
pp. 679-695
Author(s):  
Suraksha Gupta ◽  
Len Tiu Wright
Keyword(s):  
Relationship Marketing ◽  
Design Methodology ◽  
Qualitative Methodology ◽  
Theory And Practice ◽  
Content Type ◽  
Emotional Aspect ◽  
Temporal Aspects ◽  
Research Questions ◽  
Business To Business ◽  
Practical Implications

Purpose The purpose of this study is to bring theories of branding and relationship marketing together under the lens of the brand manager and reseller relationship for integrating into a single paradigm. The conceptualization bridges a gap in theory and practice by explaining how a brand can be managed by brand managers building empathetic relationships with resellers and understanding their requirements. Design/methodology/approach It draws upon qualitative methodology and data collected from 12 business-to-business resellers for brands and 8 brand managers working for international brands in India. Findings Brand personified and represented in research questions investigated showed the enablement aspects of brand representatives in competitive reseller networks. Practical implications The findings of this study will be very useful for brand managers aiming to penetrate markets through individuals who could represent their brands to resellers. Social implications This study will help brand managers to create a stronger brand-reseller relationship marketing strategy by incorporating the emotional aspect of personification to benefit a socially driven relationship. Originality/value This study offers new insights into the temporal aspects of branding for business-to-business markets.

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