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Hospitality Marketing Management, Sixth Edition

August 2016, ©2017
Hospitality Marketing Management, Sixth Edition (EHEP003680) cover image

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Hospitality Marketing Management, 6th Edition
 explores marketing and themes unique to hospitality and tourism. The 6th edition presents many new ideas along with established marketing principles, exploring not only the foundations of marketing in the hospitality world but also new trends in the industry.
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Table of Contents

Preface

Acknowledgments

 

Chapter 1 Introduction to Hospitality Marketing

Introduction

The Marketing Mix

Services Marketing

Destionation Marketing

Service Trends Affecting the Hospitality and Tourism Industry

Case Study: Campus Center Hotel

Case Study: Location, Location, Location?

 

Chapter 2 The Marketing Environment and Sustainability

Introduction

The Marketing Environment

Sustainable Development

Managing for Sustainability

Case Study: Arizona Hotel Resort and Spa

Case Study: Bushwood Country Club

 

Chapter 3 Understanding the Behavior of Hospitality Consumers

Introduction

Factors that Influence Consumer Behavior

Consumer Decision-Making Model

Consumer Problem-Solving Processes

Consumer Problem-Solving Techniques

Organizational Buyer Behavior

Case Study: Spring Break Vacation

Case Study: Tempura Garden

 

Chapter 4 Market Segmentation and Positioning

Introduction

Segmentation Variables

Market Segmentation Decisions

Market Segmentation Strategies

Positioning the Product–Service Mix

Case Study: Destination Market Segments

Case Study: Segmenting and Positioning in the Cruise Industry

 

Chapter 5 Developing a Marketing Plan

Introduction

Marketing Plans

The Marketing Planning Process

Sales Forecasting

Case Study: Kilts and Ale

Case Study: Planning at the Westwind Resort

 

Chapter 6 Information for Marketing Decisions

Introduction

Sources of Marketing Information

The Marketing Research Process

Destination Research

Ethical Issues in Marketing Research

Case Study: The Biggest Loser Resort

Case Study: Bel Air Motel

Appendix: Data Collection and Sampling

 

Chapter 7 Pricing Strategy

Introduction

Factors that Affect Pricing Decisions

Broad Pricing Strategies

Pricing Techniques and Procedures

Segmented Pricing

Revenue Management

Pricing Law and Ethics

Case Study: Airline Pricing (Internet application)

Case Study: The Pasta Shack

 

Chapter 8 Developing New Products and Services

Introduction

Planning for New Products

Organizing for New Product Planning

New Product Development Process

Identifying Products and Services

Destination Product Development

Case Study: Product Development Dilemma at Rocco’s

Case Study: The Development of Seasons 52

 

Chapter 9 Managing Products and Services

Introduction

Product Life Cycle

Developing Strategies using the Product Life Cycle

Resource Allocation Models and Applications

Managing in the Service Environment

Techniques to Assess Customer Satisfaction

Case Study: Starbucks Coffee

Case Study: Service Quality at the Excelsior Hotel

 

Chapter 10 Distribution and Supply Chain Management

Introduction

Distribution Strategy

Franchising

Case Study: Ice Cream Heaven

Case Study: The Wing Shack

 

Chapter 11 Electronic Commerce

Introduction

The Scope of Electronic Commerce

Electronic Commerce Strategy

Internet Strategies

Case Study 1: Hospitality and Tourism Web Site Analysis

Case Study 2: Electronic Commerce Strategy at Malone Golf Club

Appendix:  Web Site Evaluation Sheet

 

Chapter 12 Integrated Marketing Communications

Introduction

Managing the Promotional Mix

Managing the Advertising Function

Planning and Evaluating Advertising Campaigns

Criticisms of Advertising

Case Study: The Glen Pub

Case Study: Mr. C’s Sandwich Shoppes

 

Chapter 13 Advertising and Social Media

Introduction

Developing Media Plans

Print Media

Broadcast Media

Direct Mail

Support Media

Social Media

Case Study: Social Media Use by Restaurants

Case Study: Advertising Decisions for the Alexandria Inn

 

Chapter 14 Sales Promotions and Public Relations

Introduction

Sales Promotions

Merchandising

Public Relations

Case Study: Restaurant Sales Promotions

Case Study: Promotion at Princess Suites

 

Chapter 15 Personal Selling

Introduction

Selling to Group Markets

The Personal Selling Process

Personal Selling Tools

Ethical Issues in Personal Selling

Case Study: College Sports Team (Role Play)

Case Study: Atlantis Resort

 

Glossary

 

Index

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New To This Edition

  • New Chapter 2, on the marketing environment and sustainability. In keeping with current industry trends, a new chapter has been written to combine the components of the external marketing environment and sustainability practices in hospitality and tourism.
  • More coverage of the Internet and technology. In this edition, the added coverage of the Internet and technology was continued, including a section on social media under advertising and promotion.
  • More coverage of the tourism industry within each chapter. The book now covers destination marketing in the introduction chapter, the information systems for marketing decisions chapter, the new product development chapter, the product management chapter, and the sales promotions and public relations chapter.  In addition, there are new cases related to tourism.
  • More coverage of international marketing. The importance of a global economy directly affects the hospitality and tourism industry. As in past editions, an effort was made to provide more international examples and references throughout the book to illustrate this trend.
  • New case studies. Fourteen new case studies were added to this edition, and each chapter now contains two case studies.
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The Wiley Advantage

  • Takes an applied approach to exploring the foundations of marketing in the hospitality industry and its unique themes.
  • Explores the rapidly evolving world of ecommerce and its impact on hospitality marketing.
  • Provides insight into consumer behavior and how firms can segment markets and target customers.
  • Identifies strategies for promotion in the hospitality industry.
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Instructors Resources
Wiley Instructor Companion Site
Instructor's Manual
Offers chapter outlines, answers to end of chapter questions, and more!
PowerPoint Presentations
Our PowerPoint™ presentations contain a combination of key concepts allowing you to illustrate important topics with images, figures, and problems from the textbook.
Test Bank
Test your students’ comprehension with this digital collection of multiple-choice and true/false questions.
Case Studies
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Students Resources
Wiley Student Companion Site
PowerPoint Presentations
Our PowerPoint™ presentations contain a combination of key concepts allowing you to illustrate important topics with images, figures, and problems from the textbook.
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Purchase Options
Wiley E-Text   
Hospitality Marketing Management, 6th Edition
ISBN : 978-1-119-19512-2
384 pages
August 2016, ©2017
$48.00   BUY

Paperback   
Hospitality Marketing Management, 6th Edition
ISBN : 978-1-118-98895-4
384 pages
August 2016, ©2017
$142.95   BUY

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