Exploring the negotiation thesis application among ski resort tourists: a segmentation approach

Vassiliadis, Chris A., Bellou, Victoria, Priporas, Constantinos-Vasilios ORCID: https://orcid.org/0000-0003-1061-4279 and Andronikidis, Andreas (2018) Exploring the negotiation thesis application among ski resort tourists: a segmentation approach. Journal of Hospitality & Tourism Research, 42 (5) . pp. 716-739. ISSN 1096-3480 [Article] (doi:10.1177/1096348015597030)

PDF (Article) - Final accepted version (with author's formatting)
Download (555kB) | Preview


The negotiation thesis offers a framework for understanding the participation decision making of tourists. Unlike previous studies that investigate the causal relationship between constraints and tourists’ revisit intention, this study identified distinct segments of ski tourist based on the relative strength of constraints experienced and then investigated their decision-making process across a sample of 1,348 tourists of ski resorts. Chi-Squared Automated Interaction Detection (CHAID) analysis revealed that the decision making process regarding intention to revisit a ski destination varies between highly versus less constrained ski tourists, indicating different relative strengths of interpersonal, intrapersonal and structural constraints and different interactions among them when predicting revisit intention. On a practical basis, albeit the vast majority of participants were willing to repeat its visit, we offer customized per segment recommendations on increasing frequency of visitation and spending levels.

Item Type: Article
Additional Information: Published online before print July 30 2015
Research Areas: A. > Business School > Marketing, Branding and Tourism
Item ID: 17516
Notes on copyright: Chris A. Vassiliadis, Victoria Bellou, Constantinos-Vasilios Priporas, Andreas Andronikidis, Exploring the Negotiation Thesis Application Among Ski Resort Tourists, Journal of Hospitality & Tourism Research, 42(5), 716–739. Copyright © 2015 The Authors. DOI: https://doi.org/10.1177/1096348015597030. Reprinted by permission of SAGE Publications.
Useful Links:
Depositing User: Costas Priporas
Date Deposited: 11 Sep 2015 10:37
Last Modified: 06 Feb 2021 00:49
URI: https://eprints.mdx.ac.uk/id/eprint/17516

Actions (login required)

View Item View Item

Full text downloads (NB count will be zero if no full text documents are attached to the record)

Downloads per month over the past year