Journal
INTERNATIONAL JOURNAL OF HOSPITALITY MANAGEMENT
Volume 60, Issue -, Pages 33-41Publisher
ELSEVIER SCI LTD
DOI: 10.1016/j.ijhm.2016.09.012
Keywords
Airbnb; Online advertising; Power; Experimental design; Consumer behavior
Categories
Funding
- Marriott Foundation
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Social media such as Facebook are a rich source of consumer information; however, how to effectively use such big data remains a question. To that end, marketers need to develop personalized messages to enhance click-through rates and online purchases. This study explores online advertising strategies for an emerging lodging concept-Airbnb. Airbnb distinguishes itself from traditional hotels by offering guests a feeling at home (e.g., belongingness) and an atypical place to stay (e.g., uniqueness). In this research, we examine the interaction effect of advertising appeal (belongingness vs. uniqueness) and an individual's sense of power (low vs. high) on click-through intention and purchase intention. The findings suggest that powerless individuals respond more favorably to the belongingness appeal, whereas powerful individuals react more positively to the uniqueness appeal. Furthermore, results from a mediation analysis reveal that self-brand connection is the underlying mechanism that explains these effects. Managerial implications for hospitality marketers are discussed. (C) 2016 Elsevier Ltd. All rights reserved.
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