Journal
JOURNAL OF HOSPITALITY & TOURISM RESEARCH
Volume 36, Issue 2, Pages 232-250Publisher
SAGE PUBLICATIONS INC
DOI: 10.1177/1096348011413589
Keywords
advanced booking; hotel revenue management
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The study proposes that deal-seeking travelers' perception of risk may have a dual and contradicting impact on expected utility and, consequently, on their propensity to search for a better deal and book the travel product. According to a traditionally utilitarian motivation, a high level of risk and the prospect of negative results reduce expected utility, and they are therefore likely to reduce search activities and increase booking. This study argues that, because of hedonic motivations, consumers may enjoy the risk elements of their search for a better deal and, consequently, may respond to higher levels of induced risk perception by increasing search activities and reducing booking. The study explains how this finding affects the way revenue-managing hotels, which seek to affect their customers' behavior by inducing risk perceptions, should adapt their strategies.
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