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| Author: | Medina-Munoz, D. R. Garcia-Falcon, J. M. Medina-Munoz, R. D. |
| Title: | Building the Valuable Connection: Hotels and Travel Agents |
| Journal: | Cornell Hotel and Restaurant Administration Quarterly
2002 : VOL. 43:3, p. 46-52 |
| Index terms: | HOTEL AND CATERING INDUSTRY TRAVEL AGENTS ANALYTICAL REVIEW |
| Language: | eng |
| Abstract: | An examination of the relationship between 103 U.S.- based hotel companies and ten international travel agencies found that the hoteliers are generally satisfied with that relationship, although they see room for improvement. This study took into account only the hoteliers' view of the relationship (by surveying corporate vice presidents of marketing). Although the hoteliers considered their relationships with the agencies to be reasonably successful, they would like to see more sales coming from the agency partners, and they identified marketing support as an area that needs more attention. The relationship between a hotel company and a travel agent seems to work best when the two conduct substantial business together. |
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