What does literature say about hotel B2B sales: Ugly duckling or swan?
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Authors
Nienaber, Hester
McNeill, R.G.
Issue Date
2018
Type
Other
Language
en
Keywords
Hotel B-2-B sales; salesforce organization; top-line revenue; profitability; US
Alternative Title
Abstract
Digital disruption and structural sales and marketing transitions in both generic and hotel
industries demand serious rethinking. Purpose & Method: A synthesis review of current academic scholarship focusing on business-to-business (B-2-B) sales is presented. Findings: Academic research is limited. However, there are glimpses of an evolving inter- and intra-organizational integrated approach to hotel B-2-B sales. The literature depicts hotel B-2-B sales as a partially formed ugly duckling - unaware of its evolving beauty as a swan. Contribution: Better understanding is provided given the absence of a coherent, well-formed theory of hotel B-2-B sales. Limitations: Only papers in English are reviewed.
Description
Citation
McNeill, R.G. & Nienaber, H. 2018. What does literature say about hotel B2B sales: Ugly duckling or swan? Paper presented at the 8th Advances in Hospitality & Tourism Marketing and Management Conference, Bangkok, Thailand, June 25 – 29, 2018 (ISBN 978-0-9964244-3-1) (pp.99-113).
Publisher
Advances in Hospitality and Tourism Marketing and Management (AHTMM)