Institutional Repository
What does literature say about hotel B2B sales: Ugly duckling or swan?
JavaScript is disabled for your browser. Some features of this site may not work without it.
| dc.contributor.author | Nienaber, Hester
|
|
| dc.contributor.author | McNeill, R.G.
|
|
| dc.date.accessioned | 2018-07-24T11:35:57Z | |
| dc.date.available | 2018-07-24T11:35:57Z | |
| dc.date.issued | 2018 | |
| dc.identifier.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). | en |
| dc.identifier.isbn | 978-0-9964244-3-1 | |
| dc.identifier.uri | http://hdl.handle.net/10500/24491 | |
| dc.description.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. | en |
| dc.language.iso | en | en |
| dc.publisher | Advances in Hospitality and Tourism Marketing and Management (AHTMM) | en |
| dc.subject | Hotel B-2-B sales; salesforce organization; top-line revenue; profitability; US | en |
| dc.title | What does literature say about hotel B2B sales: Ugly duckling or swan? | en |
| dc.type | Other | en |
| dc.description.department | Operations Management | en |
