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Strategic consumer behavior in online hotel booking

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  • Masiero, Lorenzo
  • Viglia, Giampaolo
  • Nieto-Garcia, Marta

Abstract

This study investigates strategic consumer behavior in online hotel booking. Free cancellation policies enable consumers to rebook the hotel room at a later time should the price drop prior to the date of stay. A discrete choice experiment is used to infer consumer preferences for free cancellation and non-refundable rates under different scenarios. The study also examines the moderating role of the risk attitude of consumers. Risk-seeking consumers show preference for a free cancellation rate that increases with the availability of an automatic rebooking service. Although a higher booking window increases the utility of the free cancellation rate, such impact decreases as risk propensity increases. The identification of four distinct consumer segments provides clear implications for industry practitioners.

Suggested Citation

  • Masiero, Lorenzo & Viglia, Giampaolo & Nieto-Garcia, Marta, 2020. "Strategic consumer behavior in online hotel booking," Annals of Tourism Research, Elsevier, vol. 83(C).
    • Handle: RePEc:eee:anture:v:83:y:2020:i:c:s0160738320300918
    DOI: 10.1016/j.annals.2020.102947
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    2. Yisak Jang & Li Miao & Chih-Chien Chen, 2023. "Book now, pay later: the effects of delays in payments and temporal distance on consumers’ perceptions and purchase intention," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 22(5), pages 374-384, October.
    3. Martin Petricek & Stepan Chalupa & Karel Chadt, 2020. "Identification of Consumer Behavior Based on Price Elasticity: A Case Study of the Prague Market of Accommodation Services," Sustainability, MDPI, vol. 12(22), pages 1-14, November.
    4. Alderighi, Marco & Nava, Consuelo R. & Calabrese, Matteo & Christille, Jean-Marc & Salvemini, Chiara B., 2022. "Consumer perception of price fairness and dynamic pricing: Evidence from Booking.com," Journal of Business Research, Elsevier, vol. 145(C), pages 769-783.
    5. Shuqair, Saleh & Costa Pinto, Diego & Cruz-Jesus, Frederico & Mattila, Anna S. & da Fonseca Guerreiro, Patricia & Kam Fung So, Kevin, 2022. "Can customer relationships backfire? How relationship norms shape moral obligation in cancelation behavior," Journal of Business Research, Elsevier, vol. 151(C), pages 463-472.
    6. Pantano, Eleonora & Dennis, Charles & De Pietro, Michela, 2021. "Shopping centers revisited: The interplay between consumers’ spontaneous online communications and retail planning," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    7. Francesco Angelini & Paolo Figini & Veronica Leoni, 2024. "High tide, low price? Flooding alerts and hotel prices in Venice," Tourism Economics, , vol. 30(4), pages 876-899, June.

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