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Latent segmentation in business-to-business based on information and communication technology and relationship variables

Author

Listed:
  • Maria Fuentes-Blasco

    (Pablo de Olavide University, Spain)

  • Beatriz Moliner-Velázquez

    (University of Valencia, Spain)

  • Irene Gil-Saura

    (University of Valencia, Spain)

Abstract

Our work is focused on the segmentation analysis in the Spanish tourist industry. Using a sample of travel agencies who evaluated the relationship with their main supplier (relationship value, relationship benefits and perceived information and communication technologies (ICTs) use), we attempt to examine the utility of these variables as specific and subjective segmentation criteria for identifying heterogeneous groups. The estimation of a finite mixture model suggests that these bases are able to discriminate firms into six latent classes with different levels of ICT use and relationship variables. The novelty in this work lies in the application of latent segmentation methodology and the simultaneous use of bases associated with ICT and relationship variables in business-to-business tourism.

Suggested Citation

  • Maria Fuentes-Blasco & Beatriz Moliner-Velázquez & Irene Gil-Saura, 2017. "Latent segmentation in business-to-business based on information and communication technology and relationship variables," Tourism Economics, , vol. 23(2), pages 460-468, March.
    • Handle: RePEc:sae:toueco:v:23:y:2017:i:2:p:460-468
    DOI: 10.1177/1354816616654829
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    References listed on IDEAS

    as
    1. Wolfgang Ulaga & Andreas Eggert, 2006. "Relationship value and relationship quality: Broadening the nomological network of business-to-business relationships," Post-Print hal-00482522, HAL.
    2. Jesús T. Pastor & Francisco J. Del Campo & Fernando Vidal & Diego Pastor, 2014. "Research Note: Efficiency in Attracting Tourists via the Web — An Application to the Mediterranean Countries," Tourism Economics, , vol. 20(1), pages 195-202, February.
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    Cited by:

    1. Marko Sarstedt & Christian M Ringle & Jun-Hwa Cheah & Hiram Ting & Ovidiu I Moisescu & Lacramioara Radomir, 2020. "Structural model robustness checks in PLS-SEM," Tourism Economics, , vol. 26(4), pages 531-554, June.

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