Boosting The Bottom Line Via Internet Sales—The Case of Conference Travel

Abstract

There is no doubt that the Internet has become one of the main channels of distribution for a variety of hospitality and tourism-related companies. Because of cost efficiency and ease of access, such electronic distribution channels often serve as useful tools for hospitality and tourism firms to boost their bottom line. This paper presents a case study of the use of Internet registration for conference travel. Using the 1999 annual Civil Affairs conference as a medium, this study ascertained the acceptance and utility of using the Internet for registration and informational purposes for a group of civil affairs officers. Findings reveal that computer usage and Internet access consumer patterns for the sampled travelers are distinctly different from other reported consumer usage profiles. As such, the importance of such electronic distribution channels for meeting planners is better understood.