Personal Selling, Sales Promotion, and Intention Revisit: The Mediating Role of Reputation

Kadir, Abdul; Ridjal, Syamsul; Sjahruddin, Herman

doi:10.24018/ejbmr.2020.5.6.645

Cited by 4 publications

(8 citation statements)

References 4 publications

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“…Figure 3 below presents the geographical contexts where empirical studies were conducted. We found that most of the empirical research was carried out in Indonesia (n 5 12) (Afriani and Sugiarto, 2020;Alwi et al, 2022;Azis et al, 2020;Bustan and Setiawan, 2021;Kadir et al, 2020;Lemy et al, 2020;Pinem et al, 2021;Sianipar et al, 2021;Sihotang and Sukaatmadja, 2021;Sitinjak et al, 2021;Sukaatmadja et al, 2022;Zainuddin et al, 2022). After that, 7 studies were based on the data collected from China (Agyeiwaah et al, 2021;Cai et al, 2021a;Han et al, 2021;Hu and Xu, 2021;Jiang et al, 2022;Riestyaningrum et al, 2020;Zeng and Li, 2021) followed by the Malaysia (n 5 5) (Ahmad et al, 2021a, b;Hanafiah et al, 2021;Ramli et al, 2021;Tiam Chin et al, 2021) and India (n 5 4) (Gupta et al, 2021;Kour et al, 2021;Rather, 2021a, b) and in Korea (n 5 4) (Shin et al, 2022;Sinha and Nair, 2021;Yoo et al, 2022;Yu et al, 2021).…”

Section: Resultsmentioning

confidence: 99%

“…Despite these generic natures of personal variables, there are some context-specific variables that are also studied about in tourist future travel behavior. Previous studies found that customer brand engagement, personal selling, emotion regulation ability, motivation, customer brand engagement, tourist happiness, perceived value, actual self-congruity, ideal self-congruity, e-WOM quantity, epistemic value has a positive effect on tourist revisit intention towards the destination during COVID-19 (Afriani and Sugiarto, 2020;Cifci, 2021;Ramli et al, 2021;Hu and Xu, 2021;Kadir et al, 2020;Ladiwala et al, 2021;Pinem et al, 2021;Rather, 2021a, b;Yu et al, 2021). A recent study found that Push motivation and pull motivation have a significant positive effect by revisiting intention (Sukaatmadja et al, 2022).…”

Section: Theoretical Perspectivesmentioning

confidence: 98%

“…Our study considers the factors as drivers of tourist behavior. Furthermore, positive drivers of tourist behavior see below in Similarly, destination reputation and destination social responsibility is also found to have a positive relationship with revisit intention (Hassan and Soliman, 2021;Kadir et al, 2020). Among all the above, destination reputation-related variables have been studied in two studies (Hassan and Soliman, 2021;Kadir et al, 2020).…”

Section: Theoretical Perspectivesmentioning

confidence: 98%

“…Furthermore, positive drivers of tourist behavior see below in Similarly, destination reputation and destination social responsibility is also found to have a positive relationship with revisit intention (Hassan and Soliman, 2021;Kadir et al, 2020). Among all the above, destination reputation-related variables have been studied in two studies (Hassan and Soliman, 2021;Kadir et al, 2020). Moreover, a study found that Smart tourism technologies, Tourism public health service quality (TPHSQ), tourists' trust positively affect Tourist destination loyalty (Ahmad et al, 2020b(Ahmad et al, , 2021aAzis et al, 2020;Han et al, 2021).…”

Section: Theoretical Perspectivesmentioning

confidence: 99%

“…Moreover, destination-related factors are those factors that enhance tourists to visit or revisit the destination in this pandemic situation. For example, general sale promotion, perceived trust, tourist attraction, service quality, demographic characteristics, destination image, destination attachment, attractiveness, accommodation on service, airport service quality, innovative measures, staff-and traveler-related measures, sanitization and logistics operations positive perception or impressions of a destination is likely to mold the decision in destination's favor to revisit destination(Cifci, 2021;Hassan and Soliman, 2021;Kadir et al, 2020;Kour et al, 2021;Pinem et al, 2021;Ramli et al, 2021;Sianipar et al, 2021;Sihotang and Sukaatmadja, 2021).…”

mentioning

confidence: 99%

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Drivers and barriers of travel behaviors during and post COVID-19 pandemic: a systematic literature review and future agenda

Ahmad

Harun²,

Khizar³

et al. 2022

JTF

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PurposeThe purpose of this study is to examine the drivers and barriers of travel behavior associated with tourist behavior during/post-COVID-19 pandemic to provide a knowledge base as well as an agenda for future research.Design/methodology/approachThe authors utilized the Systematic Literature Review (SLR) technique for searching the articles published in Web of Science (WOS) and Scopus, to identify the main drivers and barriers affecting the tourist behavior during/post-COVID-19 pandemic. Eventually, 47 articles were chosen for the final analysis.FindingsThe findings are reported in three sections, (1) quantitative research profile, (2) qualitative synthesis and (3) future agenda. This study addresses the nuanced questions regarding the significant change in tourist travel behavior, emotional dynamics and a detailed understanding of mechanisms, such as which drivers and barriers affect tourist behavior in a particular destination. Drivers and barriers to tourist travel behavior were characterized in personal-related, destination-related, and health-related factors. Moreover, this study provides thought-provoking ideas in theory, policy and practice in the field of tourism and hospitality.Research limitations/implicationsThis study has three limitations, as follows. First, the authors searched only two databases, Scopus and Web of Science, due to which the authors might be missing some related studies existing on the other databases. Although these databases provide an extensive range of academic literature, further studies could extend the data collection from the other databases (e.g. via Taylor & Francis). However, our systematic literature review (SLR) coverage is quite extensive, since journals are listed on these three main databases. Second, the authors followed a main study search protocol based on the synonyms and related keywords, however, some of the studies that may be related to the tourist behavior towards the destination are missing on account of the lack of our keywords in there, title, author, keyword and abstract. Furthermore, future research could endeavor to add other keywords to expand the results of studies. Third, although the accurate analysis was conducted to reduce subjectivity in identifying themes for drivers and barriers of tourist behavior, future studies on categorization could work to ensure that other sub-themes categorize.Practical implicationsThe recent study has some key practical implications. First, this study is valuable for all the stakeholders in a unique way, including destination managers, academicians and policymakers, because it provides insight into barriers and drivers that influence the development of tourist behavior towards the destination. Second, the current study also offers practical implications for people involved in tourism service industries including governments and private businesses. Policymakers and other leaders are increasingly interested in harnessing the economic potential of tourism. Therefore, identifying the barrier which is inhibiting the tourist traffic towards the destination is beneficial to understand and effectively develop strategies to minimize the effect of such factors. Moreover, drivers and barriers of tourist behavior towards the destination in the COVID-19 pandemic situation towards the destination may help to create a framework for the development of destinations according to the current vulnerable situation. Third, current findings suggest that tourism marketers understand the drivers and barrier constructs found in this study and tailor their marketing strategies for attracting existing and new tourists. For instance, marketers should understand the drivers and barriers of tourist behavior for effective strategy development to increase the positive effect of drivers and to reduce the negative effect of barriers.Originality/valueThis is the first systematic literature review on the impact of drivers and barriers of tourist travel behavior. This paper analyses the methods and approaches that have been used in the previous literature to examine the drivers and barriers of tourist travel behavior. The paper ends with the research implication and limitations of the studies.

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Section: Resultsmentioning

confidence: 99%

Section: Theoretical Perspectivesmentioning

confidence: 98%

Section: Theoretical Perspectivesmentioning

confidence: 98%

Section: Theoretical Perspectivesmentioning

confidence: 99%

mentioning

confidence: 99%

See 3 more Smart Citations

Drivers and barriers of travel behaviors during and post COVID-19 pandemic: a systematic literature review and future agenda

Ahmad

Harun²,

Khizar³

et al. 2022

JTF

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The impact of marketing mix on the adoption of clothes rental and swapping in collaborative consumption

Ramtiyal,

Johari,

Vijayvargy

et al. 2023

JGOSS

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Purpose The purpose of this study is to examine the impact of the shift towards a circular economy and marketing strategies on the collaborative purchasing behaviour of consumers in India. The study uses the theory of planned behaviour (TPB) and the marketing mix to understand the factors affecting a consumer’s intention to participate in collaborative consumption (CC). Design/methodology/approach A Web-based survey was conducted, and 349 valid responses were analysed using AMOS (Analysis of Moment Structures) structural equation modelling. The study emphasised the impact of price, promotion and perceived behaviour control on CC and provided direction and advice for companies that rent and swap apparel. Findings According to the study, promotion and perceived behaviour control are the two key characteristics that significantly impact a consumer’s willingness to participate in CC in India. The study also found that perceived behaviour control plays a significant direct role in behavioural usage. These findings emphasise the impact of price, promotion and perceived behaviour control on CC and offer direction and advice for companies that rent and swap apparel. Research limitations/implications This article can be used to evaluate the business in different countries and can be developed further. It does, however, have some restrictions. Because most respondents are from northern and central India, in addition, some respondents are from the southwestern and southern regions, especially in the Mumbai and Chennai locales. Hence, the geographical sample was not diverse in terms of demographics. Furthermore, the gender identity of the respondents might essentially affect how the authors interpret customer buying behaviour, but the study missed this. Researchers could enhance this by using various sampling techniques and ensuring that other demographic characteristics are considered in the future. Furthermore, the survey could not distinguish between online and in-person transactions. Practical implications The study provides practical advice for companies that rent and swap apparel, emphasising the impact of price, promotion and perceived behaviour control on consumer willingness to participate in CC. The findings suggest that companies can improve consumer participation by focusing on promotion and perceived behaviour control. In addition, the significance of perceived behaviour control on behavioural usage highlights the importance of empowering consumers to control their decisions to participate in CC. Originality/value To the best of the authors’ knowledge, this study is one of the first to examine the factors influencing consumer willingness to participate in CC in the context of the shift towards a circular economy in India. By examining the impact of the TPB and the marketing mix on consumer intention, the study provides valuable insights for companies that rent and swap apparel. The findings highlight the importance of promotion and perceived behaviour control in shaping consumer behaviour and provide practical direction for companies to promote and market their products effectively. The study adds to the existing knowledge on the circular economy and the role of CC in reducing waste and promoting sustainability.

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Mobile Augmented Reality as E-Promotion to Attract Tourists’ Awareness and Intention to Visit Halal Destinations

IDRIS,

HERDIANI,

ADI

et al. 2023

GTG

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This study aims to examine the relationship between mobile augmented reality, promotion-mix elements, destination awareness, and intention to visit halal destinations. By using explanatory research, questionnaires were distributed online (Google form) and offline to tourists visiting Karimunjawa, Indonesia. A total of 110 tourists participated in this study. Data were analyzed using the Partial Least Square-structural equation model. This study found that mobile augmented reality had no positive and significant effect on destination awareness and intention to visit halal destinations. Thus, Augmented reality has not been able to become an important factor in destination awareness and intention to visit halal destinations. Conversely, destination awareness has a positive and significant effect on the intention to visit halal destinations. Then, promotion-mix elements (PME) also have a positive and significant influence on destination awareness and intention to visit halal destinations. This study also found that destination awareness can mediate the relationship between promotion-mix elements and intention to visit halal destinations. Theoretical and empirical implications are also highlighted in this study.

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Personal Selling, Sales Promotion, and Intention Revisit: The Mediating Role of Reputation

Cited by 4 publications

References 4 publications

Drivers and barriers of travel behaviors during and post COVID-19 pandemic: a systematic literature review and future agenda

Drivers and barriers of travel behaviors during and post COVID-19 pandemic: a systematic literature review and future agenda

The impact of marketing mix on the adoption of clothes rental and swapping in collaborative consumption

Mobile Augmented Reality as E-Promotion to Attract Tourists’ Awareness and Intention to Visit Halal Destinations

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