“Total Attractiveness” for Consumer in advanced D.D.-B.B. Systemic Marketing in Tourism Management
Journal of Investment and Management
Volume 4, Issue 1-1, February 2015, Pages: 23-29
Received: Dec. 17, 2014; Accepted: Dec. 18, 2014; Published: Dec. 30, 2014
Views 2972      Downloads 141
Alberto Marino, Department of Management Science, Economics and Quantitative Methods, University of Bergamo, Bergamo, Italy
Article Tools
Follow on us
Part of literature and practice in tourism destination (Management) often consider (in case of weak marketing point of view) a too restrictive interpretation and implementation of (destination) “attractiveness”. This is a paradox. Frequently attractiveness in tourist destination management only means natural and intrinsic appeal of a destination, site or locus or similar. In important btoc fields, management and systemic marketing enlarge significance/contents of (complete) “attractiveness” (for the consumer-final client ). Also tourist destination management, rarely completely oriented to consumer (person-consumer), must reduce gap in implementation of real comprehensive, entire attractiveness (for consumer in btoc tourism). This paper also indicates how to apply to tourist destination management “complete” and impacting attractiveness, with really systemic marketing proposed by the author and gradually activated by outstanding firms also in Italy. So, this paper that enlarges “attractiveness” (for consumers) word , like occurs in other btoc fields, focalizes new kind of systemic marketing concepts and approaches, to increase impact of really comprehensive destination attractiveness (for consumer-final client ) not only using web. Also, this paper with neologisms , emphasizes how enlarged “attractiveness”(for consumers) can ameliorate (in btoc tourism management) multiple systemic “differentiation” by a lot of important (systemic) marketing topics, now including neologisms like: bunch, blend, propositioning, and so on, referring to single or aggregate of single advanced systemic marketing. Looking to unrestricted attractiveness, this paper proposes a shift from “natural” limited attractiveness to a real whole attractiveness, involving so called “persumer” (person-consumer) and it presents a new related concepts and a (called D.D.-B.B.) multi polyhedric systemic marketing approach to ameliorate impact on consumer (in btoc Tourism Management). To catch other opportunities referring to so called “external valorization”, (multi-polyhedric) S.A.W.A or “Systemic Articulated Whole Attractiveness”, activates polyhedric, strong “mixtures” (including experiential marketing), bunch and blend and other concepts impacting on “Whole Multiple Systemic Differentiation” related to a complete attractiveness. This includes effects of propositioning to positioning not only brand or normal packages in tourism. This paper proposes various possible innovations in words and emphasizes how various new attractiveness (of a specific whole firm) for the consumer-customer depends also on aggregating single (multi-articulated ) advanced systemic marketing into D.D. (new articulated and consumer oriented D.O., part of a new DOM) , to get (through B.B.) more and really excellent results by comprehensive, whole differentiation (not only of intrinsic site-destination) also sprung from “new” complete Attractiveness (to the consumer- final client).
Attractiveness for the Consumer, “Destinator” (Neologism), Persumer (Neologism), New Innovative Marketing Concepts, Blend, Bunch, D.D.-B.B Systemic Marketing Approach
To cite this article
Alberto Marino, “Total Attractiveness” for Consumer in advanced D.D.-B.B. Systemic Marketing in Tourism Management, Journal of Investment and Management. Special Issue: Attractiveness and Governance of Tourist Destinations. Vol. 4, No. 1-1, 2015, pp. 23-29. doi: 10.11648/j.jim.s.2015040101.14
G.M. Golinelli, “Viable System Approach (VSA). Governing Business Dynamics”. Padova: CEDAM, 2010.
D. Buhalis, “Marketing the competitive destination in the future”, Tourism Management, Vol. 21, No. 1, 2000, pp. 97-116.
D. Das Gupta, Tourism Marketing, New Dehli: Dorling Kindersley, 2011.
J. Bowen, and S. Shoemaker, “Loyalty: a strategic commitment”, Cornell Hotel and Restaurant and Administration Quarterly, Vol. 39, No. 1, 1998, pp.12-25
C.H. Lovelock, and J. Wirtz, Services Marketing, 7th Edition. Upper Saddle River: Prentice Hall, 2011.
R. Normann, Service Management, 2nd Edition. Chichester, UK: John Wiley & Sons, 1991.
J. Carlzon, Moments of Truth. Cambridge, Ma: Ballinger, 1987.
M.D. Johnson, and A. Gustafsson, Competing in a Service Economy. San Francisco: Jossey-Bass, 2003.
J. Lovett, Social Media Metrics Secrets, Indianapolis: Wiley, 2011.
S .Lee, LAGarrow,JA Higbie,K.P Keskinscak and D.KoushiK, “Do you really know who your customers are?”, Journal of Revenue and Pricing Management, Vol 10, No 1, pp.73-86, 2011)
J.M. Riddell, “Adopting a customer view”, Journal of Revenue and Pricing Management, Vol. 5, No 2, 2011, pp 167-179.
K.V. Rohlfs, and S.E. Kimes, “Customers’ Perceptions of best available hotel rates”, Cornell Hotel and Restaurant Administration Quarterly, Vol. 48, No 2, pp. 151-162, 2007.
D.E Severt, and P.D. Rompf, “Consumers’ perceptions of fairness and the resultant effect on customer satisfaction, Journal of Hospitality Marketing & Management, Vol. 15, No. 1, 2006, pp.101-121.
D. Shapiro, X. Shi, “Market segmentation: the role of opaque travel agencies”, Journal of Economics & Management Strategy, Vol 17, No. 4, 2008, pp. 803-837.
B. Vinod, ”The continuing evolution: Customer-centric revenue management”, Journal of Revenue and Pricing Management, Vol. 7, No. 1, 2008, pp. 27-39.
C. H. Gearing, and W.W. Swart,“Establishing a measure of touristic attractiveness”, Journal of Travel Research, Vol. 12, No. 4, pp 1-8, 1974.
T. von Martens, and A. Hilbert,”Customer-value-based revenue management”, Journal of Revenue and Pricing Management, Vol. 10 , No. 1, pp. 87-97, 2011.
J.D. Neal, D. Gursay, ”A multifaceted analysis of tourism satisfaction”, Journal of Travel Research, Vol. 47, No1, 2008, pp 53-62.
E. Gummesson, Total Relationship Marketing. Oxford: Butterworth-Heinemann-Elsevier, 2002.
F. Pollice, and F. Spagnuolo, “Attrattività e sostenibilità: una lettura congiunta per lo sviluppo turistico locale”, Turismo e Psicologia, No. 2, 2009, pp. 57-79.
J.P. Valls, J .Sureda, and G. Valls-Tuñon, “Attractiveness analysis of European tourist cities”, Journal of Travel & Tourism Marketing, Vol. 31, No. 2, 2014, pp. 178-194.
N.I. Danko, and H.V Dovhal, “Creation of the tourist cluster as a way of increase of investment attractiveness of a region”, Problems of Economy, Vol. 4, No. 2, 2013, pp. 212-218.
S. Formica, and M. Uysal, “Destination attractiveness based on supply and demand evaluations: an analytical framework.”, Journal of Travel Research, Vol. 44, No. 4, 2006, pp. 418-430.
S.F. Philipp, and F. Steven, “Racial differences in the perceived attractiveness of tourism destinations, interests, and...”, Journal of Leisure Research , Vol. 25, No. 3, 1993, pp. 279- 290.
Y. Hu, S. Ritchie, and J.R. Brent, “Measuring destination attractiveness: A contextual approach.”, Journal of Travel Research, Vol. 32, No. 2, 1993, p. 25.
S. Vengesayi, A Conceptual Model of Tourism Destination Competitiveness and Attractiveness, University of South Australia, 2003.
C. E. Gearing, W.W. Swart, and T. Var ,“Establishing a measure of touristic attractiveness”, Journal of Travel Research, Vol. 12, No. 4 , 1974, pp. 1-8.
L. Andries van der Ark, and G. Richards, “Attractiveness of cultural activities in European cities: A latent class approach”, Tourism Management, Vol. 27, No. 6, 2006, pp 1408–1413.
S. Masson, and R. Petiot, “Can the high speed rail reinforce tourism attractiveness? The case of the high speed rail between Perpignan (France) and Barcelona (Spain)”, Technovation, Vol. 29, No. 9, 2009, pp. 611–617.
M.F. Cracolici, and P. Nijkamp, “The attractiveness and competitiveness of tourist destinations: A study of Southern Italian regions”, Tourism Management, Vol. 30, No. 3, 2009, pp 336–344.
H.H. Wang, "Traveling attraction analysis and theoretical model", Science, Economy, Society, Vol. 21, No. 4, 2003, pp. 44-47.
Q. Li, G..N. Sun, and Y.F. Han, "matrix analysis of inbound tourism resources and location attraction of 31 provinces of China," Journal of Arid Land Resources and Environment, Vol. 22, No. 5 2009, ,pp. 101-106.
L. Vaughan, and G. Wu, "Links to commercial websites as a source of business information", Scientometrics, Vol. 60, No. 3, 2004, pp.487-496.
R. Baggio, M.A. Corigliano, and V. Tallinucci, "The websites of a tourism destination: a network analysis," In 14th International Conference on Information Technology and Travel & Tourism, Ljubljana, Slovenia, 2007, pp. 279-287.
R. Baggio, N. Scott, and Z. Wang, "What network analysis of the WWW can tell us about the organization of tourism destinations", in 17th Annual Conference of the Council for Australian University Tourism and Hospitality education (CAUTHE), 2007 Sydney, Australia.
L.N. Qi, Y. Zhang, and B.H. Wu, L.L.Song, "Research on the measurement of the impact of a mega-event on the awareness of tourism attractions in host city", Acta Scientiarum Naturalium Universitatis Pekinensis, Vol.45, No. 6, 2007, pp.1061-106.
[37 ] B.J. Pine, and J.H. Gilmore, “Welcome to the experience economy”,Harvard Business Review, Vol. 76, No 4 1998, pp.97-108.
A. Marino, Systemic Marketing in Outstanding Firms in BtoC. Bergamo: Bergamo University Press, 2014.
L.L. Berry, “Cultivating service brand equity”, Journal of Academy of Marketing Science, Vol. 28, No. 1, 2000, pp. 128-137.
D.A. AAker, Building Strong Brand. New York: The Free Press, 1996.
T. Levitt, Marketing for Business Growth”. NewYork: McGraw, 1987.
Science Publishing Group
1 Rockefeller Plaza,
10th and 11th Floors,
New York, NY 10020
Tel: (001)347-983-5186