Destination positioning opportunities elicited through the repertory test with laddering analysis

Pike, Steven D. (2010) Destination positioning opportunities elicited through the repertory test with laddering analysis. In Proceedings of The International Sounds and Tastes of Tourism Education Conference, ISTTE, Los Angeles.

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While in many travel situations consumers have an almost limitless range of destinations to choose from, their actual decision set will usually only comprise between two and six destinations. One of the greatest challenges facing destination marketers is positioning their destination, against the myriad of competing places that offer similar features, into consumer decision sets. Since positioning requires a narrow focus, marketing communications must present a succinct and meaningful proposition, the selection of which is often problematic for destination marketing organisations (DMO), which deal with a diverse and often eclectic range of attributes in addition to numerous self-interested and demanding stakeholders. This paper reports the application of two qualitative techniques used to explore the range of cognitive attributes, consequences and personal values that represent potential positioning opportunities in the context of short break holidays. The Repertory Test is an effective technique for understanding the salient attributes used by a traveller to differentiate destinations, while Laddering Analysis enables the researcher to explore the smaller set of personal values guiding such decision making. A key finding of the research was that while individuals might vary in their repertoire of salient attributes, there was a commonality of shared consequences and values.

Impact and interest:

25 citations in Web of Science®
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ID Code: 39687
Item Type: Conference Paper
Refereed: Yes
Keywords: Repertory test, construct elicitation, laddering, destination positioning, decision sets
Subjects: Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > TOURISM (150600) > Tourism Marketing (150604)
Copyright Owner: Copyright 2010 [please consult the author]
Deposited On: 26 Jan 2011 22:22
Last Modified: 27 Jan 2011 06:22

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