Taking control of word of mouth marketing: the case of an entrepreneurial hotelier

Taking control of word of mouth marketing: the case of an entrepreneurial hotelier Marketing in entrepreneurial contexts, such as small business, relies heavily on word of mouth (WOM) recommendations for customer acquisition. However, we know little about how WOM processes work for small firms, or how owner-managers can influence them. This case study of an entrepreneurial owner of an independent hotel is used to illustrate the problems associated with WOM, and potential strategies to overcome them. The owner-manager researched existing hotel customers through face-to-face interviews and a questionnaire. The results confirmed the importance of WOM, but found two sets of dissonance. One was between input WOM types and sources, the other between output WOM content and targets. The owner-manager improved the effectiveness of WOM communications through a variety of interventions, thus demonstrating that WOM can be an effective part of a marketing strategy for a small firm. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Small Business and Enterprise Development Emerald Publishing

Taking control of word of mouth marketing: the case of an entrepreneurial hotelier

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Publisher
Emerald Publishing
Copyright
Copyright © 2002 MCB UP Ltd. All rights reserved.
ISSN
1462-6004
DOI
10.1108/14626000210450531
Publisher site
See Article on Publisher Site

Abstract

Marketing in entrepreneurial contexts, such as small business, relies heavily on word of mouth (WOM) recommendations for customer acquisition. However, we know little about how WOM processes work for small firms, or how owner-managers can influence them. This case study of an entrepreneurial owner of an independent hotel is used to illustrate the problems associated with WOM, and potential strategies to overcome them. The owner-manager researched existing hotel customers through face-to-face interviews and a questionnaire. The results confirmed the importance of WOM, but found two sets of dissonance. One was between input WOM types and sources, the other between output WOM content and targets. The owner-manager improved the effectiveness of WOM communications through a variety of interventions, thus demonstrating that WOM can be an effective part of a marketing strategy for a small firm.

Journal

Journal of Small Business and Enterprise DevelopmentEmerald Publishing

Published: Dec 1, 2002

Keywords: Entrepreneurialism; Small‐ to medium‐sized enterprises; Tourism; Customer satisfaction

References

  • Do people prefer to pass along good or bad news? Valence and relevance of news as predictors of transmission propensity
    Heath, C.

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