Title: Factors affecting tourists' intention to purchase: a study of Indian domestic tourists

Authors: Neeraj Pandey; Vibhava Srivastava

Addresses: Johns Hopkins Carey Business School, Johns Hopkins University, Baltimore, MD 21202, USA ' Institute of Management Technology (IMT), Nagpur 441 502, Maharashtra, India

Abstract: In the tourism domain, marketing is getting a lot of attention. The analytical marketing helps in unravelling the phenomenon of tourist shopping behaviour based on the data, which may differ from the routine consumer shopping behaviour. The literature suggests various probable factors for tourists' intention to purchase. The study endeavours to find the conclusive factors that impact Indian domestic tourist's intention to purchase. The present research highlights the importance of store experience such as ambience of the store and interaction with sales person at the store besides specific demographic variables, for enhancing the Indian domestic tourists intention to purchase. Such insights about patterns and predictor factors of Indian domestic tourist's purchase intention would lead to improved planning and management of sales and marketing in the tourism industry.

Keywords: tourism; intention to purchase; India; domestic tourists; tourist shopping behaviour; sales planning; marketing management.

DOI: 10.1504/IJICBM.2013.053105

International Journal of Indian Culture and Business Management, 2013 Vol.6 No.3, pp.314 - 329

Published online: 05 Apr 2013 *

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