Behavioural determinants in selling tourism services: a case study
by Rajagopal
International Journal of Leisure and Tourism Marketing (IJLTM), Vol. 1, No. 2, 2009

Abstract: This study examines the factors influencing performance of salespeople of tourism firms and variety of channels used by the customers to buy tourism products and services in reference to tourism firms in Mexico. The discussions in the study analyse perceptions of the salespeople on various activities that are performed towards accomplishing the targets and creating new accounts that lead towards the performance of the salespeople. The process of selling tourism products is also discussed in the study based on the qualitative variables. The results indicate that tourism has the potential to stimulate private sector growth and attract tourists by improving the performance of salespeople towards effectively selling the tourism products and services.

Online publication date: Thu, 14-May-2009

The full text of this article is only available to individual subscribers or to users at subscribing institutions.

Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.

Pay per view:
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.

Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Leisure and Tourism Marketing (IJLTM):
Login with your Inderscience username and password:

    Username:        Password:         

Forgotten your password?

Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.

If you still need assistance, please email