Turning competitors into customers : factors to be satisfied in order to gain industry support from outside of a vertically integrated tourism value chain

dc.contributor.advisorBinedell, Nicken
dc.contributor.emailryan.r.powell@gmail.comen
dc.contributor.postgraduatePowell, Ryan Rodneyen
dc.date.accessioned2013-09-06T15:25:35Z
dc.date.available2010-06-19en
dc.date.available2013-09-06T15:25:35Z
dc.date.created2008-04-04en
dc.date.issued2010-06-19en
dc.date.submitted2010-03-25en
dc.descriptionDissertation (MBA)--University of Pretoria, 2010.en
dc.description.abstractThe tourism industry has undergone consolidation through vertical and horizontal integration. Despite this consolidation integrated companies require support from outside of the integrated value chain. Non-integrated supporters are conflicted as the integrated companies requiring support are often direct competitors. The research methodology used to gather the required data was a qualitative research design. The 23 face-to-face interviews were conducted in South Africa, Germany and The United States of America at senior management level in non-integrated tourism organisations. Interviews were focused on the identification of factors which would cause or mitigate conflict, enhance trust and cooperation and would result in support of the integrated company. The questionnaire was designed and piloted by the researcher and the areas of importance identified through the literature were channel management, price, power, trust and cooperation. Twelve factors were identified which would minimise conflict, enhance trust and cooperation and result in support when consistently displayed. It became evident was required by companies outside of the integrated value chain was the improvement of existing competitive positions, strong relationships with the integrated company along with openness in negotiations and communications. Lastly, the integrated company was expected to behave in an ethical manner with reputation and the quality of the experiences offered being important factors when deciding if support would be given.en
dc.description.availabilityunrestricteden
dc.description.departmentGordon Institute of Business Science (GIBS)en
dc.identifier.citationPowell, RR 2007, Turning competitors into customers : factors to be satisfied in order to gain industry support from outside of a vertically integrated tourism value chain, MBA dissertation, University of Pretoria, Pretoria, viewed yymmdd < http://hdl.handle.net/2263/23481 >en
dc.identifier.otherG10/185/agen
dc.identifier.upetdurlhttp://upetd.up.ac.za/thesis/available/etd-03252010-155712/en
dc.identifier.urihttp://hdl.handle.net/2263/23481
dc.language.isoen
dc.publisherUniversity of Pretoriaen_ZA
dc.rights© 2007 University of Pretoria. All rights reserved. The copyright in this work vests in the University of Pretoria. No part of this work may be reproduced or transmitted in any form or by any means, without the prior written permission of the University of Pretoriaen
dc.subjectUCTDen_US
dc.subjectCompetitionsen
dc.subjectBusiness logisticsen
dc.titleTurning competitors into customers : factors to be satisfied in order to gain industry support from outside of a vertically integrated tourism value chainen
dc.typeDissertationen

Files

Original bundle

Now showing 1 - 1 of 1
Loading...
Thumbnail Image
Name:
dissertation.pdf
Size:
388.25 KB
Format:
Adobe Portable Document Format