Satisfaction and Expenditure in Wineries: A Prospect Theory Approach
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http://hdl.handle.net/10045/116746
Title: | Satisfaction and Expenditure in Wineries: A Prospect Theory Approach |
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Authors: | Sellers Rubio, Ricardo | Nicolau, Juan Luis |
Research Group/s: | Marketing |
Center, Department or Service: | Universidad de Alicante. Departamento de Marketing |
Keywords: | Satisfaction | Expenditure | Winery | Loss aversion | Prospect theory |
Knowledge Area: | Comercialización e Investigación de Mercados |
Issue Date: | 22-Jul-2021 |
Publisher: | SAGE Publications |
Citation: | Journal of Hospitality & Tourism Research. 2023, 47(2): 354-374. https://doi.org/10.1177/10963480211031407 |
Abstract: | Visitor satisfaction has been shown to be a critical determinant of visitor expenditure in wineries. Although the relationship between visitor satisfaction and expenditure in wineries has been investigated in previous literature, we have unearthed potential intricacies that emerge when this relationship is analyzed within the reference dependence framework of prospect theory. To fill this gap, we use segment-based reference points to capture the singularity of winery visitors, and results show that demographics and psychographics confirm reference dependence. When reference points are based on psychographics, loss aversion is confirmed (lowering visitor satisfaction has a greater negative impact on expenditure than the positive impact derived from increasing visitor satisfaction), while diminishing sensitivity is observed for losses (the effect of the variations in visitor satisfaction shifts depending on the distance from the individual’s reference point). Interestingly, when the reference points are obtained through demographics, loss aversion is reversed. Relevant managerial implications are outlined. |
Sponsor: | This work was partially supported by the Spanish Ministry of Science, Innovation and Universities under research project INTETUR (RTI2018-099467-B-I00). |
URI: | http://hdl.handle.net/10045/116746 |
ISSN: | 1096-3480 (Print) | 1557-7554 (Online) |
DOI: | 10.1177/10963480211031407 |
Language: | eng |
Type: | info:eu-repo/semantics/article |
Rights: | © The Author(s) 2021 |
Peer Review: | si |
Publisher version: | https://doi.org/10.1177/10963480211031407 |
Appears in Collections: | INV - MKT - Artículos de Revistas |
Files in This Item:
File | Description | Size | Format | |
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Sellers_Nicolau_2023_JHospitTourRes_final.pdf | Versión final (acceso restringido) | 203,3 kB | Adobe PDF | Open Request a copy |
Sellers_Nicolau_2023_JHospitTourRes_accepted.pdf | Accepted Manuscript (acceso abierto) | 753,14 kB | Adobe PDF | Open Preview |
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