Do Low Price Signals Influence Online Purchases of Tourist Accommodation Services? The Moderating Role of Gender

Agustin V. Ruiz Vega, Consuelo Riano Gil, Carla Di Pierri Del Vecchio


Based on an experimental design applied to online purchases of hotel bookings, this study analyzes the influence of three low price signals and the distribution channel on perceived value and behavioral intentions. Positive influences on perceived value and buying intention were found for price beating guarantee and always low price signals but the distribution channel was only found to have an effect on behavioral intentions. Also, it has been seen that gender plays a moderating role on both perceived value and buying intention. Finally, the most effective low price differ in function of the type of enterprise that is transmitting the information to the consumers: price beating guarantee is the best option for hotel website but always low price guarantee is better for electronic intermediaries.

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Business and Management Research
ISSN 1927-6001 (Print)   ISSN 1927-601X (Online)

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