Tourism market segmentation analysis

With the rapid developments in Tourism industry, different enterprisers have started to maximise the chances in many of us as tourers to one topographic point or the other. Trying to specify the term touristry could really be hard. Tourism Industry Association of New Zealand ( 2006 ) defines Tourism as: “ Tourism is a set of activities which involves people going to and remaining in topographic points outside their usual environment for non more than one back-to-back twelvemonth for leisure, concern or other intents. ”

Hire a custom writer who has experience.
It's time for you to submit amazing papers!

order now

The strategic development of Marketing activities has proved that Tourism is a dynamic and competitory industry that requires the ability to invariably accommodate to clients ‘ altering demands and desires, as the client ‘s satisfaction, safety and enjoyment should be the focal point of touristry concerns ( Mishra and Panda, 2001 ) .

Mishra and Panda divides touristry industry intoA five chief different sectors: Adjustment, Food and Beverage Services, Recreation and Entertainment, Transportation and Travel Services. The Canadian Tourism human resource council every bit divides touristry industry into eight different sectors or countries: Adjustment, Adventure Tourism and Recreation, Attractions, Events and Conferences, Food and Beverage, Tourism Services, Transportation and Travel Trades.

These categorizations capture the diverseness of these sectors and therefore demo that the potencies in the touristry industry are unlimited. They besides went farther to explicate that Tourism is the 2nd largest turning concern country after information engineering in the planetary economic system ( Mishra and Panda, 2001 ) . Other researches have besides shown that many of the economic systems are successful in marketing their state and finishs and bring forthing a significant sum of foreign exchange from the touristry Sector. Even states with hapless degree of substructure and installations are said to be able to pull investors to put money in their state for touristry publicity and services ( Mishra and Panda, 2001 ) .

Borrowing from the illustration of Dolnicar ( 2004 ) :

“ If many towns and small towns in Malaysia offer similar merchandise properties such as beautiful beaches, comfy clime and a relaxed life style. And if all these finishs are utilizing the same cleavage survey on which they base their selling schemes, she said they will be given to vie tete-a-tete with each other, aiming similar sections, instead than developing alone attacks to sectioning their travel markets ” .

Dolnicar besides said that individualised attacks to market cleavage will supply finishs or parts with the chance to depict emerging niche markets in which a finish may develop a strategic competitory advantage ( 2004 ) .

Even with the restrictions of market cleavage techniques, it was said that it is really of import for the forces of Destination Marketing Organizations that are involved in the planning, direction and selling of touristry finishs that they should work hard to derive equal apprehension of the beginning of their visitants, their travel forms and travel motives. That based on such apprehensions, finish selling organisations can take to change marketing mix variables to act upon determination devising of their consumers ( Don Fuller et Al, 2005 ) . However, if this can be achieved, originative and original attacks to sectioning travel markets will let finishs to develop merchandise solutions non yet exploited by rivals ( Dolnicar, 2004 ) .

Mishra and Panda explained that Tourism publicity like other signifiers of marketing mostly depends on the client traffic. In their analysis, they explained that if there is a turning client traffic tendency so more and more money shall flux to an economic system in the signifier of gross gross net incomes and besides as foreign direct investings for touristry finish selling.

In the instance of developing states hence, the orientation to touristry as a development construct is normally closely tied to the issues like how to beef up the places in the international exchange, happen fast solutions to the balance of payments jobs, unemployment, faster development of developing countries, etc. This planetary tendency in the Tourism industry has besides made Governments to see Tourism as another instrument for transforming and bettering the desired development and economic growing of a state. Arguably hence, given that Tourism is a labour-intensive growing industry, confirms its importance in supplying occupations partially for the extremely skilled, but more for the less skilled Malaysia ‘s labour market. In the less developed parts of a state like Malaysia, the proviso of occupations by Tourism can be really important in work outing the rural-urban migration and unemployment jobs.

Market Segmentation is said to be one of the most of import constructs in the Marketing literatures. The primary grounds for analyzing consumer behaviour is to place bases for effectual cleavage, and Market Segmentation like every other strategic attack derives its beginning from the methods of placing mark markets i.e. Entire Market Approach or Undifferentiated Market Approach ; and Market Segmentation.

Market Segmentation may be viewed as the procedure of spliting a big market into smaller subsets of possible consumers that are similar in features, behaviour, wants or needs with the ultimate purpose of fulfilling consumer wants with company aims ( Profit/Market Share ) . Based on the extant literature, it could besides be defined as the procedure of spliting a entire heterogenous market into sub-homogenous market for the intent of fulfilling consumers want and company aims ( Haley, 1968 ) .

Consequently, this survey defines Tourism Market Segmentation as the usage of modern touristry strategic information in spliting both possible and existent touristry clients into groups that have similar features and demands. It is this division that will avail touristry companies the chance to take their mark market and develop specific marketing mix in relation to each subset ‘s characteristic, giving chances to run into clients ‘ demand and making long term positive relation.

As explained by Kotler and Armstrong ( 2004 ) , demands to an effectual cleavage depend on geting at sections which are mensurable, accessible, significant, actionable and differentiable. They referred to a mensurable section as a section where the section ‘s size and the possible clients ‘ ability to buy can be quantified. They argued further that for a section to be accessible, it must be within the range of the selling entity and be served expeditiously. Besides the section should be well big and profitable plenty to justify the selling entity to plan selling mix schemes that are differentiated from schemes that target other sections. Kotler et Al besides emphasis that the section must be actionable so that the selling entity can expeditiously plan effectual selling schemes to pull and function the section and every bit distinguish it, in order to react otherwise to different selling stimulation ( Kotler et al, 2001 )

Market cleavage is said to turn out of the fact that a company can non be all things to all clients. It is seen as a utile technique for structuring selling chances, given that each section through market cleavage is thought of as possessing some kind of homogenous features associating to its buying or ingestion behaviour, which is said to be finally reflected in its reactivity to selling plans. It was merely Henry Ford that have been quoted to hold said that purchasers of his cars could hold any colour they desired every bit long as it was black, but still bulk of sellers in the modern twenty-four hours selling agreed that such an uniform selling scheme is no longer efficient. The option to this phenomenon is that if an organisation specialized in selling to one or really few purchasers. The relevancy of market cleavage could besides be traced to mass customization in some modern elephantine makers such as BMW, Toyota and the remainder. These companies tailored their merchandises and services to the gustatory sensations and penchants of their single clients in high volumes and at a comparatively low monetary value. ( Roger and Robert, 2001 ) .

Sing it from a strategic selling point, choosing an appropriate mark market is really overriding to developing a consecutive selling plan. Kotler and Armstrong ( 2004 ) in their rules of marketing 10th edition defined market cleavage as a procedure of spliting a market into smaller groups of purchasers with distinguishable demands, features, or behaviour who might necessitate separate merchandises or selling mixes. They every bit identified six major undertakings in market cleavage, aiming, and positioning. The stairss are placing bases for sectioning the market and developing section profiles ( market cleavage ) , develop step of section attraction and choice mark sections ( aim selling ) and developing positioning for mark sections and develop a selling mix for each section ( market positioning ) .

In Marketing, markets could be referred to as possible purchasers of a peculiar merchandise, and these purchasers are different to each others in one manner or the other. They could be different in demands, wants or demands, incomes, purchasing behaviours, geographical locations etc. A bigger per centum of these single consumer features could be linked to limited resources meant to turn to the job of human limitless wants/desires. This really constraint brought about the issue of alternate utilizations in the subject of Economics, such as graduated table of penchants, chance cost, pick etc. The restraint is a dual sided consequence that affects both the manufacturers and consumers of goods and services.

From the manufacturer ‘s side, they are exposed to legion market chances to research with limited resources at their disposal. In order for them to be efficient given these limited resources, they strategically approach the market through market cleavage. With market cleavage, companies will be able to split a big heterogenous market into sub homogeneous smaller sections that they can make more expeditiously and efficaciously with merchandises and services that match their demands ( Kotler and Armstrong, 2004 ) .

One of the early undertakings of market cleavage is analysing consumer and merchandise relationships. It involves the analysis of the affect and knowledge, behaviour and environments that are involved in the purchase and ingestion procedure of a peculiar merchandise. Directors are advised to strategically near this undertaking in three signifiers ; brainstorming the merchandise construct and sing the likely consumers and how they differ from those that are likely non to buy the merchandise. Second set up a focal point group and other types of primary research that can be used in placing consumer differences in properties, benefits and values. Last, directors may utilize secondary informations in analysing possible mark markets, finding their comparative sizes and developing a better apprehension of their demands ( Paul and Jerry, 2008 ) .

Among the two major benefits that market cleavage offers as respect to the development of selling schemes include ; demands, wants and behaviours of single groups of purchasers can be specifically determined through some of the undermentioned inquiries i.e. who are our purchasers? What do they desire to purchase? Why do they desire it? How do they desire to purchase it? When do they desire to purchase it and where would they prefer to purchase it? These full inquiries could be linked to the basic economic job of production. And the handiness of appropriate replies to the above inquiry will give chance to efficient allotment of resources to the selling mix activities that are designed to fulfill the demands, wants and behaviours of the possible purchasers in targeted sections. Although these advantages in an effectual market cleavage procedure are non without their costs, because there are research costs associated with each procedure of placing an appropriate sections ( Roger and Robert, 2001 ) .

Kotler and Armstrong outlines the major variables that could be used to section consumer markets as ; demographic, geographic, psychographic, and behavioural variables. Harmonizing to them, demographic cleavage involves spliting the market into groups based on demographic variables such as age, gender, household size, household lifecycle, income, business, instruction, nationality, faith, race and coevals. While geographic cleavage involves spliting a market into different geographical units such as states, provinces, parts, counties, metropoliss, or vicinities. Psychographic cleavage involves spliting a market into different groups based on societal category, lifestyle, or personality features, and in conclusion, behavioural cleavage involves spliting a market into groups based on consumer cognition, attitude, usage, or response to a merchandise ( Kotler and Armstrong, 2004 ) .

Since market cleavage will uncover the single companies ‘ market section chances, it is really of import for companies to measure the assorted sections and make up one’s mind how many and which one to aim. The Market targeting of the cleavage procedure involves measuring each market section ‘s attraction and choosing the best one to function. Kotler and Armstrong identified three factors that companies must looked at in measuring their possible market sections: section size and growing, section structural attraction, and company aims and resources. In analysing these factors, Kotler and Armstrong explained that the companies need to roll up and analyse informations on current section gross revenues, growing rates and the expected profitableness of the different sections. They went in front to give practical illustrations that confirm that companies are ever interested in the sections that have the right size and growing features, argued that right size and growing is a comparative affair in cleavage procedure. This is because the largest and fastest turning sections are non ever the most attractive 1s for every company. Some smaller companies may miss the needed accomplishments and resources that are needed to function the larger market sections. While some other smaller houses which viewed these sections as being excessively competitory, may choose sections that are smaller and less attractive but are more potentially profitable for them ( Kotler and Armstrong, 2004 ) .

Besides really of import among the factors identified by Kotler and Armstrong are the structural factors that might impact the long-term section attraction. They explained that some sections are less attractive because they already contained many strong and aggressive rivals. They practically show that the being of many existent or possible replacement merchandises can restrict the monetary value and the net incomes that could be made from such a section. They every bit analyzed the effects of the power of the purchasers on section attraction, where purchasers with strong bargaining power relation to Sellerss will coerce the monetary value down by demanding for more services that will put rivals against each others. Similarly a section could be less attractive if it contains powerful providers that could command the monetary value or cut down the quality or measure of the goods and services to be supplied into a specific section.

Last, Kotler and Armstrong emphasized on the demand for companies to take into consideration their aims and resources in relation to the sections to be selected. They cite practical illustrations where an attractive section does non suit into a company ‘s long-term aims. They encouraged enterprisers to see whether they possess the accomplishments and resources they need to win in such sections. They conclude that companies should come in merely the sections in which it could offer superior value and addition advantages over rivals ( Kotler and Armstrong, 2004 ) . To accomplish the needed advantage over the rivals, there is demand for a company to find the industry critical success factors that could find its success or failure.

The term Critical Success Factor was conceptualized by D. Ronald Daniel working with a company called McKinsey and company through his publication titled “ Management Information Crisis ” in Harvard Business Review, Sept-Oct 1961. The full procedure in Critical Success Factors was subsequently restructured by Jack Rochart in his article titled “ A primer on Critical Success Factors ” published in the Dow Jones 1986.

Lin et Al ( 2004 ) quotes “ Rockart ( 1979 ) as stating that:

“ The Critical Success Factor in any endeavor lies within a certain limited sphere, and if these are met, it will be possible to vouch the success of competition and greater runing accomplishments by those companies ( Lin et al, 2004 ) . ”

It is as a consequence of the aforesaid analysis that the research worker wishes to follow the Critical Success Factor attack in researching the relationship between Critical Success Factors as the independent variable and Successful Tourism Market Segmentation as the dependant variable.


The being of Waste Strategy Phenomenon was explained by Theodoros Metaxas giving illustrations of some Economic geographers such as Cheshire and Gordon, 1998 ; Cheshire and Magrini, 1999 ; and Rodriguez-Pose and Arbix, 2001:

“ talk about the ‘waste schemes ‘ , phenomenon, that is the schemes for the attractive force of possible mark markets, which developed and performed without any sort of rating and accordingly they do non bring forth any net income on local every bit good as on regional degree ” .

Contingent upon the foregoing, an evident blank in the extant literature is that most surveies have yet to place the Critical Success Factors that could find the success or failure of the Tourism Market Segmentation. And this absence of known Critical Success Factors in the Tourism Market Segmentation may be linked to why Tourism directors have been developing incorrect schemes for the attractive force of possible mark markets, thereby doing it hard to set up a correlativity between each Factors and Success Measurement Construct ( Rating, Profit and Market Share ) ( Lin et al, 2004 ) .

The construct of market cleavage is said to be widely accepted both in pattern and theory, but it was reported that there were limited method for size uping the techniques that are used in sectioning informations sets and reading of the solutions ( Don Fuller et Al, 2005 ) . Very important in the findings of Don Fuller et Al ( 2005 ) was that:

“ While much has been written on the links between cleavage and selling schemes at that place has been limited attending paid to the practicalities of incorporating findings into operational selling tactics, peculiarly associating to tourism finish determination devising ” .

Confirming this line of idea, Young et Al ( 1979 cited in Don Fuller et Al, 2005 ) stated that:

“ Indeed Young et Al ( 1979 ) , suggest that a common ground cleavage surveies fail in the execution phase is that marketing research is excessively preoccupied with the methods and techniques of cleavage, and neglect to see the competitory construction of the market and general selling environment. ”

Another of import but hard country in market cleavage undertakings is interpreting the research findings into an effectual selling scheme. This is as a consequence of the subjective nature of market cleavage surveies, and directors are advised to construe and expeditiously implement the information acquired ( Don Fuller et Al, 2005 ) .

Individual consumers are different in their perceptual experience of holidaies, conveying the issue of assortments and/or heterogeneousness of wants in the touristry market topographic point. The heterogeneousness of the Tourism market is a great challenge to the single Destination Marketing Organizations ‘ accomplishments, because it is merely the really few one among the DMO that is able to understand what the market wants and be able to pull the market and therefore acquire the chance of what they have been able to see. And those DMO who were unable to see or research the market chance will stand the hazard of loss of clients to rivals ( Dolnicar, S. 2005 ) .

The issue of merchandise penchant in touristry market research is a really sensitive affair which needs to be carefully handled by the touristry houses for the primary intent of their endurance. Literatures have besides confirmed that the presence of Waste Strategy Phenomenon will take to loss of Tourism merchandises ‘ Rating, Profit and Market portion, an deduction which will impact both the Destination Marketing Organizations and the Destination Economy at big ( Dolnicar, 2005 ) .


The undermentioned inquiries are built to through empirical observation lend to this research work from analysing the patterns of Destination selling organisations in order to happen out of import factors that could find success or failures of touristry market cleavage.

Research inquiry 1:

What are the critical success factors in Tourism Market Segmentation?

The above inquiry will be answered by the possible critical success factors variables that have been generated from the literature reviews. Given the nature of touristry merchandises and the demand for equal apprehension of clients demands by the finish selling organisations, the research worker has identified a list of 43 possible critical success factors that could find the success of any touristry market cleavage undertaking. As the research advancement, there could be an add-on or minus to any of these 43 possible critical success factors.

Research inquiry 2:

How make the Destination Marketing Organizations section their markets, and which factors explain their success or failure of Tourism Market Segmentation?

Question two is structured to capture the information that is expected to be generated from the research workers proposed triangulated explorative probe. Under this attack, the research worker is be aftering to incorporate both the qualitative and quantitative techniques which will be chiefly based on an in-depth interview with directors and professionals from different Tourism sectors in Malaysia. This will every bit be supported by groundss from other literatures as observed by the research worker.

Research inquiry 3:

What are the public presentations of Destination Marketing Organizations in Tourism Market Segmentation undertakings?

To make this, the research worker will concentrate on the employees of the five Tourism sectors in Malaysia that are engaged in Tourism Market Segmentation undertakings so as to be able to research the critical success factors in Tourism Market Segmentation. Information obtained from these employees will be collaborated with those given by the directors and the professionals in the pivot interview, in order to find their success factors and factors that have led to failures.


This survey is designed to set up the mutuality of successful touristry market cleavage and its critical success factors. The research theoretical model is based on the Critical Success Approach as a agency to research and set up the relationship between critical success factors as the independent variable and successful touristry market cleavage as the dependant variable. To simplify this, the research worker as designed the following 3 simple inquiry as a usher on the purpose of this explorative research:

Research nonsubjective 1:

To find the critical success factors for a successful Tourism Market Segmentation.

The research worker has designed this research to get a comprehensive apprehension of the critical success factors that could find the success of a touristry market cleavage undertaking. Given that the relevant literatures that could back up touristry market cleavage are still at the exploratory phase, the research worker has compiled the present 43 possible critical success factors for touristry market cleavage from a list of the most relevant literatures on touristry selling. To do up for the short-comings in this attack, the research worker will be doing usage of touristry professionals and directors for aid through an in-depth interviews that will subsequently function as a usher in the research worker ‘s questionnaire design.

To develop a theoretical account that would help in the execution of a successful Tourism Market Segmentation undertaking

Research nonsubjective 2:

To develop a theoretical account that would help in the execution of a successful Tourism Market Segmentation undertaking.

From any disagreement between what the literatures has said and what the professionals says is go oning in the field, the research worker will develop necessary theoretical accounts that would be utile in faculty members and besides assist the selling practicians by lending to an effectual apprehension and execution of touristry market cleavage undertakings.

Research nonsubjective 3:

To find the public presentations of DMOs and mensurate the advancement of execution of touristry market cleavage undertakings by comparing the success and failures of Tourism Market Segmentation undertakings in the selected houses of the five touristry sectors of Malaysia, an chance to propose ways of forestalling waste scheme phenomenon.

This aim is designed by the research worker to look into and compare the single operations of the five sectors of the touristry industry. The research worker ‘s purpose on this is to look into the respondent ‘s apprehension of touristry market cleavage ; DMO ‘s aim for implementing touristry market cleavage, how effectual is the result of such policy execution, and what are the grades of its credence in the industry.

To accomplish this, the research worker is be aftering to construction his questionnaire design to cover general inquiries and information that will set up a correlativity between each Factors and Success Measurement Construct ( Rating, Profit and Market Share ) .


The focal point of this research is limited to the touristry industry, where selected houses of the five touristry sectors ( Accommodation, Food and Beverage Services, Recreation and Entertainment, Transportation and Travel Services ) will be investigated with a set of trying technique to research the executions and results of market cleavage undertakings within these sectors of the touristry industry as a strategic portion of touristry selling.

The theoretical background of the research is base on strategic selling direction, while touristry will be study from the position of Destination Marketing Organizations. The research worker is be aftering to construction this research survey as a triangulated exploratory probe that will incorporate both qualitative and quantitative techniques, which will be chiefly based on an in-depth interview with directors and professionals from Tourism houses in Malaysia.

To research the critical success factors in Tourism Market Segmentation, the research worker want to concentrate on the employees of the Tourism houses that are engaged in Tourism Market Segmentation undertakings.


Tourism selling has been chosen as the topic of this survey because a growing in touristry will make occupations and wealth that is critical for rapid societal economic development of every state in the universe ( Dolnicar, 2005 ) . As revealed by Lin et Al that there are six critical factors that determine the success of Internet Market Segmentation and subsequently suggest the demand for farther surveies in hunt for other critical factors both in larger graduated table samples and other industries. And yet Critical Success Factor of Tourism Market Segmentation has non been studied ( Lin et al, 2004 ) .

The benefits of touristry selling cleavage have been seen to include an ability to derive a Fuller apprehension of the peculiar market and deriving an improved technique that will help in the anticipation of consumer behaviours through proper targeting of new market for commercial benefits ( Don Fuller et Al, 2005 ) .

Many concerns presents are working towards integrating sustainability growing into the nucleus of their merchandises ( Dolnicar, 2005 ) . And really frequently, touristry merchandises are the consequence of a well thought sustainability construct, and yet the directors behind touristry selling fail to make the market place, because they lack marketing expertness and cognition of the touristry market cleavage ‘s Critical Success Factors ( Lin et al, 2004 ) .

This research will assist to place the Critical Success Factors that determines the success of Tourism Market Segmentation and develop appropriate constructs and theoretical accounts that will help in reducing/eliminating the waste scheme phenomenon. It will every bit assist in Market aiming, market cleavage and product/services positioning that will assist to cut down low consumer merchandise cognition, and consumer hazard perceptual experience in the touristry industry ( Friedmann and Kim ( 1988 ) .


Chapter one introduces the research subject “ touristry market cleavage ” and argues on the grounds for utilizing critical success factor attack, besides included in it were statement of the research job, the research inquiries, the research aims, range and restrictions of the survey and significance of the research.

Chapter two will specify the nucleus constructs of touristry market cleavage and offer the theoretical background of touristry selling through a series of literature reappraisals on touristry market cleavage, touristry selling and success factors. The theoretical background upon which the research worker plans to develop a theoretical model in signifier of sum-up will every bit be contained in chapter two.

Chapter three will present the research methodological analysis to be employed in this research, by supplying a elaborate qualitative and quantitative attack to be applied on each instance survey ; and besides contain the processs for the choice of each instance, informations aggregation and treatment of informations quality that will help to find the cogency of the research.

Chapter four will dwell of the descriptions and analyzes of the patterns of the Tourism market cleavage in each of the selected touristry houses. The results of the findings on the selected touristry houses will be presented for treatment in chapter five. While chapter six will analyse, discuss and do decisions sing the research inquiries and points to the theoretical part along with the managerial deductions contained in the research. Besides to be included in chapter six are the alternate recommendations as a way for future research.


I'm Heather

Would you like to get such a paper? How about receiving a customized one?

Check it out