Sean Hennessey

A Framework for Understanding Golfing Visitors to a Destination

The purpose of this study is to determine whether there are differences among visitors to a destination based on their golfing frequency in the previous year. By constructing a framework for understanding the golf traveller, golf and tourism industry representatives can better understand the contribution that golfers make to a destination based on factors such as satisfaction, perceived value received from the golfing experience, trip length, expenditures, travel decisions, and motivations. The results indicate that there are significant differences between golfers based on golfing frequency. Dedicated golfers are very different from infrequent and moderate golfers on three of the four variables used to profile these visitors. Findings from this research may provide golf and tourism marketers with information that will lead to branding strategies, allow for the development of market segmentation models that help in target market selection, and provide the foundation for the development of a customer relationship management (CRM) system.

Segmenting the market of first‐time visitors to an island destination

Purpose: The main purpose of this study is to segment the market of first-time visitors based on the activities travelers engage in while at a destination. The various segments are then profiled by demographics, socio-economic variables, and trip-related characteristics.Design/methodology/approach: This study is based on 1,104 exit surveys completed by first-time visitors to the Canadian province of Prince Edward Island, a major island tourist destination. Clustering analysis is used to develop the segments. In addition, analysis of variance (ANOVA), multivariate analysis of variance (MANOVA), discriminant analysis, and Chi-Square analyses are completed.Findings: The results indicate that there are three distinct segments of first-time visitors based on travel activities: “culture-oriented” (26% of the market), “active” (37%), and “casual” (37%). The key differences among the three segments are illustrated using demographics, socio-economic variables, trip-related characteristics, and spending patterns. Based on these results, it is clear that the three segments are sustainable and profitable.Practical implications: Segmenting markets for products or services, in any industry, is vital to gain a better understanding of the customer, and to better allocate scarce tourism resources to product development, marketing, service, and delivery. Therefore, all tourism industry stakeholders must be aware of the market segments that are currently visiting the destination.Originality/value: Tourist segments based on activities are not absolutes; they should be viewed on a continuum. The majority of first-time visitors to a destination engage in a variety of travel activities. The continuum of highlighted activities across the segments is from more to less involved. Successful tourism destinations are those that meet the various activity needs of their segments in both their marketing and “on the ground.”

An Examination of the Effects of Perceived Quality, Price-Value and Satisfaction of Golf Tourists' Behavioural Intentions: A Structural Model

A conceptual model of golf tourists’ behavioural intentions is developed and tested using data from 1,657 surveys of golfers on Prince Edward Island, a major golfing destination in Canada. The results reveal that no significant and direct relation exists between golf tourists’ perceived quality of performance (quality of the course) and behavioural intentions. While the quality of the golf course influences behavioural intentions, the effect is indirect. It is course quality and level of overall satisfaction, course quality and feelings of having received value for the green fees paid, and price-value resulting in feeling of satisfaction that, combined, positively impact behavioural intentions. The results help clarify the roles of golf course quality, price-value, and overall satisfaction on behavioural intentions, and contribute to a better understanding of the golf tourists’ behaviours on Prince Edward Island. Overall, the findings provide support for the critical causal relationships between the constructs of the proposed model.

The Impact of the Tenure Choice Decision on Future Household Wealth

Households must decide on the choice of tenure: Should housing be purchased or rented? In North America, about two-thirds of households own their homes and this figure is increasing after a period of decline. Government and society encourage homeownership. It seems to have become accepted wisdom that buying a house is the wise choice, both financially and psychologically, when making the home tenure decision. Is this the case for the average household, however, and, if so, how do we know? This paper provides a financial model that can be used to comprehensively analyze the impact the tenure choice decision has on household wealth. Given that the purchase of a home is the most significant financial decision the average household makes, the key questions a household must consider are: Given an information set regarding the choice of buying or renting a home, what is the expected financial outcome? Will the household be further ahead financially by buying? The results of the two case studies used to illustrate the model suggest that the financial impact of homeownership may not be as positive as perceived by the average North American household. The model can be easily adapted by users to reflect different assumptions.

Using Travel Activities to Segment the Market for Travel: The Case of First-Time Visitors

The main purpose of the study is to examine the relevance and significance of market segmentation based on the activities visitors engage in while at a destination. In doing so, the paper attempts to segment first-time pleasure travellers and profile the market by tiprelated characteristics. This paper is based on a subset of 1,104 first-time visitors to Prince Edward Island (PEI) in main season (July and August 2007). This study found that three distinct segments of first-time visitors exist: “culture-seeking,” “active,” and “other interest” tourists. In addition, the study identifies that cultural themes are an important factor for a significant portion of tourists visiting PEI and demonstrates that these culture-seekers are valuable in terms of their economic contribution to the destination and cultural/social interaction with communities.

Determinants of Travel Intentions to a Neighbouring Destination

The primary purposes of this study were to collect information on neighboring travelers’ past visits and determinants of future intentions for an overnight pleasure trip. Data was collected on a wide variety of travel behaviors. The study is based on a telephone survey of 3,688 residents of New Brunswick (NB) and Nova Scotia (NS), two sister Provinces to Prince Edward Island, a major Canadian tourist destination. The results reveal 51.9% have visited PEI within the past five years, 36.7% have visited PEI more than five years ago, and 11.4% have never visited PEI. Linear logistic regression analysis revealed that all three groups had a positive reaction to at least one form of advertising used. In all cases, if the potential visitor recalled and/or responded to an advertisement for PEI, they were much more likely to revisit than those who did not.