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Tourists' temporal booking decisions: A study of the effect of contextual framing

机译：游客的临时预订决策：上下文框架效应的研究

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AbstractTravellers make booking decisions under uncertainty. They may book early and get a discount, but then find they cannot travel at the later time. Or they may wait until the last minute, and perhaps miss out altogether. Prospect Theory introduced framing (presentation of messages emphasising loss or gain) to investigate decision-making under uncertainty. In other studies a loss (negative) frame has been found to be more effective than a gain (positive) frame when decision-makers were given a choice. Since tourism providers benefit when travellers make early bookings, three studies using framing were performed to see what kind of framing was more effective in persuading travellers to book in advance. Two different kinds of framing were adopted: risky choice and attribute framing. The results of the three studies confirm the predictions of Prospect Theory, and suggest ways of managing tourism campaigns to encourage advance booking.Highlights•This research is among the first to seek to understand better the temporal determinants of tourists' choice decisions.•As suppliers of tourism services benefit from early booking behaviour, such knowledge is of significant value.•Prospect Theory can be applied successfully to the study of tourists' temporal decision-making.•Different approaches to message framing can influence the timing of tourists' choices.•Positively framed messages elicit more early booking decisions than negatively framed messages.
机译： 摘要 旅行者在不确定的情况下做出预订决定。他们可能会提前预订并获得折扣，但随后发现他们无法在以后的时间旅行。或者他们可能等到最后一分钟，甚至可能完全错过了。前景理论引入了框架（强调损失或收益的消息表示）来研究不确定性下的决策。在其他研究中，当选择决策者时，损失（负）框架比收益（正）框架更有效。由于当旅行者提前预订时旅游业提供商会受益，因此进行了三项使用框架的研究，以了解哪种框架在说服旅行者提前预订方面更有效。采用两种不同的框架：风险选择和属性框架。这三项研究的结果证实了前景理论的预测，并提出了管理旅游活动以鼓励提前预订的方法。 突出显示 •< / ce：label> 这项研究是第一个试图更好地理解游客选择决定的时间决定因素的研究。 • 由于旅游服务提供商从中受益提前预订行为，此类知识具有重要价值。 • 前景理论可以成功地应用于游客的时间决策研究。 • 采用不同的消息框架方法可能会影响游客的选择时间。 • 与否定框架的消息相比，定框架的消息引起更多的提前预订决定。

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