Successful relationships between hotels and agencies

Abstract

The establishment of cooperative relationships with other organizations is becoming increasingly crucial for tourism organizations. Indeed, interorganizational relationships are becoming a key research paradigm in the hospitality literature. However, there has been little empirical research dealing with this topic in the hospitality industry. Furthermore, while some studies may have been carried out with a view to reevaluating individual hotels' relationships with travel agents, the empirical research of this study is the first aiming to identify the determinants of successful relationships between hotels and travel agencies, the most cost-effective way for a hotel to extend its sales and marketing efforts. (C) 2000 Elsevier Science Ltd. All rights reserved.