Conflicts between Accommodation Establishments and Travel Agencies

Tourism and Hospitality Research, Forthcoming

44 Pages Posted: 28 Sep 2014

See all articles by Stanislav Hristov Ivanov

Stanislav Hristov Ivanov

Varna University of Management (VUM); Zangador

Elena Stoilova

Varna University of Management (VUM)

Steven F. Illum

Missouri State University

Date Written: 2014

Abstract

The paper discusses sources of conflicts that arise between accommodation establishments and travel agencies in Bulgaria, their bargaining power and conflict resolution approaches. The sample includes 119 accommodation establishments and 81 travel agencies. Results reveal that agencies more often face conflicts with accommodation establishments than vice versa. From the viewpoint of the accommodation establishments, most conflicts are connected with delayed payments, level of prices, late submission of rooming lists, and timing of contract negotiation. Travel agencies consider frequent conflicts as unfavourable contract terms, prices, accommodation establishment price/quality ratio, incorrect information provided by accommodation establishments. Contrary to general belief, accommodation establishments perceive their bargaining power as equal to agencies’, while agencies consider accommodation establishments to have stronger bargaining power than them. Both agencies and accommodation establishments prefer cooperative conflict resolution approaches. Managerial implications, research limitations and directions for future research are discussed.

Keywords: distribution channel conflicts, accommodation establishments, travel agencies, bargaining power, conflict resolution, Bulgaria

Suggested Citation

Ivanov, Stanislav Hristov and Stoilova, Elena and Illum, Steven F., Conflicts between Accommodation Establishments and Travel Agencies (2014). Tourism and Hospitality Research, Forthcoming. Available at SSRN: https://ssrn.com/abstract=2502286

Stanislav Hristov Ivanov (Contact Author)

Varna University of Management (VUM) ( email )

13 Oborishte Street
Varna, 9000
Bulgaria
+359 898 680713 (Phone)

HOME PAGE: http://www.vumk.eu

Zangador ( email )

Varna, 9010
Bulgaria

HOME PAGE: http://www.zangador.eu

Elena Stoilova

Varna University of Management (VUM) ( email )

13 Oborishte Street
Varna, 9000
Bulgaria

Steven F. Illum

Missouri State University ( email )

901 South National Avenue
Springfield, MO 65897
United States

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