The paper describes the practical application of data mining techniques for segmentation of on-line enquiries in an on-line travel intermediary. The segmentation approach focuses on the enquiry-to-sale conversion process in the on-line intermediary. The analysis provided significant directions...

The use of the Internet for communicating and transacting with customers has been growing rapidly in the worldwide tourism industry. However, there is a large variation in the intensity of use of e-commerce in the travel and tourism industry. While the Internet usage varies across countries,...

Purpose – This study aims to explore the propensity of adoption of ICT‐based facilities by hotels in the hospitality sector. Design/methodology/approach – The factors that influence a hotel's propensity to adopt ICTs are broadly divided into location‐related and firm‐related. The...

Purpose – To describe the process of customer segmentation by data mining and expert judgment in a real‐world setting. Design/methodology/approach – Data collected in four case studies of on‐line enquiries via one web‐based intermediary and customer profiling were used as the input to...