Study Shows Hotel Choice is More Emotionally Driven than Beer…But Major Hotel Brands Fall Short in Appealing to Emotions. Protean Strategies/Hotspex study reveals hotel brand landscape through the eyes of the North American traveler. When it comes to choosing between hotel brands, according to a recently released study by Protean Strategies and Hotspex, how people feel is more important than what they think. The survey, based on Hotspex proprietary MarketSpexTM methodology, found that people’s emotions – a connection, warmth, excitement and pleasure – have as much as two times the impact (70%) on their choice of where to stay when compared to rational features and benefits (30%). Given the option, choosing between hotel chains is a more emotionally-charged decision than buying beer, choosing an airline or selecting smartphones (see fig 1). The study of 800 North American travelers conducted in March 2012, identified the three most powerful Fig 1: Emotional vs. Rational Drivers of Choice hidden drivers of hotel brand selection: excitement, surprised/amazed and the feeling of being accepted. But, according to consumers, major hotel brands are falling far short of delivering against emotional needs. In fact, the brand that has the highest positive ratings of the eight hotel brands profiled in the study, rated 0.33 on Hotspex’s emotional measure index (1.00 is a perfect rating). Compare this to the highest ranked casual dining chain that achieved 0.69 – almost twice the level of the highest hotel brand. The average for the eight major hotel brands studied is a depressing 0.24. MarketSpex is a globally respected methodology designed to measure brands and markets in their entirety, taking into account all the ‘real’ drivers of choice — emotional and rational.
Fig 2: Consumers evaluation of emotional drivers
At a high-level, looking at each brand’s ‘center of gravity’ on the Hotspex map, the research identified three coherent groups of hotel brands: the premium hotels (Hilton, Westin, and Hyatt) are “Inspiring”; the mid-market brands (Sheraton, Wyndham, and Marriott) own “Competence”; and the discount brands (Holiday Inn and Best Western) are the most “Familiar” brands (see fig 3, next page).
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