Page 226 - Tourism The International Business

10. Tourism promotion

people compared to the competition and we do.). This, then, becomes our message—our campaign theme. In effect,
we say: "Friendly people are important to you; we do a better job than does our competition in this regard."
Box 2 illustrates a situation where the image is negative but the actual is positive. Friendly people are important;

we do have friendly people but tourists do not perceive our locals as being friendly. The message is essentially the
same, but we will have to work harder and longer to change this image. Perhaps advertisements can be developed
that show letters written by the local people inviting tourists to visit.
Boxes 3 and 4 indicate problems for the destination. In box 3, tourists believe the locals are friendly toward
tourists but in actuality they are not.

Table 2: Developing the campaign theme
Tourist image

Positive Negative
1 2 Positive Actual situation

3 4 Negative

Tourists could be attracted but, as soon as they arrive, they will realize that their perceptions were wrong. They

will not return and will spread negative word-of-mouth advertising to others. In box 4, tourists do not believe that
the locals are friendly and, in fact, they are correct! In both cases the "product" must be changed before the
situation can be improved. Perhaps some educational seminars can be put into place to show the local people how
important tourism is; surveys can be initiated and meetings held to discover why locals do not like tourists and to
use this to address their concerns.
Select the promotional mix

Many methods can be used to get our message across. The most widely used method in travel and tourism is
advertising—both to the consumer and the trade, personal selling, publicity or public relations, and promotional
literature and merchandising, such as posters and window displays.
Each has advantages and disadvantages in terms of cost, selectivity, and ability to convey the message.
Newspapers. Newspapers are relatively inexpensive, both on a total cost and cost-per-contact, the cost of

reaching one person, basis. Newspapers offer geographic selectivity and high frequency (most are dailies). Coverage
is good in that approximately 80 per cent of the US adult population reads at least one newspaper a day.

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