Evocation and experiential seduction: Updating choice-sets modelling

R. Prentice

    Research output: Contribution to journalArticle

    30 Citations (Scopus)

    Abstract

    This paper operationalises discourses on affects-as-information in terms of destination imagining and choosing. Evoked sets are conceptualised not simply as destinations, but as destinations in terms of imagery, knowledge and familiarity; forming Unusual Selling Points (USPs) or their standardised equivalent, Standardised Selling Points (SSPs). USPs and SSPs are each in turn categorised threefold, as utility, experiential and symbolic selling points. Action sets are conceptualised not just as destinations but as destinations-as-propensity to visit. This conceptualisation of decision making is illustrated in terms of British consumers' evocations of Scandinavia and their propensity to visit Scandinavian countries. One element of familiarity is found to be disproportionately important in the associations between evoked and action sets: experiential familiarity, namely seduction by experience.
    LanguageEnglish
    Pages1153-1170
    Number of pages17
    JournalTourism Management
    Volume27
    Issue number6
    DOIs
    Publication statusPublished - 2006

    Fingerprint

    familiarity
    selling
    Sales
    modeling
    imagery
    decision making
    Scandinavia
    Decision making
    Modeling
    Choice sets
    Destination
    discourse
    Familiarity
    experience

    Keywords

    • decision sets
    • marketing
    • norway
    • denmark
    • sweden
    • finland
    • tourism

    Cite this

    Prentice, R. / Evocation and experiential seduction: Updating choice-sets modelling. In: Tourism Management. 2006 ; Vol. 27, No. 6. pp. 1153-1170.
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    Evocation and experiential seduction: Updating choice-sets modelling. / Prentice, R.

    In: Tourism Management, Vol. 27, No. 6, 2006, p. 1153-1170.

    Research output: Contribution to journalArticle

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