Selling and Marketing the Tourism Product

  • François Vellas
  • Lionel Bécherel


In order to achieve commercial success, tourism product designers and distributors offer products specifically adapted to the needs of the consumer. These are sold at competitive prices and should be perceived to have a good quality—price ratio. The tour operator packaging and selling tourism products should enjoy a high reputation and an image of quality. Success depends on an expert knowledge of the market, skilful packaging of the products and an ability to commercialise them.


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Further Reading

  1. Ashworth, G. J. and Goodhall, B. C. Marketing in the Tourism Industry. London: Routeledge, 1990.Google Scholar
  2. Bello, D. C. and Etzel, M. J. ‘The Role of Novelty in the Pleasure Travel Experience’, Journal of Travel Research, 24 (1),pp. 20–6, 1985.CrossRefGoogle Scholar
  3. Booms, B. H. and Bitner, M. J. ‘New Management Tools for the Successful Tourism Manager’, Annals of Tourism Research, 7 (3), pp. 337–52, 1980.CrossRefGoogle Scholar
  4. Buck, R. C. ‘The Ubiquitous Tourist Brochure: Explorations in its Intended and Unintended Use’, Annals of Tourism Research, 4 (4), pp. 195–207, 1977.CrossRefGoogle Scholar
  5. Cooper, C., Fletcher, J., Gilbert, D. and Wanhill, S. Tourism Principles and Practice. London: Pitman, 1993.Google Scholar
  6. Dernoi, L. A. ‘Farm Tourism in Europe’, Tourism Management, 1983Google Scholar
  7. Heath, E. and Wall, G. Marketing Tourism Destinations. New York: Wiley, 1992.Google Scholar
  8. Holloway, J. C. and Plant, R. V. Marketing for Tourism. London: Pitman, 1993.Google Scholar
  9. Kotler, P. Marketing Management: Analysis, Planning, Implementation and Control. 6th edn, New Jersey: Prentice-Hall International, 1988.Google Scholar
  10. Middleton, V. T. C. Marketing in Travel and Tourism. Oxford: Heinemann, 1988.Google Scholar
  11. Morrison, A. M. Hospitality and Travel Marketing. New York: Delmar, 1989.Google Scholar
  12. Wahab, S., Crampton, L. J. and Rothfield, L. M. Tourism Marketing. London: Tourism International Press, 1976.Google Scholar
  13. Witt, S. and Moutinho, L. Tourism Marketing and Management Handbook. Hemel Hempstead: Prentice Hall, 1994.Google Scholar
  14. WTO. Concept and Production Innovations of the Tourism Product. Madrid, 1983.Google Scholar

Copyright information

© François Vellas and Lionel Bécherel 1995

Authors and Affiliations

  • François Vellas
  • Lionel Bécherel

There are no affiliations available

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