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Evocation and experiential seduction: Updating choice-sets modelling

Prentice, R. (2006) Evocation and experiential seduction: Updating choice-sets modelling. Tourism Management, 27 (6). pp. 1153-1170. ISSN 0261-5177

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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.

Item type: Article
ID code: 4103
Keywords: decision sets, marketing, norway, denmark, sweden, finland, tourism, Commerce, Management. Industrial Management, Development, Strategy and Management, Tourism, Leisure and Hospitality Management, Transportation
Subjects: Social Sciences > Commerce
Social Sciences > Industries. Land use. Labor > Management. Industrial Management
Department: Strathclyde Business School > Hospitality and Tourism Management
Depositing user: Strathprints Administrator
Date deposited: 21 Sep 2007
Last modified: 08 Mar 2019 03:06
URI: https://strathprints.strath.ac.uk/id/eprint/4103
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