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Regional development in airlines and travel agents relationship.

机译:区域发展与航空公司和旅行社的关系。

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摘要

On average, 17% of airline operating cost are attributed to distribution costs which are associated with commissions to travel agents, ticketing, credit card fees, CRS fees and promotion. In recent years, airlines in North America and in Europe have been questioning the role of travel agents in the distribution chain and renegotiating commission fee structures. As a result, some large agents have introduced a management fee philosophy where the clients, especially corporations, pay a fee to the travel agent in return for predetermined services. Such services include providing up-to-the minute reports on travel patterns of employees, effectiveness of travel policies, advice on complicated itineraries, etc. Such changes in airline and travel agent relationships initially started in the US and were followed by the European carriers. However, Asian carriers have been slow in following their US and European counterparts. This raises a number of questions: What are the barriers, if any for Asian carriers, to follow their counter parts in Europe and US? Would airlines in the three regions be able to bypass travel agents and sell directly to their customers? Would the customers prefer to go direct to airlines? Would there be a variation in the airlines, and agents, relationship in each region? This paper addresses these questions by analysing the distribution strategies of major carriers in the US, Europe and Asia. It also discusses the changing relationship between airlines and travel agents, and the trend towards direct selling by airlines in each region.
机译:平均而言,航空公司运营成本的17%归因于与旅行代理商的佣金,机票,信用卡费用,CRS费用和促销相关的分销成本。近年来,北美和欧洲的航空公司一直在质疑旅行社在分销链中的作用,并重新协商佣金结构。结果,一些大型代理商引入了管理费理念,即客户(尤其是公司)向旅行代理商支付费用,以换取预定服务。此类服务包括提供有关员工出行方式的最新报告,出差政策的有效性,复杂行程的建议等。航空公司和旅行社关系的这种变化最初始于美国,随后是欧洲航空公司。但是,亚洲航空公司在跟上美国和欧洲同行方面进展缓慢。这就提出了一个问题:亚洲航空公司在欧洲和美国追随对手的障碍是什么(如果有的话)?这三个地区的航空公司是否能够绕过旅行社并直接向其客户销售?客户会喜欢直接去航空公司吗?每个地区的航空公司,代理商和关系会有所不同吗?本文通过分析美国,欧洲和亚洲主要航空公司的分销策略来解决这些问题。它还讨论了航空公司与旅行社之间不断变化的关系,以及每个地区航空公司直销的趋势。

著录项

  • 作者

    Alamdari Fariba;

  • 作者单位
  • 年度 2002
  • 总页数
  • 原文格式 PDF
  • 正文语种 {"code":"en","name":"English","id":9}
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