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Corporate travel procurement: the client/agent relationship

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This research analyses the relationship between corporate travel agents and business clients. It assesses predictions 10 yeas ago that suggested corporate travel would predominantly be purchased online. Previous research has primarily focused on the leisure travel market and the effect of the Internet on the supply chain, whilst ignoring the specifics of the business to business (b2b) relationship and also ignoring the impact that network theory may have on these relationships. Through a survey of 139 businesses, factor analysis identified three main areas of perceived advantages for the travel agent (Expertise, Costs, and Added Extras) and two for the Internet (Functionality and Quick and Easy). The findings and recommendations from this paper are linked to network theory to assist the corporate travel agent in identifying strategies for utilising their strengths as a competitive advantage over Internet travel procurement.
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Keywords: BUSINESS TRAVEL; CORPORATE TRAVEL AGENT; FACTOR ANALYSIS; NETWORK THEORY

Document Type: Research Article

Publication date: 2007-03-01

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