Chapter 2

• Physiological Needs


  • Basic needs that travelers expect destinations to meet
• Safety Needs


  • Destinations can attract increasing numbers of visitors only if they provide a safe, secure environment in which travellers feel protected from any threats during their stay
• Social Needs


  • Social belonging plays a clear, positive role in motivating travellers to visit destinations
• Cognitive and aesthetic needs


  • Knowledge and understanding local life-style, heritage and traditions
  • Appreciation and search for beauty, balance and form
• Self-actualization


  • Need for personal cultivation, realizing personal potential, self-fulfillment, seeking personal growth and peak experiences
• Plog's Psychographic Tourists' Profile


  Theory that classifies tourists along their personal characteristics, life-style and personal values
• Psychocentric


  People concerned on their own affairs
• Midcentric


  People who occupy borders with near psychocentric and near allocentric, relatively flexible in their needs
• Allocentric


  Independent tourists seeking for adventure or experience
• Push Motivation


  Related to decision, whether to go (someone's desire to travel)
• Pull Motivation


  Addresses the question of where to go (destination's characteristics)
• Holistic tourism


  New and alternative form of tourism, an important trend among tourist who seek programs and experiences that allow them to achieve balance between mind, body, and soul
• Holistic tourism focuses on self-transformation and on an attempt of people understanding more about themselves. It is crucial we understand each person's view about this new type of tourism since this perspective will surely bring potential new investors to this product.
• Motivation to Travel

  • Incentive
  • Fear
  • Achievement
  • Growth
  • Power
  • Social
• Instinct Theory of Motivation


  People are motivated to behave in certain ways because they are evolutionarily programmed to do so
• William James created a list of human instincts that include such things as, attachment, play, shame, fear, shyness, modesty, and love.
• Incentive Theory of Motivation


  People are motivated to do things because of external rewards. The greater the perceived rewards, the more strongly people are motivated to pursue those reinforcements.
• Drive Theory of Motivation


  People are motivated to take certain actions in order to reduce the internal tension that is caused by unmet needs.
• Arousal Theory of Motivation


  People take certain actions to either decrease or increase level of arousal.
• Humanistic Theory of Motivation


  People also have strong cognitive reasons to perform various actions. (Maslow's hierarchy of needs)
• Expectancy Theory of Motivation


  We are thinking about the future, we formulate different expectations about what we think will happen. The theory proposes that motivations consist of three key elements: valence, instrumentality, and expectancy.
• Needs, motives, and motivations are engines of human conduct and they play a fundamental part in the mechanics of tourism.
• Travel Career Ladder (TLC)


  Developed by Philip L. Pearce, adopted Maslow's hierarchy of need in his study
• Layers of holiday

  • Relaxation
  • Stimulation
  • Relationship
  • Self- esteem and development
  • Fulfillment
• Tourism reflects the "anti-structure" of life, an escape from something, rather than a quest for something
• Psychographics


  Data about a specific group of people that focuses on attitudes, aspirations, interests, lifestyle, and other psychological criteria
• Psychographics is built on the demographic profile.
• Ideal Client Behavioral Analysis


  The process of understanding the behavior of a specific group of people, how they make decisions on what to buy, when to buy, and how to buy.
• Ideal Client Background Story


  To understand their buying journey: where they began, what challenges they faced, what they achieved, and where they are right now.
• Ideal Client Destination


  Describing the benefits of your product or service, look at the effect each benefit has on your clients and their life or business.
• Ideal Client Future Story


  Brings to life the journey from your ideal clients is right now to where they want to be, and illustrate how your product or service can help them get there.
• Ideal Clients Objection


  Considerations that influence saying "no"
• Ideal Client day-in-the-life


  Create a roadmap or schedule of what a typical day looks like for your ideal client, you'll be able to connect with your ideal clients on a more personal level.