دانشگاه مازندران

 Statistics

Number of Journals32
Number of Issues591
Number of Articles5,779
Article View8,661,118
PDF Download6,342,877
Keshavarzi,, S., Siyavooshi, M. (2025). Application of Customer Life Cycle Analysis Concepts in Tourism Marketing. Journal of Executive Management, 3(1), 37-61. doi: 10.22080/tmhr.2025.29459.1070
Sakine Keshavarzi,; Malihe Siyavooshi. "Application of Customer Life Cycle Analysis Concepts in Tourism Marketing". Journal of Executive Management, 3, 1, 2025, 37-61. doi: 10.22080/tmhr.2025.29459.1070
Keshavarzi,, S., Siyavooshi, M. (2025). 'Application of Customer Life Cycle Analysis Concepts in Tourism Marketing', Journal of Executive Management, 3(1), pp. 37-61. doi: 10.22080/tmhr.2025.29459.1070
Keshavarzi,, S., Siyavooshi, M. Application of Customer Life Cycle Analysis Concepts in Tourism Marketing. Journal of Executive Management, 2025; 3(1): 37-61. doi: 10.22080/tmhr.2025.29459.1070

Application of Customer Life Cycle Analysis Concepts in Tourism Marketing

پژوهش های بازاریابی گردشگری و میهمان نوازی
Article 2, Volume 3, Issue 1 - Serial Number 4, March 2025, Pages 37-61    PDF (1.04 M)
Document Type: Original Article
DOI: 10.22080/tmhr.2025.29459.1070
Authors
Sakine Keshavarzi,1; Malihe Siyavooshi* 2
1Researcher in Halal Research Center of IRI, Food and Drug Administration, Ministry of Health and Medical Education, Tehran. Iran
2Department of Business Administration, Faculty of Management, Economics and Accounting, University of Hormozgan , Bandar Abbas, Iran
Receive Date: 13 June 2025,  Revise Date: 16 July 2025,  Accept Date: 17 July 2025 
Abstract
Context and Purpose: According to the concept of the customer life cycle, customers go through three stages in their relationship with companies: attraction, retention, and development; and companies should develop strategies for each of these stages. Customer development in the field of tourism represents earning more income from the tourists’ travel duration and cost. The aim of this study is to investigate the effect of the variables of gender, age, marital status, education, number of trips, travel arrangement, travel companions, place of residence, and religion on the travel duration and cost of incoming tourists to Iran.
Design/methodology/approach: The present study is descriptive applied research. Data were collected using an online questionnaire in Persian, English, and Arabic from 321 foreign tourists traveling to Iran, and analyzed using the Chi-square test and Fisher's exact test in SPSS software.
Findings: The results of the study showed that there is a significant relationship between the variables of age, number of trips, method of travel arrangement, place of residence, and travel duration development; And the variables of religion, number of trips, place of residence, and travel cost development.
Conclusion: Destination marketers and tourism destination managers can increase overall tourism revenue by identifying and targeting tourists who are more likely to extend their trip and offering incentives to increase the likelihood of extending their trip.
Originality/value: Most studies in the field of tourism marketing, especially in Iran, have focused on attracting and retaining tourists, and limited studies have addressed the expansion of travel duration and cost. Also, in the present study, for the first time, the effect of religion on the expansion of travel duration and cost has been investigated.
Keywords
Customer Life Cycle; Travel Duration Expansion; Travel Cost Expansion; Tourism Destination Marketing; Inbound Tourism
References

Adongo, C. A., Badu-Baiden, F., & Boakye, K. A. A. (2017). The tourism experience-led length of stay hypothesis. Journal of outdoor recreation and tourism, 18, 65-74.  doi: 10.1016/j.jort.2017.02.003 

Al-Ansi, A., & Han, H. (2019). Role of halal-friendly destination performances, value, satisfaction, and trust in generating destination image and loyalty. Journal of destination marketing & management, 13, 51-60. Doi: 10.1016/j.jdmm.2019.05.007

Al-Hazmi, N. (2021). The impact of customer relationship management on customer retention in travel and tourism organizations. Management Science Letters, 11(1), 247-252. doi: 10.5267/j.msl.2020.8.009

Almeida, A., Machado, L. P., & Xu, C. (2021). Factors explaining length of stay: Lessons to be learnt from Madeira Island. Annals of Tourism Research Empirical Insights, 2(1), 100014. doi: 10.1016/j.annale.2021.100014

Antolini, F., Cesarini, S., & Simonetti, B. (2024). Factors determining Italian tourists’ expenses: a machine learning approach. Quality & Quantity, 1-19. doi:10.1007/s11135-024-01832-x

Arbabyan, Sh., Zamani, Z., & Rahimi, M. (2014). The Effect of Tourism Industry on the Development of Entrepreneurship, Journal of Tourism Planning and Development, 3(10), 126- 146. (In Persian)

Awan, A., Hussain, K., Zafar, M., & Bajwa, S. U. (2025). Is tourism conducive to green growth? An investigation of the role of tourism-based economic expansion in the nexus of leisure tourism and business tourism. Journal of Hospitality and Tourism Insights, 8(1), 120-137. doi:10.1108/JHTI-11-2023-0855

Barros, C. P., & Machado, L. P. (2010). The length of stay in tourism. Annals of tourism research, 37(3), 692-706. doi: 10.1016/j.annals.2009.12.005

Battour, M. (2017). Halal tourism and its impact on non-Muslim tourists’ perception, trip quality and trip value. International Journal of Culture, Tourism and Hospitality Research, 2, 1-24. doi: 10.1108/IJCTHR-02-2017-0020

Buttle, F. and Maklan, S., 2015. Customer relationship management: concepts and technologies. Routledge.

Cheng, J. (2024). AI-Based Hotel Customer Churn Prediction Model. Journal of Progress in Engineering and Physical Science, 3(4), 15-21. doi:10.56397/JPEPS.2024.12.03

Craggs, R., & Schofield, P. (2009). Expenditure-based segmentation and visitor profiling at The Quays in Salford, UK. Tourism Economics, 15(1), 243-260. doi:10.5367/000000009787536753

CrescentRating & Mastercard. (2024). Global Muslim Travel Index 2024. Retrieved from: https://www.crescentrating.com/reports/global-muslim-travel-index-2024.html

Dinar Standard (2024). State of the Global Islamic Economy Report 2023/24, Retrieved from: https://salaamgateway.com/specialcoverage/SGIE23

Dursun-Cengizci, A., & Caber, M. (2025). Using machine learning methods to predict future churners: an analysis of repeat hotel customers. International Journal of Contemporary Hospitality Management, 37(1), 36-56. doi.org/10.1108/IJCHM-06-2023-0844

Ekka, P. M. (2024). Halal tourism beyond 2020: concepts, opportunities and future research directions. Journal of Islamic Marketing, 15(1), 42-58. doi: 10.1108/JIMA-09-2022-0260

Hafez Rezazadeh, M., Mir, M., & Shahraki, D. (2021). Analysis and assessment of the importance of factors affecting the length of stay of visitors in a tourism destination (Case study: Chabahar city). Proceedings of the 5th International Congress on Agricultural Development, Natural Resources, Environment, and Tourism of Iran, Tabriz. (In Persian)

Gedecho, E. K., Masiero, L., Wavei, E. B., Qiu, R. T., & Kesande, P. (2023). Investigating the determinants of outbound long-haul tourist daily expenditure and length of stay. Tourism Economics, 29(8), 1995-2011. doi: 10.1177/13548166221122490

Gokovali, U., Bahar, O., & Kozak, M. (2007). Determinants of length of stay: A practical use of survival analysis. Tourism management, 28(3), 736-746. doi: 10.1016/j.tourman.2006.05.004

Jackman, M., Lorde, T., Naitram, S., & Greenaway, T. (2020). Distance matters: the impact of physical and relative distance on pleasure tourists' length of stay in Barbados. Annals of Tourism Research, 80, 102794. doi: 10.1016/j.annals.2019.102794

Jacobsen, J. K. S., Gössling, S., Dybedal, P., & Skogheim, T. S. (2018). Exploring length of stay: International tourism in south-western Norway. Journal of Hospitality and Tourism Management, 35, 29-35. doi: 10.1016/j.jhtm.2018.02.003

Jurdana, D. S., & Frleta, D. S. (2016). Factors affecting the expenditure of domestic and foreign tourists-the evidence from Rijeka and Opatija, Croatia. In Faculty of Tourism and Hospitality Management in Opatija. Biennial International Congress. Tourism & Hospitality Industry (p. 418). University of Rijeka, Faculty of Tourism & Hospitality Management.

Keshavarzi, S. & Siyavooshi, M.(2025). Halal Tourism Requirements in Iran: Attraction for Muslim Tourists or Barrier for Non-Muslim Visitors?. International Journal of Applied Business Research, 203-219.

Massidda, C., Piras, R., & Seetaram, N. (2022). Analysing the drivers of itemised tourism expenditure from the UK using survey data. Annals of Tourism Research Empirical Insights, 3(1), 100037.  doi: 10.1016/j.annale.2022.100037

Mohamed, N., Taheri, B., Farmaki, A., Olya, H., & Gannon, M. J. (2020). Stimulating satisfaction and loyalty: transformative behaviour and Muslim consumers. International Journal of Contemporary Hospitality Management, 32(9), 2903-2923. doi:10.1108/IJCHM-04-2020-0330

Moudud-Ul-Huq, S., Akter, R., Mahmud, M. S., & Hasan, N. (2021). Impact of Customer Relationship Management on Tourist Satisfaction, Loyalty, and Retention: Saint Martin's Island. International Journal of Customer Relationship Marketing and Management (IJCRMM), 12(3), 20-37. doi: 10.4018/IJCRMM.2021070102

Oklevik, O., Kwiatkowski, G., Malchrowicz-Mośko, E., Ossowska, L., & Janiszewska, D. (2021). Determinants of tourists’ length of stay. PloS one, 16(12), e0259709. doi: 10.1371/journal.pone.0259709

Sari, W., & Nur'aeni, N. A. (2023). The Effect of Muslim-Friendly Tourism on Muslim Tourist Satisfaction in Ciwidey District, Bandung Regency. Indonesian Journal of Economics and Management, 4(1), 108-116. doi:10.35313/ijem. v4i1.5483

Soler, I. P., Gemar, G., & Correia, M. B. (2018). Length of stay for tourists' inland trips. Journal of Destination Marketing & Management, 10, 49-60. doi: 10.1016/j.jdmm.2018.05.008

Stephenson, M. L. (2014). Deciphering ‘Islamic hospitality’: Developments, challenges and opportunities. Tourism Management, 40, 155-164. doi: 10.1016/j.tourman.2013.05.002

Thrane, C. (2016). Students' summer tourism: Determinants of length of stay (LOS). Tourism Management, 54, 178-184. doi: 10.1016/j.tourman.2015.11.010

Thrane, C., & Farstad, E. (2012). Tourists' length of stay: the case of international summer visitors to Norway. Tourism Economics, 18(5), 1069-1082. doi: 10.5367/te.2012.0158

Timothy, D. j. (2019). Tourism trends and patterns in MENA a resource perspective. In D. J. Timothy (Ed.), Routledge handbook on tourism in the Middle East and North Africa (pp. 36–54). Routledge.

Wang, L., Fong, D. K. C., Law, R., & Fang, B. (2018). Length of stay: Its determinants and outcomes. Journal of Travel Research, 57(4), 472-482. doi:10.1177/0047287517700315

Wang, Y., & Davidson, M. C. (2010). Chinese holiday makers' expenditure: Implications for marketing and management. Journal of Hospitality Marketing & Management, 19(4), 373-396. doi:10.1080/19368621003667101

Wong, J. Y., Chen, H. J., Chung, P. H., & Kao, N. C. (2006). Identifying valuable travelers and their next foreign destination by the application of data mining techniques. Asia Pacific Journal of Tourism Research, 11(4), 355-373. doi:10.1080/10941660600931200

Yang, C. W., Wu, C. L., & Lu, J. L. (2021). Exploring the interdependency and determinants of tourism participation, expenditure, and duration: An analysis of Taiwanese citizens traveling abroad. Tourism Economics, 27(4), 649-669. doi: 10.1177/1354816619896656

Zamani-Farahani, H., Carboni, M., Perelli, C., & Torabi Farsani, N. (2019). Islamic tourism in the Middle East. In D. J. Timothy (Ed.), Routledge handbook on tourism in the Middle East and North Africa (pp. 125–136). Routledge.

Statistics
Article View: 373
PDF Download: 287


Journal Management System. Powered by Sinaweb