Customers’ purchasing intentions for enhanced cleaning services in hotels during COVID-19: establishing price strategies

Abstract

PurposeThis paper aims to contribute to the literature investigating hotel customers’ preventive behavior during the COVID-19. Because there is no timely research discussing cleaning and disinfection services as a premium service in China, the authors conducted research to examine customers’ perceptions based on the information–motivation–behavioral skills (IMB) model and to explore potential marketing exits. Moreover, based on the price-sensitive measurement, this study reveals the price range and optimal price of the service, which could assess the feasibility of the service and balance the operation cost.Design/methodology/approachAn internet-based, self-reported survey was designed to collect the data during the outbreak of COVID-19 in April 2020. The yield was 874 usable and valid responses, which were purposefully analyzed using confirmatory factor analysis and structural equation modeling.FindingsThe results indicate a significant influence of dimensions (information, motivation, health behavior skills) on hotel customers’ preventive behavior regarding purchase intention of cleaning and disinfection service. The optimal price of this service is 20% of the average room rate, and the range of acceptable prices is 15% of the average room rate.Originality/valueThe present study represents academic attempts to contribute to the literature by applying the IMB model to consumer behavior in a hotel industry context, emphasizing the importance of each dimension in behavioral intention during the current ongoing global issue. Additionally, the results indicate that the hotel industry could consider satisfying the needs of this market based on the suggested price.