Decision Making in Outbound Incentive Travel for Indian Corporates: A Qualitative Inquiry Into Key Factors and Influences

Abstract

Objective: This study aims to explore the factors and influences shaping decision-making in outbound incentive travel for Indian corporates, with a specific focus on the collaborative relationships among Destination Management Companies (DMCs), Incentive Planners, and corporate clients. The research problem centers on understanding the dynamics and key elements that drive decision-making processes in this context.   Theoretical framework: The research is grounded in the widely recognized PESTEL model, which encompasses Political, Economic, Sociocultural, Technological, Environmental, and Legal factors. This theoretical framework provides a comprehensive lens to categorize and analyze the various factors and influences that impact decision-making in outbound incentive travel. Furthermore, a modified P2ESTEL model is proposed to enhance the understanding of how these factors specifically shape travel planning and decision-making.   Method: To achieve the research objectives, a qualitative research design was employed. In-depth interviews were conducted with industry experts, including Incentive Planners and Destination Management Companies (DMCs), who possess extensive knowledge and experience in outbound incentive travel. Thematic analysis was applied to the interview data to identify key themes and subthemes, offering valuable insights into the decision-making processes and the factors that play significant roles. For data coding and representation MAXQDA software was utilized.   Results and conclusion: The study identified several key factors and influences that shape decision-making in outbound incentive travel for Indian corporates. These include destination attractiveness, travel experience, participant preferences, organizational goals, competition, and market trends. The modified P2ESTEL model provided a comprehensive framework for understanding the specific impact of these factors on decision-making.   Implications of the research: This study has important implications for decision-making strategies, stakeholder collaboration, and the effectiveness of outbound incentive travel initiatives for Indian corporates. By considering the identified factors and influences, decision-makers can make more informed choices that align with their organizational goals, create more rewarding travel experiences for participants, and stay competitive in the market.   Originality/value: This study contributes to the emerging literature on decision-making in outbound incentive travel for Indian corporates by providing a nuanced and in-depth understanding of the factors and influences involved. The proposed modified P2ESTEL model offers a novel approach for analyzing and comprehending the complexities of decision-making in this context. The findings of this study hold academic significance and practical value for professionals involved in outbound incentive travel planning and management.