Passenger Decision Making Behavior

and Implications for Airline

Marketing: Case Emirates
Bachelor Thesis for Obtaining the Degree
Bachelor of Business Administration
Tourism and Hospitality Management

Dr. Ulrike Bauernfeind

Robert Wilfing
0911562
Vienna, 29/05/2012

Affidavit
I hereby affirm that this Bachelors Thesis represents my own written work and that I
have used no sources and aids other than those indicated. All passages quoted from
publications or paraphrased from these sources are properly cited and attributed.
The thesis was not submitted in the same or in a substantially similar version, not
even partially, to another examination board and was not published elsewhere.

Date

Signature

Acknowledgement

First I would like to express my utmost gratitude to Ms. Dr. Urlike Bauernfeind and thank her for her
continued supervision, wonderful support and valuable advice.
I consider it an honor to have had the opportunity to work with Emirates and I am especially thankful
for the advice and valuable input from the Area Manager Austria, Slovakia and Hungary Mr. Martin
Gross, Austrias Sales Manager Mr. Anton Bily and Austrias Sales Coordinator Ms. Elisabeth Schmon
who supported my research for this thesis right from the beginning. It would not have been possible
to conduct this survey without the support of Emirates Airport Manager Mr. Karl-Heinz Gallus.
I furthermore would like to thank Ms. Jessica Keck for her kind support during the survey process.

Abstract

The airline industry is facing tremendous changes linked to advances in Information and
Communication Technologies which revolutionize consumer behavior by enhancing the availability of
information and simplifying the booking process. Though success for airlines lies in understanding
changing needs of customers little research has been done on the decision making process of
passengers. The aim of this paper is to explore how passengers prefer to obtain information, which
information sources they perceive as trustworthy, which distribution channels are used for bookings
and the evaluation of distinct product attributes. The Arabian carrier Emirates was selected for an indepth analysis, and a survey among Emirates passengers was conducted in order to obtain up-todate insight into their decision making behavior. Results show that passengers carry out extensive
information searches and stress the need for integrated marketing communication. A trend towards
disintermediation and re-intermediation was observed. As far as specific product attributes are
concerned, Emirates passengers place the most importance on safety, punctuality, staff and the seat
pitch. Recommendations for Emirates and any other carrier include a proactive approach towards
new Information and Communication Technologies and their integration as marketing tool.

Table of Contents

Affidavit ................................................................................................................................................... 2
Acknowledgement................................................................................................................................... 3
Abstract ................................................................................................................................................... 4
Table of Contents .................................................................................................................................... 5
List of Tables ............................................................................................................................................ 8
List of Figures........................................................................................................................................... 8
List of Abbreviations ................................................................................................................................ 9
1

Introduction................................................................................................................................... 10

Historical Background of the airline industry ................................................................................ 11

Product Analysis in Airline Marketing ........................................................................................... 12

3.1

Definition of the Airline Product ........................................................................................... 12

3.2

The Extended Marketing Mix Analysis for Services............................................................... 12

3.2.1

Product .......................................................................................................................... 12

3.2.2

Price ............................................................................................................................... 13

3.2.3

Place .............................................................................................................................. 14

3.2.4

Promotion...................................................................................................................... 15

3.2.5

People ............................................................................................................................ 16

3.2.6

Physical Environment .................................................................................................... 17

3.2.7

Process........................................................................................................................... 17

3.3

The Leisure Market................................................................................................................ 18

3.4

The Business Market ............................................................................................................. 18

Consumer Behavior ....................................................................................................................... 20

4.1

Consumer Decision Making Process...................................................................................... 21

4.1.1

Consumer Decision Making Process: Information Search............................................. 21

5

4.1.2

Consumer Decision Making Process: Evaluation of Alternatives .................................. 23

4.1.3

Consumer Decision Making Process: Purchase decision............................................... 24

Emirates ......................................................................................................................................... 25
5.1

The Development of Emirates ............................................................................................... 25

5.1.1

The Years 1984-1989 ..................................................................................................... 25

5.1.2

The Years 1990-1999 ..................................................................................................... 26

5.1.3

The Years 2000-2007 ..................................................................................................... 26

5.2

Emirates Business Model ..................................................................................................... 28

5.2.1

Home-base Dubai .......................................................................................................... 28

5.2.2

Emirates Service Concept .............................................................................................. 29

5.2.3

Employees ..................................................................................................................... 31

5.2.4

One Owner Principle ..................................................................................................... 32

5.2.5

Branding ........................................................................................................................ 32

5.2.6

Young, Fuel-efficient Fleet............................................................................................. 33

5.2.7

Ability to Expand Vastly ................................................................................................. 33

5.2.8

Heterogeneous Revenue Streams ................................................................................. 34

5.2.9

Disadvantages and Threats ........................................................................................... 34

5.2.10

SWOT Analysis ............................................................................................................ 36

In order to summarize positive and unfavorable aspects of Emirates......................................... 36

5.3

Development of the Austrian Market ................................................................................... 38

5.3.1
6

Emirates Marketing Activities in the Austrian and Slovakian Market .......................... 39

Primary Research........................................................................................................................... 40
6.1

Methodology ......................................................................................................................... 40

6.2

Questionnaire Design ............................................................................................................ 41

6.2.1

Part 1: General Information .......................................................................................... 41

6.2.2

Part 2: Information Search ............................................................................................ 42

6.2.3

Part 3: Distribution Channels ........................................................................................ 43

6

6.2.4
6.3

Sampling and Setting ............................................................................................................. 45

6.4

Hypothesis Development ...................................................................................................... 46

6.4.1

Hypothesis 1 .................................................................................................................. 46

6.4.2

Hypothesis 2 .................................................................................................................. 47

6.4.3

Hypothesis 3 .................................................................................................................. 47

6.4.4

Hypothesis 4 .................................................................................................................. 48

6.5

Analysis of Findings ............................................................................................................... 49

6.5.1

Analysis of General Information .................................................................................... 49

6.5.2

Analysis of Hypothesis 1 and Information Sources Considered .................................... 49

6.5.3

Analysis of Hypothesis 2 and the Perceived Relevance of Information Sources .......... 50

6.5.4

Analysis of Booking Channels and Hypothesis 3 ........................................................... 51

6.5.5

Evaluation of Product Attributes and Hypothesis 4 ...................................................... 52

6.6

Interpretation of Findings ..................................................................................................... 54

6.6.1

Interpretation of General Information .......................................................................... 54

6.6.2

Interpretation of Information Sources Considered (Hypothesis 1)............................... 55

6.6.3

Interpretation Perceived Relevance of Information Sources (Hypothesis 2)................ 55

6.6.4

Interpretation of Booking Channels (Hypothesis 3) ...................................................... 56

6.6.5

Interpretation of Product Attributes Evaluation (Hypothesis 4) .................................. 56

6.7
7

Part 4: Product Attributes ............................................................................................. 43

Managerial Response to Survey Findings .............................................................................. 58

Conclusion ..................................................................................................................................... 60

Bibliography........................................................................................................................................... 62
Appendices ............................................................................................................................................ 68
Appendix 1......................................................................................................................................... 68

List of Tables

Airline Product Comparison

24

SWOT Analysis

37

Development of Dubai Vienna route

38

Questionnaire: Information Sources

42

Questionnaire: Distribution Channels

43

Questionnaire: Product Attributes

44

Analysis: Consideration of Information Sources

49

Analysis: Perceived Credibility of Information Sources

50

Analysis: Distribution Channels

51

10

Analysis: Product Attributes

52

List of Figures
1

The Marketing Communication System

16

Buyer Decision Process

21

Emirates Corporate Values

28

Formula: Statistical Testing

51

Analysis: Most Important Product Attribute

54

List of Abbreviations

ATW

Air Transport World

CRS

Computer Reservation System

EK

Emirates

ICT

Information and Communication Technology

IFEC

In-flight Entertainment and Communication

OAG

Official Airline Guide

OS

Austrian

UAE

United Arab Emirates

Introduction

The airline industry is one of the fastest-changing industry sectors in the world today (Kernchen,
2004). Changing market conditions including empowered customers, new distribution channels
and a cogent trend towards disintermediation and re-intermediation constantly forces airlines to
adopt and improve their operations and business models (Shaw, 2011; Kossmann 2006). Advances in
the field of Information and Communication Technologies (ICT) contributed to the empowerment of
customers who became more experienced, sophisticated and striving for individual and independent
products (Buhalis & Law, 2008). The two authors conclude that in the tourism industry the key
success lies in quick identification of consumer needs and in reaching potential clients with
comprehensive, personalized and up-to-date products and services that satisfy those needs. This
statement and the fact that so far there has been little discussion on passenger behavior support the
need for further investigation. The aim is to detect how potential clients get information about an
airline, which information and booking channels they prefer and which attributes of the airline
product are most important for them. This paper aims to specifically explore the decision making
process of passengers. The consideration of information channels, booking channels and the
evaluation

process

of

the

airline

product

are

to

be

examined

in

this

research.

With regards to the organization of this paper, a division into seven parts was chosen. A brief
introduction of the development of civil aviation in general emphasizes how fast market conditions
changed. This section will further explore the impact of technologies and regulations and the ways in
which airlines have adapted their business models throughout the years. Section 2 carefully analyzes
the nature of the airline product aiming to accurately state which elements it comprises. An analysis
was carried out in light of the extended marketing mix for services. The third section outlines basic
theories on the science of consumer behavior and explores the consumer decision making process
that served as a foundation for the research conducted. While the historic, the marketing and
consumer behavior sections (3 & 4) are generally relevant for an investigation of any airline, the main
section (5) of the literature part is a detailed analysis of the Arabian airline Emirates, which covers
the development of Emirates and a critical evaluation of their strengths, weaknesses, opportunities
and threats based on up-to-the-minute information. The research part examines how Emirates
reaches their customers, which information and booking channels passengers prefer and how they
perceive the importance of product attributes that Emirates offers. The conclusion combines findings
from the empirical research conducted in this thesis and the literature review.
10

2 Historical Background of the airline industry

Compared to other industries the airline industry has a rather short history to look back at. Even
though it is not possible to provide a single date which serves as a starting point for the airline
business it is feasible to mention the Wright brothers who conducted powered air flights in 1903 and
by doing that set the basis for personal aviation (Sheehan & Oclott, 2003). Six years after this flight
the German general and aircraft manufacturer Count Zeppelin was the first business man to found an
airline. On the 16th of November 1909 the Deutsche Luftschiffahrts-Aktiengesellschaft (DELAG) was
established to operate passenger flights from the companys home base Frankfurt (Gunston, 1978).
Bieger and Agosti (2005) developed a model of four stages which comprises the evolution of the
airline business and divides it into four parts. The first stage mentioned is called technical stage and
lasts until the beginning of World War II. In those early years travelling by air was rather suitable for
adventurers. The business was a supply side business and airlines making profits could hardly be
found. Stage two, called political stage covers the establishment of international regulations,
agreements and standards which were set for the transportation industry. Important technological
achievements were made in the 1950s with the development of jet planes which enabled airlines to
start immense growth (Sheehan & Oclott, 2003). The airline business started putting more emphasize
on quality and costs in the early 70ies. This third stage was also shaped by the introduction of open
sky policies, new services, pricing schemes and competitors entering the market with new business
concepts. The last stage, network and alliances, started in the 90ies with the introduction of low cost
carriers (LCCs) and the process of forming alliances among already established carriers which
completely changed market conditions. In Europe new established LCCs like Ryanair or Easyjet took
advantage of the liberated European skies and managed to successfully position themselves in the
market. At the same time many old-established full services carriers like Birtish Airways or Austrian
Airlines faced severe financial problems. In 2002 Swiss Air who was renowned for service excellence
was grounded, a scenario that at that time no one would have accepted for an established carrier.
Swiss Airs grounding however stressed the need for airlines, regardless of how long they were
already part of the airline market, to adapt their business model to the changing needs of customers.
Current developments show that traditional full service airlines have to face new competitors like
Emirates entering their home markets. How Emirates managed to successfully enter distinct markets
around the world and continues to make profit is to be explored in this paper. Advances regarding
Information and Communication Technologies (ICT) played a crucial role in the development of the
airline business and are taken into consideration in the marketing and consumer behavior part of this
thesis.
11

3 Product Analysis in Airline Marketing

3.1 Definition of the Airline Product
According to Wensveen (2007) the airline product is not a physical item at all, but services that
consumers find useful. Rathmell (1966) argued that there was a general understanding for goods
but that there was no clear description defining services. He defined goods as a thing and services as
an act (Rathmell, 1966 cited by Mudie & Pirrie, 2006). Palmer (1994) named 5 characteristics of
services, namely intangibility, inseparability, variability, perishability and no ownership (Palmer, 1994
cited by Kossmann, 2006) which is perfectly applicable for the service that passengers receive from
airlines. Wensveen (2007) additionally pointed out that the service provided by airlines is
personalized meaning that each passenger might perceive and experience it in a completely different
way. Mechanical problems and forces beyond the control of companies such as weather conditions
also characterize the airline product. The fact that services cannot be produced in individual units but
only in bulks has also to be considered. The marketing mix analysis includes all controllable tactical
marketing tools (Kotler et al., 2008) and can therefore be taken as a basis for analyzing any product.
The basic analysis includes four components known as 4 Ps consisting of product, place, promotion
and price. For services these dimension have been extended by people, physical environment and
process (Kossmann, 2006; Mudie & Pirrie, 2006; Wensveen, 2007). The following chapter aims to
describe the features of the airline service by considering all components of the extended marketing
mix analysis for services in detail.

3.2 The Extended Marketing Mix Analysis for Services

The analysis of the expanded marketing mix for services is performed by considering literature
dealing with service management in general and by reviewing marketing mix analyses which have
already been developed especially for the airline industry. In this sense it is possible to clearly
distinguish the airline product from goods and from other services.

3.2.1 Product
Analysis typically starts with product dimension as the service product is the heart of a companys
marketing strategy. Even if all other dimensions of the marketing mix were designed and executed in
an excellent manner, a company could not be successful with a poorly developed core product
(Lovelock et al., 2008). The core service that customers purchase when they book a flight is simply
getting from point A to B. The airline product further consists of aspects like safety, reliability in
12

terms of punctual departure and arrival, services provided prior to the flight which are mostly
experienced at the airport, in-flight services including food and beverages, In-Flight Entertainment
and Communication (IFEC), convenience regarding the seat itself and the available seat pitch,
handling baggage, type of aircraft and equipment and the interaction with staff which will be
analyzed in detail in Section 3.2.5 . Kossmann (2006) also includes the brand which makes sense as
the reputation of an airline definitely depends on their brand image. Even though the product is
many-faceted (Shaw, 2011) Wensveen (2007) argues that there is hardly space for product
differentiation. He points out that especially on short-haul flights airlines mostly provide
standardized products. Assuming that airline A and airline B provide the same service, for instance a
light-meal service on a specific route, passengers are likely not to deduct a difference between the
two products. As a consequence they may choose the carrier which offers most flights at a
convenient time. Shaw (2011) mentions that in order to get a competitive advantage due to
differentiation airlines have to be innovative. He illustrates this fact by providing evidence of two
airlines which are among the most successful companies at the moment: Emirates and Singapore
Airlines. Both companies are well known for their innovative services, especially for those offered on
board of their Airbus 380 aircraft. It might be argued that double beds provided by Singapore Airlines
or spa showers made available by Emirates have nothing to do with the core services of an airline
and are rather unnecessary. These services are not likely to be adapted by other carriers and the
companies managed to obtain public awareness and to show their willingness to innovate their
products. In this case, the new product features might not be a competitive advantage in terms of
the fact that customers prefer the two companies only because they actually find it as important to
sleep in double beds and take a shower during their flight. However, customers might connect these
attributes with the brand and see those companies as more innovative and attractive in comparison
to competitors.

3.2.2 Price
Price is the most flexible element of the marketing mix and also the most problematic one (Kotler et
al. 2008). Wensveen (2007) asserts that since the deregulation of the market price is the main
competitive element for any airline. The price basically reflects the costs which arise for delivering a
certain service. Marketers in general choose between various pricing strategies which follow a costbased or value-based strategy. Following a cost-based approach, the price is determined by
investigating the costs that occur for the company, a value-based strategy is not solely concerned
about production costs, but takes the perceived value that customers have of a product or service
13

into consideration for making pricing decisions. (Kotler et al., 2010). As customers are very price
sensitive (Wensveen, 2007), airlines might find a cost-based strategy more appropriate. When
customers evaluate whether a service is worth buying they might however not solely consider the
monetary outlay but also consider time and effort. Therefore marketers should consider how much
time a passenger has to spend and which efforts are linked to purchasing and experiencing the
service of his or her company when setting prices (Lovelock, 2008). The pricing process is actually
among the most complex tasks to be handled in nowadays airline industry (Cento, 2009). Problems
can arise as complicated fare structures with complex rules may not be understood by intermediaries
as travel agents. Carriers with a complex fare structure are likely to have to invest more money in
training intermediaries (Shaw, 2011). If this is not done in a proper way, agents would need extensive
help from the airline which again costs money in terms of working hours paid to staff at the agency
support center or they could even avoid selling tickets from particular carriers. Negative feedback
may also be collected from customers as they probably expect to get the cheapest fair which is very
often being communicated. Furthermore loyal customers who are willing to pay a high fare may
find it distracting if the airline targets low-budget travelers and sells tickets at a significantly lower
level. The disparity between product and price might cause a confused image. As outlined in Section
3.2.1 the product dimension is the heart of the marketing strategy and therefore prices should be set
in a way that they are consistent with the product or service provided.

3.2.3 Place
The third dimension of the marketing mix comprises the process of making the service available to
customers (Kottler et al., 2008; Lovelock et al., 2008). In the airline industry this dimension covers the
selection of the right distribution channels which enable the company to reach their target market
(Wensveen, 2007). The impact of Information and Communication Technologies (ICT) on airlines has
always been predominant (Poon, 1993; Inkpen, 1994; Oconnor, 1999; Wherthner and Klein, 1999
cited by Sismanidou et al. 2009). Hanlon (2007) strengthens this statement by stating that selling air
transport tickets online is among the most successful e-commerce activities. The introduction of the
first computer reservation system (CRS) in the 1950s by American Airlines set the beginning of the
development of general distribution systems (GDS) (Belobaba et al., 2009) which revolutionized the
distribution of tickets. General distribution systems enable intermediaries as travel agents to access
information and to book various touristic products like airline tickets and hotel rooms word-wide.
Today there are four main GDS called Amadeus, Sabre, Galileo and Wordspan. In the mid-1990s the
importance of intermediaries and GDS however decreased as more and more people gained access
14

to the internet. The internet created countless new opportunities to maximize the performance and
minimize costs by enabling customers to directly book on the companys website. Airlines try to
support this development by constantly increasing the attractiveness of their electronic services
(Buhalis & Law, 2008).To increase the profitability airlines try to switch business from indirect to
direct channels. Moreover, they pay lower commission to intermediaries to save money. Besides
trying to switch sales from indirect to direct channels airlines tend to lower commissions rates paid
to travel agents significantly in order to increase profits (Hanlon, 2007). The process of selling tickets
directly to customers without having to pay commissions to intermediaries or GDS providers is called
disintermediation. The term re-intermediation refers to travel agencies which conduct their business
only online. Sismanidou et al. (2009) argue that airlines will also try to shift business from online
agencies to their corporate website. Even though most research rather shows a downward trend for
intermediaries Reader (2011) strengthens the dependence of intermediaries on airlines and also
highlights benefits which result from integrating intermediaries in the distribution chain. These
include that intermediaries make the purchasing process much more convenient for customers and
innovations regarding selling packages and distinct ways of marketing discounts. Ferrell & Pride
(2011) suggest that selling products via intermediaries is more efficient. Wensveen (2007) however
comes to the conclusion that the importance of travel agents for the airline industry will decrease
rapidly. It is notable that even though passengers increasingly use online channels for information
search, offline distribution channels are selected for the booking process due to privacy concerns
(Kolsaker at al, 2004- cited by Buhalis & Law, 2008). Bauernfeind & Zins (2006) and Chen (2006) cited
by Buhalis & Law (2008) advice companies to ensure that customers perceive their website as
trustworthy and user-friendly in order to motivate them to book online.

3.2.4 Promotion
One of the main purposes of promotional activities is persuading potential customers to choose the
product of the own company and not products from competitors (Armstrong et al., 2009; Lovelock et
al., 2008; Shaw, 2011, Wensveen, 2007). Mudie & Pierrie (2006) encountered the relevance of
customer involvement in services which can be vital before, during and after the service. Lovelock et
al. (2008) concluded that since the impact of customers as co-produced is vital, promotional activities
should also provide education to customers. This education can ensure an improved and smooth
operation as customers will be likely to know and follow procedures fostering a smooth service
process.
In the airline industry promotional activities are mainly about advertising, personal selling, loyalty
15

programs, sweepstakes, raffles and give away items (Wensveen, 2007). Nevertheless a company
should not only focus on the communication with customers. The marketing communication system
(Figure 1) illustrates the communication and interactivity of all parties including the company,
intermediaries, consumers and publics. The graph also includes the pillars of the marketing
communication mix which are advertising, personal selling, sales promotion, public relations and
direct marketing. Kotler et al. 2008 point out that it is crucial for companies to make sure that a
consistent message is delivered via all communication channels to prevent confusing customers. This
concept of harmonizing promotional messages and sending them through distinct channels is known
as integrated marketing communications (IMC) (Schultz & Kitchen, 2000; Schultz & Schultz, 2004;
Picton

&

Broderick,

2008

cited

by

Kotler

et

al.

2008).

Moreover Shaw (2011) mentions the that social media platforms should be integrated as interactive
relationships and easy one-to-one marketing opportunities can be developed through them.

Figure 1 The Marketing Communication System, adopted from Kotler et al., 2008

3.2.5 People
As already mentioned in Section 3.2.1, it is a challenging task for airlines to differentiate their
product. There are cases where the only difference between two service providers lies in the way the
staff interacts with customers (Lovelock et al., 2008). Therefore emphasize should be put on carefully
recruiting, training, motivating and rewarding staff (Kossmann, 2006; Lovelock et al. 2008). Lovelock
et al. (2008) additionally highlight the impact of the behavior, number of staff and their uniform on
the image of the company. A uniform plays a crucial role in how a customer perceives individual staff
members and the company as a whole (Wheeler, 2009). Singapore Airlines understood the
importance of their staff members and built a so called multi-sensual image around their flight
attendants. The entire cabin design matches the distinct uniform and make-up which has to be worn
by cabin crew. Furthermore all flight attendants have to use the same perfume which was especially
designed for the airline. The perfume is also used for hot towels provided to passengers and diffused
within the cabin via air condition systems. Singapore Airlines moreover uses specific music whenever
16

possible to strengthen the brand awareness. The company thereby wants their customers to
experience their brand with all senses to establish emotional relationships between them and their
brand (Steiner, 2011). Similar to Singapore Airlines Emirates also aims to attract attention by a
unique uniform which includes red hats and white scarves for female flight attendants.

3.2.6 Physical Environment

The physical environment covers any tangible evidence of the image or service of a company. It
therefore overlaps with the people dimension in terms of the employees uniforms and also
includes aspects as the perfume or specific music developed by Singapore Airlines mentioned in
Section 3.2.5 (Lovelock et al., 2008). As the main service takes place on board of the aircraft the
aircraft type, cabin design and equipment play an important role. Moreover any printed material or
report can be described as a physical evidence of a company (Kossmann, 2006; Lovelock et al., 2008).
Marketers found out that the packaging of tangible products is extremely important as it visualizes
the product. In the service industry evidence plays the same role as packaging does for physical
products. Thus airlines should use physical evidence in a way that it accurately describes and
successfully

distinguishes

their

product

(Verma,

2008).

3.2.7 Process
There is a strong interdependence between the process dimension and the dimensions people and
promotion. Especially in face-to-face service settings routine service steps might never be executed
in the same way which amongst other factors is due to different staff members (Lovelock et al.
2008). This refers clearly to the people dimension but also covers the fact that customers have an
inhomogeneous ability or willingness to cooperate due to their knowledge about the service
procedure which is linked to the promotion dimension. Vital aspects which have to be considered are
the effective flow of activities, the standardization of procedures aiming at reducing the disparity
between services and the need for making customers familiar with service procedures. The latter is
extremely important when the level of customer involvement is predominant and self-services are
integrated in the flow of services which is the case for services provided by airlines (Kossmann, 2006;
Lovelock et al. 2008).

17

3.3 The Leisure Market

Understanding who can be seen as a customer is vital for airlines (Shaw, 2011). The author explains
that customers are not always consumers. If an individual person books a flight himself on the
companys corporate website and is going to take the flight himself he can be seen as customers and
consumer. If a person however goes to a travel agent who handles the booking for him or her the
customer would be the travel agent and the consumer the person. Characteristics of leisure travelers
are that they are rather inexperienced compared to business travelers and therefore might seek
more advice. Moreover leisure travel includes families with children, who have an influence as
parents will evaluate the availability of IFEC, especially of video games for their children (Shaw,
2011). The need for cheap air fares can also be linked to the fact that in many cases holidays are
taken with the whole family and therefore ticket prices will be multiplied and even small price
differences might become relevant. Furthermore leisure passengers may have to decide between
travelling with a prestigious but expensive airline and staying at budget or high class hotels. A trend
can be observed that tourists are more willing to spend a high amount of money on for example
accommodation as they will spend more time there than on board of an aircraft. (Shaw, 2011)
Benefits for airlines when dealing with leisure passengers are connected with flight schedules.
Leisure passengers do not need daily connections and arrival and departures can be scheduled all day
and night long. Even though leisure passengers are not that time sensitive, they expect flights to be
on time (Shaw, 2011).

3.4 The Business Market

Defining the customer in the business market is equally important for the business market as for the
leisure market but even more complex. Shaw (2011) defines four different customers that can
usually be found in the business market regarding decision-making. First of all the business traveler
himself can make a decision, the second option would be that a secretary makes the travel decision.
As in the leisure segment also intermediaries can be seen as customers as they buy the product from
the airline. In addition to travel agents the author mentions company internal persons who handle
the bookings of the whole company. If the traveler himself books the flight, he might consider
various product attributes in order to make a decision. In all other cases decisions are likely to
depend on the amount of commission that is paid by the airline to sell their tickets. While its widely
known that travel agents benefit from commissions and incentive trips, it is rather surprising that
many airlines launched clubs for secretaries which include various loyalty incentives. Besides the
monetary inducement persons booking flights certainly seek for easy booking conditions. Therefore
18

airlines have to be able to provide an easy and speedy booking channel and customers have to know
that they can easily get in touch with airline staff if required. Shaw (2011) explains that the biggest
challenge in business travel lies in defining and reaching the customers. As this is a highly intricate
task, many airlines tried to be on the safe side by rewarding all potential customers. Paying
incentives to the company, the travel agent who handles the bookings for the company and to the
individual employee who is taking the journey, however, results in enormous selling costs.

19

4 Consumer Behavior
The previous chapter focused on the airline product itself and on numerous marketing activities
which are crucial for a companys survival in the competitive airline market. Consumer behavior
serves as a basis for any marketing activities (Swarbrooke & Horner, 1999). In this context the
dimensions of the marketing mix can be seen as stimuli and the study of consumer behavior tries to
find out how consumers response to those stimuli by analyzing the consumers decision making
process. The simplest approach addressing the consumer decision making behavior process, the
basic model of stimulus and response strengthens the fact that there is uncertainty about what
happens between being exposed to a stimulus and making a purchase decision. This vague part is
referred to as black box and includes buyers characteristics as cultural, social, personal and
psychological aspects and the whole decision making process (Schiffman & Kanuk, 2006 cited by
Kotler et al., 2008). According to Kotler et al. (2008) Consumer behavior is an integrated science
which includes parts of economics, marketing, psychology and sociology (Huang, 2009). Therefore it
focuses on consumers as individuals and on their psychological and sociological features which
influence their buying behavior. Consumer behavior can in some cases be straight-forward and
decision making a rather simple task. This is mainly the case when the risk involved is rather low and
consumers can easily evaluate alternatives. In case of choosing an airline, which is relevant in this
paper, decisions are quite complex and linked to trade-offs (Lovelock et al., 2008). Researchers have
developed four types of buying behavior which consumers apply in different situations. There is a
variety-seeking, a dissonance reducing, habitual and complex buying behavior (Assael, 1988 cited by
Kotler et al.., 2008). Passengers choosing an airline are likely to apply complex buying behavior as the
purchase is quite risky and expensive which leads to high consumer involvement (Kotler et al., 2008).
Thus customers evaluate possible alternatives thoroughly and put more emphasize on information
search than customers applying any other type of buying behavior (Pizam & Mansfeld, 1999).
Swarbrooke & Horner (1999) stress the risk caused by the high monetary outlay and the intangibility
of the service product which is involved in purchasing a holiday and even refer to the opportunity
costs of an unsatisfying vacation as irreversible as holiday makers lack in time and money to make up
an unsatisfying holiday. Buhalis and Law (2008) categorize travel and vacation costs among the
highest costs than occur on a regular basis for consumers. Marketers have defined two broad
product categories which separate products according to how people behave when buying them. On
the one hand there are convenience goods such as washing powder or cigarettes which are usually
20

bought frequently and do not involve a high amount of money. On the other hand there are
shopping goods which involve a high amount of money and are not bought that often. Those
products include packaged holidays and parts of the holiday such as airline tickets or accommodation
and make decision making more difficult, longer and a highly committed tasks for buyers
(Swarbrooke & Horner, 1999). Moreover the two authors conclude that holidaymakers are
extensively engaged in information search and consult individuals or groups such as friends and
family or travel agents, organizations and media reports before making a buying decision. The impact
of other people during the decision making process is described as very strong. Milestones regarding
ICT (Information and Communication Technology) did not only revolutionize the way airlines
distributed information and products but also had an impact on the situation of customers. The term
empowered customers is generally used to describe a new type of customer who is more
experienced and knowledgeable and therefore likely to have higher expectations and a preference
for individual and independent holidays (e.g. Buhalis & Law, 2008).

4.1 Consumer Decision Making Process

Several models have been developed to describe the decision making process. In the previous
Section (4) the simplistic model of stimulus and response was mentioned. More complex models
usually comprise five stages (e.g. Engel et al.., 1986; Kotler et al.., 2008; Hawkins et al.., 1995; Kozak
& Decrop, 2009). A model which is commonly applied can be seen in Figure 3. For this paper the first
stage about the point in time when a consumer explores the need to buy a product and the last stage
about any behavior that is linked to the purchase and happens after the good is bought or the service
has been delivered are not relevant and wont be examined.
Need
recognition

Information
search

Evaluation of
alternatives

Purchase
decision

Postpurchase
behavior

Figure 3 Buyer Decision Process adopted from Kotler et al. 2008

4.1.1 Consumer Decision Making Process: Information Search

In aftermath of the need recognition consumers start to collect information about the planned
purchase. However, this stage and the stage of evaluation of alternatives can be skipped by
consumers with a high drive who are directly exposed to a satisfying product (Kotler et al. , 2008).
Customers who however engage in information search will first of all take advantage of their own
knowledge and search for different alternatives to satisfy their need or solve their problem. If the
alternatives retrieved are satisfactory, the process of information search can be stopped at that point
21

of time. If this is not the case, customers will engage in external information search (Pizam &
Mansfeld, 1999). Numerous sources are available for information seeking consumers, Kotler et al..
(2008) established four categories of external sources which are personal sources as friends and
family, commercial sources (e.g., salespeople, advertising, internet), public sources as mass media
and experiential sources which are about the personal usage, examination and handling of a product.
Kotler et al. (2008) mentioned in addition that in general consumers acquire most information from
commercial sources but personal sources are the most effective ones as they have the largest
influence on the buying decision. Pizman and Masfeld (1999) detected common categorization by
reviewing work of Beatty and Smith (1987), Assael (1987) and Hawkins et al.. (1995). Those
categories which partly overlap with the ones of Kotler et al.. (2008) are personal sources (e.g.,
friends and family), marketer dominated sources (e.g., brochures, ads), neutral sources (travel agents
and travel guides), and experiential sources (visits before purchase, inspection). Illustrating the
importance of those sources the authors refer to Crotts (1992) findings about the information search
behavior of visitors of an historic attraction. In this specific study 39% of contestants did not collect
any external information. Those who engaged in collecting information rated personal sources as
most important which goes along with findings of Kotler et al.. (2008). Kossmann (2006) adds to this
and explains that in a service context word of mouth as a personal source has the highest influence
and convinces customers easily. The impact of neutral sources as travel agents or travel guides is also
described as considerable as they are perceived as unbiased. Furthermore Pizman and Masfeld
(1999) encountered that several authors also include the internet as one category of external sources
for information search. Rational models suggest that information search is conducted as a part of the
buyer decision process and should help customers to make a good decision based on facts. Kozak &
Decrop (2009) on the contrary describe the information search of consumers in the tourism segment
as non-rational and non-goal oriented. Travelers are in many cases involved in ongoing information
search, meaning that they collect information even if they dont necessarily intend to purchase a
product (Kozak & Decrop, 2009). Customers obviously might benefit from information collected in
the past when making a buying decision but they also collect information from travel magazines,
travel TV channels or from friends and family who share their travel experiences because the process
of ongoing information search is perceived as enjoyable (Kozak & Decrop, 2009; Pizam & Mansfeld,
1999). Gaining knowledge about when customers switch from ongoing information search to goal
oriented pre-purchase information search is critical for researchers (Pizam & Mansfeld, 1999). New
ICTs, notably the introduction of the internet widely changed the process of information search. By

22

using ICTs customers can reduce the risk that is linked to purchasing a travel or holiday product and
ensure a high quality of their purchase (Fodness & Murray, 1997 cited by Buhalis & Law, 2008).

4.1.2 Consumer Decision Making Process: Evaluation of Alternatives

Once a customer managed to satisfy his need for information he will start to evaluate different
alternatives and weigh the advantages and disadvantages of each choice. Kotler et al.. (2008) state
that there is no single evaluation process applied by customers when making a buying decision.
Customers look for a product which offers the best solution to their problem or a product
providing them with benefits that they seek. As most products consist of many layers and attributes
customers will evaluate them according to their individual perception of attribute importance. Kozak
and Decrop (2009) describe this approach as piecemeal process which is in contrast to the categorical
process, where the product is seen from a holistic point of view, a more analytical process of
evaluating alternatives. Hence its vital to understand which product attribute is most relevant for
the buying decision. Evaluating alternatives might be easier when the customer is already familiar
with the product or the service provider, otherwise he will base his evaluation on information
gathered from external and internal sources (Kozak & Decrop, 2009). Customers dont just obviously
evaluate facts and information but they build perceptions based on information. A significant
number of researchers agree that the perception that a customer has of a product or company is
fundamental for his or her behavior (e.g. Chen, 2008; Gilbert & Wong, 2002; Huang, 2009; Park &
Cheng-Lu, 2005; Zeithaml et al.. 1996). Thus marketers developed different tools to find out what
potential customers think about their company. In the eighties Parasuraman, Zeitmal and Berry
developed a diagnostic model called SERVQUAL which measures expectations and perceptions of
consumers. Even though there is a certain degree of controversy the SERVQUAL model is widely
applied (Huang, 2009; Pizam & Mansfeld, 1999) and Huang (2009) refers to it as one of the best
models for analyzing perceptions and expectations. The SERQUAL model assigns product attributes
to one of five dimensions which are reliability, assurance, tangibles, empathy and responsiveness.
Since its introduction in the mid eighties the SERVQUAL model has been modified, extended and
adapted to certain industry (Pizam & Mansfeld, 1999). Categorizations according to the SERVQUAL
dimension can also be found in surveys dealing with passenger behavior, e.g. The Effect of Airline
Service Quality on Passengers Behavioral Intentions Using SERVQUAL Scores: A TAIWAN Case Study
by Huang (2009) , The effect on airline service on passengers behavioral intentions: a Korean case
study by Park et al. (2004), Passenger expectations and airline services: a Hong Kong based study
by Gilbert & Wong (2002), Expectations and perceptions in airline service: An analysis using
23

weighted SERVQUAL scores, Pakdil & Aydm (2007) or Investigating structural relationships
between service quality, perceived value, satisfaction, and behavioral intentions of air passengers:
Evidence from Taiwan by Chen (2008).

4.1.3 Consumer Decision Making Process: Purchase decision

Table 1 Airline Product Comparison

Assuming that a customer succeeded in evaluating

attributes

Airline 1

Airline 2

and ranking aspects of a product he will try to come to

connection

Direct flight

One stop

make a decision. There are two decision strategies

Meal service

average

Excellent

which are particularly meaningful for this paper as

IFEC

Up-to date

Average

their usage is to be explored in the conducted survey.

Baggage allow.

20kg

25kg

Kozak & Decrop (2009) describe compensatory and

Price level

Rather high

moderate

non-compensatory decision strategies which can be

commonly found in literature. An example for the airline industry could be the following: customer A
and B decide between two airlines 1 and 2. The product offered by the two airlines can be seen in
table 1. Customer A only cares about one attribute, about the flight duration and connection. His first
priority is to have a direct flight as he hates flying and wants to reach his destination as fast as
possible. Even though most attributes of company B are better the customer chooses airline A and
thereby applies a non-compensatory decision strategy. Customer B likes to take advantage of the
IFEC (In-flight Entertainment and Communication) system and therefore company A would satisfy his
need. Nevertheless he considers that on average company B provides a better service and therefore
the other attributes can compensate for the average IFEC system. He applies a compensatory
decision strategy. If customers tend to engage in non-compensatory decision making, knowledge
about which attributes are perceived as most important gains additional importance. Whether airline
passengers rather apply compensatory or non-compensatory decision making is to be explored in the
survey conducted in this study.

24

5 Emirates
This chapter seeks to explore the Arabian airline Emirates in depth. The carrier has already been
mentioned in Section 3.2.1 on product differentiation and innovation. Starting with a review of the
companys history this Section will carefully analyze Emirates business model and various success
factors. Nevertheless this study also reviews evidence of threat and weaknesses. The last Section of
this chapter emphasizes on Emirates and its development and current positioning in the Austrian
market. The information outlined in the following Sections was obtained from official online and
printed sources that the company has made available to the public. Furthermore information was
obtained

during

an

internship

at

Emirates

Austrian

Sales

Department

in

Vienna.

5.1 The Development of Emirates

As the carrier was founded in 1984 the history Emirates can now look back on almost three decades
of operation. How Emirates managed to transform itself from an unknown airline with a fleet
consisting of solely two aircraft into a global player in todays airline market is outlined in this Section
of the paper. The chapter is divided into three parts, each of them represents a time frame starting
with part one, the founding of the airline and part four ending in 2012. Detailed information on the
development of Emirates was found on www.theemiratesgroup.com (the information below was
retrieved on 10th Jan. 2012).

5.1.1 The Years 1984-1989

Three years after British colonialists left and the United Arab Emirates (UAE) became a nation, the
governments of the United Arab Emirates, Qatar, Oman and Bahrain agreed in 1974 on founding an
airline for the gulf region. Dubai has always pursued an open-skies policy and when Gulf Air
demanded special conditions compared to other international airlines a conflict raised. As the
government of Dubai did not show any intentions to meet Gulf Airs requests the airline stopped a
significant amount of services from Dubai in 1984. The local government hoped that foreign airlines
would close the gap created by Gulf Air but it soon became obvious that this would not be the case.
Hence Sheikh Mohammed bin Rashid al Maktoum announced his plans for establishing his own
airline. The vision and main goal was to create an airline which compares with the highest quality
levels, a vision that remained unchanged throuout the years. In 1985 Emirates commenced
operations with two aircrafts which were wet-leased by Pakistan International Airlines, the first
Emirates flight was conducted on the 25th of October from Dubai to Karachi. During the first year of
25

operation Emirates also flew to Deli and Mumbai. Two years after its founding Emirates managed to
get landing permissions in Europe and introduced services to Frankfurt, London and Istanbul. In
addition to this the airline started flights to Male and Airbus developed an aircraft tailored to meet
Emirates superior requirements.

5.1.2 The Years 1990-1999

Celebrating its sixth anniversary in 1991 Emirates network consisted of 23 destinations. Within the
following year Emirates set new standards regarding IFEC by providing each passenger regardless of
the cabin class with an individual entertainment system. Advances regarding IFEC took place two
years later when telecommunication was made available to passengers. Another year of significance
is 1995 where Emirates started flying to Africa, changed their fleet into an all wide-bodied aircraft
fleet and opened the Emirates Flight Training Center. In 1998 Emirates received an OAG (Official
Airline Guide) award for Best Airline in the World and took stake at Sri Lankan Airlines.
Diversification of the Emirates Group could be seen in 1999 when the first hotel property was
opened. Furthermore landing rights for the Australian market were received.

5.1.3 The Years 2000-2007

At the beginning of the new millennium Emirates launched its loyalty program Skywards, the
company also placed orders for the Airbus 380 and bought additional Boeing 777-300 to grow its
fleet. In 2001 contestants of the SKYTRAX survey vote Emirates for the first time as best airline of the
year and the company opened its cargo center. In 2003 Emirates managed to raise global awareness
among competitors by placing the largest order in civil aviation history until then. The company
ordered 71 aircrafts worth 19 billion US dollars at the Paris Air Show. One year later Emirates signed
a 100 million deal with British football club Arsenal and commenced services to North America.
During the following year, in 2004, Emirates started flying from Dubai to Vienna. The development of
the Austrian market is to be explored in Section 5.3 . Another coup regarding sponsorships was made
in 2006 when Emirates became the first sponsor of the World Cup which took place in Germany in
that year and was particularly unpleasant for competitors, especially for the German flag-carrier
Lufthansa. Several goals were achieved in 2007 when the company placed orders worth
approximately 34 billion US dollars, opened an engineering center, established its own flight catering
company and became the first airline to offer direct flights from the Middle East to South Africa.

26

The Years 2008-2012

Emirates was the first airline introducing an in-flight mobile phone service and received its first
Airbus 380 in 2008. As mentioned earlier in this paper they set new standards with their innovative
product and reached public awareness with the introduction of their spa shower and onboard lounge
facilities. Emirates opened its new Terminal 3 at Dubai International Airport and employed the
10.000th cabin crew member and moved into a new headquarter. The delivery of the 78th Boeing 777
in 2009 made Emirates the largest operator of this aircraft. Emirates Hotels & Resorts expanded and
opened its first property outside the United Arab Emirates. Skywards celebrated its tenth anniversary
by enhancing the program for its over 5 million members. In addition to this the millionth Emirates
passenger could be welcomed on board. In 2010 Emirates looked back on a quarter decade of
success and emphasized its ambitions for further growths by placing orders for additional 32 Airbus
380 and 30 Boeing 777-300ER aircraft. Emirates became the official sponsor of the FIFA World Cup in
South Africa. The financial year ending in March 2011 reveled a profit of 1,6 billion US dollars. The
company introduced two further European destinations by flying to Geneva and Copenhagen, signed
a five years sponsorship agreement with the prestigious Victoria Racing Club and the 5th million
passenger took advantage of the in-flight mobile phone service. Since its founding Emirates is a fully
government owned company but does not profit from governmental support or protection. The
Emirates Group currently employees over 55 000 people working for 50 distinct business units. Those
business units form 19 business types which are:

Air Transport

Air Cargo Services

Airport Aviation Services:

Loyalty & Reward Programs

Handling and Cargo

IT Solutions

Airport Aviation Services:

Retail, Food & Beverage

Catering

Retail

Call Centre

Sports & Club Facilities

Freight Forwarding & Logistics

Risk Management & Security

Airport Meet & Greet

Training

Engineering Services

Tour Operator & Events

Hotels & Resorts

Ground handling, Cargo

Services and Travel

Management & Travel

The historic information was retrieved from www.theemiratesgroup.com (10th Jan.

2012).
27

5.2 Emirates Business Model

The evaluation of Emirates business model was conducted in order to detect best
practices and success factors as well as areas where the company is not performing
in an optimal or competitive way. OConnell & Williams (2011)
(20 1) engaged in
conducting a detailed analysis of the Emirates
Emirates business model, Knorr and Eisenkopf
Eisen
(2007) developed a SWOT Analysis for the carrier. Information from those two
authors were widely in accordance with each other and vital for this part of the
paper. Further information sources include for instance work by Henderson (2006)
or Wald et al. (2007) and official information sources of Emirates namely brochures
and the official website www.emirates.com as well as www.theeiratesgroup.com
which is the official webpage
for

the

whole

Emirates

Group. Which aspects of

their

business

model

Emirates perceives
perceiv as vital
can be seen in Fig. 3 . The
figure

provides

good

snapshot of strengths of the

company and all categories
(people, service excellence,
financial

stren
strengths,

innovation and safety) will

be

explored

within

this

paper.

Fig. 3 Emirates Corporate Values

(www.theemiratescareer.com
www.theemiratescareer.com ,2012)

5.2.1 Home-base
base Dubai
The first advantage outlined in this paper is the location of Emirates
Emirates home-base
Dubai. From Dubai Emirates has the possibility to reach several destinations
destination
worldwide with direct flights and Emirates is actually the only airline in the world
offering flights to all continents. Dubai International Airport
Airport has a capacity of 70
million passengers per year, has very low airport charges and it is opened 24 hours.
hours
This opening hours enable the airline to
o schedule flights in a way that passengers
28

can easily catch connecting flights. In contrast to most other airlines Emirates
passengers do not transfer from feeder flights with short duration to long haul
flights, Dubai connects various long-haul flights. This process is referred to as wave
movement aiming at offering arriving passengers a maximum amount of connecting
flights. The wave movement starts at Dubai with late night and early morning
arrivals from Europe, Africa and the Middle East from around 11 pm until 2 am.
Departures to Asia and Australia are scheduled between 2 am and 4 am. Wave two
starts at 4 am with inbound flights from Asia, Africa and Australia which are followed
by departures to Europe, Middle East and America. Wald et al. (2007) also included
the following aspects which are linked to the home base of the company as
opportunities for the carrier. There are 3,5 billion people, many on the Indian
subcontinent, living in an area of 8 flight hours from Dubai and the majority of those
countries have emerging economies. Especially in Eastern markets the travel
demand is on the rise as a consequence of an increasing income per capita.
Moreover millions of emigrants can reach their home countries most convenient
with

Emirates

via

Dubai.

5.2.2 Emirates Service Concept

Emirates sets high standards in all cabin classes. The following section aims to
analyze their product and organized according to their economy- business- and first
class product. The Section on economy class (5.2.2.1) is the longest one as it includes
services that are provided throughout all cabin classes. It has to be mentioned that
not all aircraft feature the same service product. Differences among aircraft are
mainly obvious in business class, in this paper figures regarding the seat pitch or size
of

5.2.2.1

TV

screens

are

taken

from

the

Airbus

380.

Economy Class

As indicated in Section 5.1 Emirates was a pioneer regarding IFEC (In-flight

Entertainment and Communication). Today passengers in economy class can take
advantage of their own 10.6 inch digital monitor and passengers of all cabin classes
can choose among up to 12 000 different channels that include over 200 movies,
more than 100 TV channels, around 500 audio channels and about 100 video games.
29

Flying Emirates does also enable passengers to stay in touch with the rest of the
world via SMS, telephone and email during flight. Passengers can moreover make
calls within the plane and play games together via the IFEC system. Customers can
further use in-seat laptop power and access their own media with their USB stick
and are provided with free headsets. In addition to electronic media all Emirates
passengers, regardless of their booking class, are offered Emirates complimentary
in-flight-magazine, duty free magazines, an entertainment guide and a selection of
international newspapers. Seat Pitch in Economy Class is 32 to 33 inches. Free drinks
include alcoholic drinks as beer, wine, spirits and cocktails and complimentary meals
are offered on all flights. As most of Emirates flights are long-haul flights the
company tries to combat jetlag by installing advanced mood lightning systems which
reflect the time at the destination and can simulate for example a starlit sky or
sunrise. Hot towels after boarding and prior to landing are also typical of Emirates
and available in all classes. One product differentiator is definitely Emirates 30kg
luggage permission in economy class which corresponds to Lufthansas or Austrians
luggage permission for business class travelers. Passengers of all cabin classes can
check-in online 24 hours prior to their departing flight.
5.2.2.2

Business Class

Emirates newest business class product which is installed on the Airbus 380
comprises seats that can be converted into a full flat bed, the seat pitch ranges from
79 to 87 inches. On demand flight attendants prepare the flat bed with mattresses
and each seat has aisle access. The position of the seat can be controlled via a touch
screen and a massage function is included. Each seat has a 17 inch widescreen TV.
Printed media for first and business class includes additionally to media provided in
economy class a range of international magazines. Business class seats provide
additional space to place personal belongings and a mini bar. Meal services include
menus by world famous five star chefs. Passengers are provided with Royal Doulton
fine bone china and cutlery from Robert Welch. Business class guests are welcomed
with a glass of Champagne during boarding and are offered a broad selection of
alcoholic and non-alcoholic beverages during the flight which are far more exclusive
than those in economy class and feature vintage beverages. On the Airbus 380
drinks are prepared by a bartender in the onboard lounge were a range of snacks is
available during the entire flight. The lounge is accessible for first class passengers as
30

well and should stimulate socializing and offer diversion during the flight. In
premium classes luxurious amenity kits featuring products by Bvlgary are provided
on night flights. The baggage allowance is 40kg and includes priority baggage
handling. Passengers of Business- and First Class can also access Lounges at the
airport at many destinations. Lounges feature first class food and beverages,
relaxation areas, shower facilities, entertainment facilities and business centers. At
some airports for instance at Dubai or Brisbane passengers can directly board their
plane from the lounge. Even before arriving at the airport passengers of premium
classes can benefit by taking advantage of a chauffeur-drive service. This service is
available at many destinations and provides complimentary transfer to and from the
airport. Processes at the airport are often simplified by providing passengers with
priority cards which enable them to avoid queues at security or immigration.
5.2.2.3

First Class

First Class passengers can enjoy privacy in their own suites. All suites have sliding
doors, a mini bar, vanity table, mirror and wardrobe and a 23 inch digital wide
screen. In first class the seat pitch is 82 inches. Regarding food and beverage the
product is similar to the business product but even more luxurious and the variety of
the menu is larger. On the Airbus 380 first class passengers can use the spa- shower
which has been described as an innovative product differentiator in the marketing
part of this paper. In order to make sure that all passengers can experience the spashower passengers are asked to contact staff to make an appointment for the spa.
The spa shower is cleaned and prepared for each passenger.

5.2.3 Employees
With respect to labor the United Arab Emirates offer appealing conditions for all
companies from distinct industries. Income in the UAE is tax free and labor laws
prohibit any kind of strike and the formation of labor units. Emirates outsourced
business units which are highly labor intensive to Asian countries like Bangladesh,
India or Pakistan. Immigration law makes it easy for people around the world to
work in the United Arab Emirates, to increase tourist arrivals visa is not required any
more for most travelers. OConnell & Williams (2011) detected that therefore labor
costs of Emirates are about 64% lower than those of the European carrier British
31

Airways. Obviously Emirates award-winning staff contributed to high profits. About

12 000 cabin crew members from 125 different countries of the world spoil guests
on board and altogether provide services in 50 languages. In addition to staff
members who are in direct contact with passengers, Emirates is also said to have
excellent

managing

staff

(e.g.:

OConnell

&

Williams,

2011).

All Emirates staff regardless of their position get a profit share, staff in Dubai is
furthermore

provided

with

accommodation

and

transportation.

5.2.4 One Owner Principle

Emirates insists on not receiving any sort of protection or favorable treatment from
the government. The fact that Sheikh Mohammed bin Rashid al Maktoum is not only
the owner of Emirates but also in charge of the airport authority and the minister of
civil aviation probably enables speedy and synergetic decision making. The United
Arab Emirates have a master plan developed for the time when their economy can
no longer rely on oil exports and Emirates plays a vital part in this plan. Therefore
conditions which foster further growths are likely to be provided and according to
OConnell & Williams (2011) airports or airlines which inhibit this growth might have
to expect unfavorable consequences. Emirates as an airline can receive services like
ground handling or catering from sister companies. Ground handling costs which
takes an important place in any airlines income statement are not that high for
Emirates as their ground handling service provider Dnata does not only operate in
Dubai but expanded operation to 18 different airports around the world.

5.2.5 Branding
Emirates spends 4% of their revenue on marketing activities and spends half of it on
advertising and the remaining half on sponsorship. In order to create brand
awareness in new markets within a short period of time, the airline has an extremely
proactive approach regarding sponsorships (OConnell & Williams, 2011). Target
customers are diverse and therefore the airline tries to display their brands in sports
appealing different markets. Sponsorships include football, rugby, golf, cricket and
horse riding, yacht- and powerboat racing, auto racing and tennis. Cultural activities
and sponsorships include the International Film Festival in Dubai, the Emirates

32

Festival of Literature, and the Australian Symphonies. Wald et al. (2007) refer to
Emirates marketing as excellent and their brand-policy as outstanding.

5.2.6 Young, Fuel-efficient Fleet

Low fuel costs are often linked to the idea that Emirates benefits from cheaper fuel.
With respect to fuel savings Kopelsky (2009) mentions the benefits of low fuel
consumption of Emirates young fleet. Costs regarding maintenance and repair also
increase gradually with the age of the aircraft and therefore Emirates costs in this
area are kept quite low. The Economist (2010) cited by OConnell & Williams (2011)
proclaims that Emirates is likely to operate 400 wide bodied aircraft in 2020 with a
total of 80 million passengers per year. The authors also states that for the next six
years Emirates will receive two additional wide-bodied aircraft monthly. Emirates
does not only order a high number of aircraft but is frequently among the first
companies to order newly developed aircrafts which results in significant discount.
Emirates also manages to achieve an extremely high rate of aircraft utilization with
an average of daily 18 operating hours per aircraft. Milestones with regards to
Emirates fleet have already been discussed in Section 5.1. Emirates passenger fleet
includes Airbus 330-200, Airbus 340-300/500, Airbus 380 and Boeing 777300ER/300/200LR/200. No other airline has more or the same number of Airbus 380
or Boeing 777 in their fleet and Emirates is still waiting for planes worth almost 66
billion US dollars which are to be delivered by Airbus and Boeing.

5.2.7 Ability to Expand Vastly

Emirates is already perceived as a major threat for airlines around the world. The
airline pursues two different growth strategies. First of all they intend to be the
carrier providing most flights from major cities. This strategy was already explained
in the description of the product dimension of the marketing mix. Emirates,
however, also flies to secondary airports where flag carriers dont offer direct flights.
Passengers are likely to choose a direct flight with Emirates in contrast to a
connecting flight with small aircraft to the main hub of the flag carrier followed by a
long-haul flight. How drastic Emirates increased services to certain areas can be
observed by focusing on the following destinations. In 2000 the airline provided 25
weekly flights to India, seven to Australia and eight to China. In 2010 there were 184

33

flights to India per week, 97 to Australia and 49 to China. Knorr and Eisenkopf (2007)
expect a high rate of new services as in contrast to many other airlines Emirates still
does not take full advantage of their air rights.

5.2.8 Heterogeneous Revenue Streams

Emirates balanced distribution of sales among all continents is another factor for
ongoing success. While Air France for instance sells about 70% of their tickets within
their home market, Emirates does not rely on the economic condition of one area
and is thereby rather reluctant to economic regression. Emirates focus on the cargo
market considerably contributes to their success. During their financial year
2010/2011 17,4 % of their total income was made from freight business. A total of
1.8 million tons of freight were carried, 65% of goods were transported in the belly
of passenger aircraft. The company also has a pure freight fleet consisting of eight
freight planes and also serves freight only destinations as Gothenburg, Toledo or
Zaragoza.

5.2.9 Disadvantages and Threats

OConnell & Williams (2011) detected that distribution costs of Emirates are
significantly higher than those of competitors. Compared to Singapore Airlines they
are 110% higher. Emirates puts the outmost focus on providing information and
services to travel agents, this might be partly justified by the fact that one third of all
booking come from countries in the Middle East, West Asia or Africa where the
willingness to book online is rather low. Its needless to mention that social media
has become an important information and distribution channel. Social media is not
only used by global enterprises but also by small and medium sized enterprises
belonging to any industry. Shaw (2011) describes their integration as important for
airlines. Myriad researchers frequently publish new papers that aim to explore the
importance and impact of social media and ways of successful integrating them.
Thoroughly analyzing them would certainly exceed the scope of this paper. With
regard to the airline industry The Passenger Has Gone Digital and Mobile: Accessing
and Connecting Through Information and Technology by Taneja (2011) probably
manages to illustrates the need for a proactive strategy of implementing social
media in the best way. Emirates is currently not fully taking advantage of social

34

media platforms such as facebook or twitter. Until April 20012 the company did not
even have an official facebook account. The recent integration of social media is in
line with the newly launched brand and the campaign Hello Tomorrow. The
campaign is targeted to reach end-customers directly and places the customers in
the centre of the companys activities. In the future Emirates wants to position itself
not only as a travel but also as a lifestyle brand. Facebook enables users to actively
display that they like certain products or companies. The number of people who like
a company enables carriers to benchmark their performance. Emirates currently has
about 400.000 likes, however more than 1 million customers liked Lufthansa and
Southwest even reached the 2 million mark (facebook.com, 2012) which strengthens
the need for a improved utilization of facebook as an information channel. Though
the company has a state-of-the-art IFEC system the company has not developed
mobile applications for smartphone like many competitors did. Passengers can
access a mobile version of Emirates website but there is no special application
available for smartphones. Not fully benefiting from social medias function as
information channel while competitors are constantly increasing their activities in
this field is definitely a weakness and the resulting disadvantages are likely to grow.
Knorr and Eisenkopf (2007) only mention one weakness in their SWOT analysis
which deals with the fact that E-WOM suggests that the performance of cabin crew
decreased over the years. However they come up with some possible threats. One
threat which was also critical for the Austrian market are protective measures by
governments of other flag carriers. Disputes with flag-carriers occurred around the
world for example in Europe with Lufthansa, Austrian and Air France, in North
America with Air Canada and in Australia with Qantas. Competitors often make
Emirates accountable for financial losses and this message could create a negative
reputation and customers might also see Emirates as a threat to the national carrier
of their home-country. Even though many airlines cant compete with the growth of
Emirates due to high legacy costs there are some new airlines like Qatar Airways or
Ethihad which are able to more or less apply the same business model as Emirates.
The development of Emirates is only one part of a master plan for the United Arab
Emirates. If Emirates home base Dubai as a destination suffers it is likely to impact
Emirates. Henderson (2006) made an in-depth analysis of Dubai as a destination and
encountered weaknesses and factors that might hinder further growth of the

35

destination. Dubai originally did not have factors that would foster the development
of a tourist destination. Extremely hot climate, lack of historic sights and the
proximity to countries like Iraq which are not perceived as safe are only some of the
barriers that Dubai has to deal with. Extensive growth in previous year comes at a
price and results in shortage of land, problems raising from modifying activities of
the natural landscape, high traffic causing pollution and noise and hotel
overbuilding. Furthermore the new shape of Dubai is referred to as sterile and
homogenous. Boussa (2003) cited by Henderson (2006) illustrates the homogeneity
by claiming that Dubais skyline has lost uniqueness and cant be differentiated from
any other skyline of a modern city. The author points out that the strong focus on
tourism with high investments in this field caused a dependency on tourism which is
not among industries that are perceived as very stable. Dubais growth is certainly
controversial and an end of the success story may turn the close relationship that
Emirates has with the government from an advantage into a major threat.

5.2.10 SWOT Analysis

In order to summarize positive and unfavorable aspects of Emirates business
model and external factors a SWOT analysis was conducted. SWOT analysis is a tool
for integrated analysis of companies. The method assesses the current situation of a
company by exploring its strengths and weaknesses and reveals potential strengths
and threats that the enterprise might face in the future (Bhm, 2009). Findings of
the analysis are to be found in Table 2 SWOT Analysis, on the following page.

36

Table 2 SWOT - Analysis

STRENGHTS

WEAKNESSES

Home-base Dubai
Product & Service
Staff & Management
Brand
Fleet
Heterogeneous revenue streams
Capital for expansion

ability to serve new markets

ability to increase capacity on
existing routes
direct selling

OPPORTUNITIES

Perceived as threat for home

carriers
Keeping up high standard of
cabin staff
High distribution costs
Mobile applications
Social media

proximity to Iraq
terrorism
dependency on economic
situation in the UAE
Unfavorable
regulations in
foreign markets
New regulations in the UAE
Competitors offering same
products (e.g. Qatar Airways)
THREATS

All the aspects mentioned in table 2 have been reflected on in detail in Sections
5.2.1 to 5.2.9 . The impact of Dubai as a home-base and the United Arab Emirates
(UAE) as a home- country can currently be seen as a strength as there are many
favorable conditions linked to it. As outlined in Section 5.2.4 Emirates is part of an
overall master plan for Dubai and therefore the economic situation in the region is
influential for the carrier. Economic downturn or new regulations which were
explored by Henderson (2006) in Section 5.2.9 could also seriously restrict the airline
in conducting its business. While aspects of the categories strengths, weaknesses
and opportunities are mainly to be controlled by the carrier, the Section on threats
(5.2.9) widely covers factors that are out of Emirates control. However, the
company could identify those threats and develop strategies and actions in order to
face such threats in case they ever occur.

37

5.3 Development of the Austrian Market

Emirates introduced daily services from Vienna to Dubai in June 2004. At the
beginning the airline operated flights to Austria with its Airbus 330-200 aircraft
offering space for 237 passengers in three cabin classes. Due to the high demand
Emirates intended to increase the capacity on this route and from October 2008
operated flights with a Boeing 777-300ER which increased the capacity to 364
passengers per flight. It soon became obvious that another daily connection would
be required to meet the increasing passenger demand but resulting from delayed
aircraft delivery the airline was not able to increase flights to Austria until 2011.
Since that Emirates can offer their already existing EK127 flight from Dubai to
Vienna, their EK128 from Vienna to Dubai operated with Boeing 777-300ER on a
daily basis and furthermore their new EK125 from Vienna to Dubai and EK126
returning from Vienna to Dubai. Those additional flights are conducted six times a
week and operated with Airbus 340-500 aircraft. Compared to the Boeing 777-300ER
the Airbus 340-500 has a smaller capacity, offering space for 258 passengers. In the
early years when flights were operated with A330-200 aircraft Emirates had the
capacity to carry 3.318 passengers between Dubai and Vienna per week which
results in 172.536 possible passengers per year. With the aircraft change in 2008
5.096 tickets
Table 3 Development of Dubai- Vienna route
Year
services aircraft Capacity
per
week
weekly Annual
A330EK 2004 7
200
3.318
172.536
B777EK 2008 7
300ER 5.096
264.992
B777300ER,
A340EK 2011 13
500
8.192
425.984
B767OS 2011 7
300ER 3.220
167440
. EK = Emirates, OS= Austrian
sources:http://www.austrian.com/Info/Flightinformation/OurFleet;
http://www.emirates.com/english/flying/our_fleet/ :retrieved on
12 Jan. 2012

38

per week could be offered to

passengers enabling a total of
264.992 passengers to fly with
Emirates on this route. Since
March 2011 seats to be sold
reached 8.192 per week and this
double daily service results in
425.894

seats

year.

Consequently Emirates managed

to offer more than twice as
many seats compared to when

the route was started. Apart from Emirates there is only one airline offering direct
flights from Vienna to Dubai. Austrian flies daily with a Boeing 767-300ER with two
cabin classes and 230 seats. Looking at the total of seats provided on direct flights
between Dubai and Vienna, Emirates has a share of 72% leaving the flag carrier
Austrian with 28%. The capacity development is summarized in table 3, calculations
are based on stated aircraft types for a period for 12 months regardless of aircraft
changes that might have occurred.

5.3.1 Emirates Marketing Activities in the Austrian and Slovakian Market

It is fairly obvious that most factors of the marketing mix of Emirates are the same in
all regions. Austrian market benefits from global promotional activities as the FIFA
sponsorship but Emirates also supports Austrian events like the annual Austrian Gold
Opening. Emirates has a city office in Vienna which consists of a Sales and Finance
department and is in charge of the Austrian and Slovakian market. The main focus of
Emirates sales activities is on supporting intermediaries and providing team with
information. Travel agents can reach sales and customer support agents via
telephone or email and business partners are frequently visited by sales executives.
An important sales tool is the Agent Net which is an extranet accessible to Austrian
and Slovakian travel agents. The aim of the site is to provide up-to date information
and agents should be enabled to find answers to all questions which might occur
during booking or informing clients. Furthermore special offers are heavily promoted
on the webpage. In addition to this users receive a monthly newsletter and raffles
which are mostly sales oriented or stimulate agents to inform themselves about the
product are executed. Agents are also invited to events which include movie nights,
concerts or dinner parties aiming at increasing the interactivity and stress the fact
that staff cares about agents and is physically available in Austria.

39

6 Primary Research
The literature review with chapters on the history of the airline business, the airline
product from a marketers perspective, consumer behavior and in-depth analysis of
Emirates served as fundation for the following research part. This chapter consists of
detailed outlines of the applied methodology, questionnaire design, sampling
process, survey setting, development of hypothesis, analysis and interpretation of
findings.

6.1 Methodology
The aim of the research was to explore the decision making behavior of Emirates
passengers. A quantitative research method was chosen as information was to be
obtained from a larger sample and should enable generalization to all Emirates
passenger. Questionnaire based methods are most frequently used in tourism
research as their conduction is rather simple (Veal, 2006). Compared to other
methods questionnaire based surveys can easily be conducted, handled and results
are expressed in numeric terms and quantifiable. Thus the method is described as
transparent as it clearly outlines which information was obtained and how this
information was analyzed. It certainly has to be taken into consideration that the
quality and accuracy of the outputs depend on the information provided by each
contestant. Resulting inaccuracy has to be seen as limitation of this research
technique. Veal (2006) describes five different types of questionnaire based
techniques namely household, street, telephone, mail, site or user survey and
captive survey. For this paper a specific kind of site surveys, the en-route or
intercept survey technique was selected. Such surveys are usually conducted on
airplanes or at airports. Questionnaires can be completed by the interviewer or the
interviewee. In this setting respondent completion was selected as it is less time
consuming. To enable respondents to fill in the questionnaire themselves and to
keep the response rate high it is vital to keep the questionnaire simple, open-ended
questions are to be avoided and in the ideal case respondents complete the survey
by ticking boxes (Veal, 2006). The significance of obtained results was tested by a
range of analytical procedures as Normal Distribution Approximation of Binominal
Distribution, ttests or Wilcoxon test. In light of parsimony the time dimension
played a big role and consequently the survey was designed in a way that it could be
40

completed easily and within short time. Moreover, the setting allowed many
passengers to complete the survey at the same time. Further details on the
questionnaire design, the sampling process, the survey setting and the development
of hypothesis are included in this chapter. Findings and interpretation of the results
are included at the end of the research part.

6.2 Questionnaire Design

The development of the questionnaire was based on the literature review which
covered marketing and consumer behavior aspects that are necessary to understand
the nature of the airline product and models and classifications for passengers
behavior in general. As the aim was to find out more about the behavior of Emirates
passengers several questions and answer options have been designed in a way that
match Emirates service product. Other studies in the field of passenger behavior
and passengers perception by Chen (2008), Gilbert & Wong (2002), Huang (2009),
Pakdil & Aydin (2007) and Park, Robertson and Wu (2005) were also considered
especially in light of their questionnaire design. Guidelines from Veal (2006) were
integrated and therefore the questionnaire started with simple questions (e.g.
duration of stay, booking class), the questionnaire was kept short and neat, only
closed questions which could mostly be answered by ticking a box were included
and in two cases were rankings were required, contestants only had to define one
most important attribute instead of assigning multiple ranks. The questionnaires
were available in both, English and German, the English version can be found in
Appendix 1.

6.2.1 Part 1: General Information

The first part of the questionnaire included some general information, passengers
were asked to indicate their booking class, state the total duration of their trip,
whether they had booked their flight as a part of a packaged holiday or separately
and whether they were on a leisure or business trip. The separation between
booking classes and between leisure and business passengers was chosen in order to
explore differences among different target groups. Findings could enable a more
customized marketing approach.

41

6.2.2 Part 2: Information Search

The part on information search dealt with the first dimension of the decision making
process (information search) which was thoroughly discussed in Section 4.1.1 as it is
a vital step in consumers decision making process. The first question Which of the
following information sources did you consider before choosing Emirates? was
designed to find out whether passengers engaged in information search at all and if
they did so the sources considered could be detected. Sources were categorized
according to dimensions found in the work by Kotler et al. (2008), Pizman and
Mansfeld (1999) who based their categories on work by Beatty and Smith (1987),
Asseal (1987) and Hawkins (1995). Categories are indicated in table 4 more on the
applied categorization can be found in Section 4.1.1 on information search.

Table 4 Questionnaire: Information Sources

CATEGORY
experiential
personal

SOURCE
Personal experience from previous flights with Emirates
Recommendations from friends and family
Online reviews

markteter
dominated

Emirates website: www.emirates.com

Emirates Service Hotline
Emirates Reservation Desk at the airport
Emirates billboards
Emirates ads in newspapers and magazines
Information and adds found in travel catalogues
neutral
Recommendation from travel agent
I did not consider any of the information sources mentioned
alternative answers above
This flight has been booked for me, I have not been involved in
information search or decision making
The second question of part 2 Which of the information sources mentioned above
do you perceive as most credible? did not offer a multiple choice option like the first
question. Passengers had to appoint only one choice which made it easier to
significantly detect the source which is perceived as most credible. As stated in
Section 3.2 .3 airlines have to select the right distribution channel in order to be able
to

reach

their

target

market

42

(Wensveen,

2007)

6.2.3 Part 3: Distribution Channels

This part is connected to the stage of purchase decision (4.1.3) of the consumer
decision making model. To collect information on the purchase behavior and
booking channel utilization the question How did you book your flight? was
included in the questionnaire. Possible answer options were adjusted to Emirates
sales channels. Four categories were established which allow a distinction between
sales via Emirates and via Intermediaries and offline or online sales.
Table. 5 Questionnaire: Distribution Channels
Online
Emirates

www.emirates.com

Intermediary

online
but
not
www.emirates.com

Offline
Emirates
Hotline
Emirates reservation desk at the
airport
at travel agency

In addition to those five options which can be seen in the table 5 participants could
affirm

that

they

were

not

involved

in

the

booking

process.

6.2.4 Part 4: Product Attributes

The last part of the survey explores the perceived importance of numerous product
attributes and is the most complex part. As a first task passengers were asked to
indicate the perceived importance of 26 product attributes (Please indicate the
importance of the following product attributes). A five point Likert scale was
designed and respondents could opt between very important (=5), rather
important (=4), rather unimportant (=2) and completely unimportant (=1).
Most of the product attributes were included in previous research, this is indicated
in the table 6. In some cases the wording of the attribute is identical, in other cases
the attributes are similar or in more or less detail. Moreover, few attributes were
designed

as

they

are

important

for

Emirates

product.

The second question Which of the product attributes mentioned above is most
important for you was added to explore a single most important factor. Passengers
could

only

mention

one

43

product

attribute.

Table 6 Questionnaire: Product Attributes

Nr.
1

Product attributes
External appearance of plane

Seat pitch

3
4
5

6
7
8

Source
Chen (2008); Huang (2009); Pakdil & Aydin
(2007); Park, Robertson and Wu (2005)

Gilbert & Wong (2002); Huang (2009); Pakdil

& Aydin (2007); Park, Robertson and Wu
(2005)
Baggage allowance
Park, Robertson and Wu (2005)
Diversity of entertainment Park, Robertson and Wu (2005)
program
Own screen for entertainment Chen (2008); Gilber & Wong (2002); Huang
program
(2009) * as part of in-flight entertainment
facilities
Up-to date news
Staying connected via e-mail; Chen (2008); Gilbert & Wong (2002); Pakdil
SMS and telephone
& Aydin (2007)
Private media can be brought
along and accessed via
entertainment system
Newspapers; magazines
Huang (2009); Pakdil & Aydin (2007); Park,
Robertson and Wu (2005)

10
11

In-flight shopping
Quality and choice of meals

12

Quality and choice of drinks

13

Loyalty program

14

Fast check-in at the airport

15
16

Online check-in available

Safety

17

Punctuality

18

Reputation of airline

19

Nationality of airline

Chen (2008)
Chen (2008); Gilbert & Wong (2002); Huang
(2009); Pakdil & Aydin (2007), Park,
Robertson and Wu (2005)
Chen (2008); Gilbert & Wong (2002); Huang
(2009); Pakdil & Aydin (2007); Park,
Robertson and Wu (2005)
Chen (2008); Gilbert & Wong (2002); Park,
Robertson and Wu (2005)
Chen (2008); Gilbert & Wong (2002); Huang
(2009); Pakdil & Aydin (2007); Park,
Robertson and Wu (2005)
Chen (2008); Gilbert & Wong (2002); Huang
(2009); Pakdil & Aydin (2007); Park,
Robertson and Wu (2005)
Chen (2008); Gilbert & Wong (2002); Huang
(2009); Pakdil & Aydin (2007); Park,
Robertson and Wu (2005)
Chen (2008); Huang (2009); Pakdil & Aydin
(2007)

44

20

21

Friendly and helpful staff

Chen (2008); Gilbert & Wong (2002); Huang

(2009); Pakdil & Aydin (2007); Park,
Robertson and Wu (2005); Park, Robertson
and Wu (2005)
Appearance and behaviour of Chen (2008); Gilbert & Wong (2002); Pakdil
staff is competent
& Aydin (2007)

22
23

Foreign language skills of staff

Non-stop flight

24

Short transfer time between Chen (2008); Gilbert & Wong (2002); Pakdil
flights
& Aydin (2007); Park, Robertson and Wu
(2005)
Many flights a day enable Gilbert & Wong (2002); Pakdil & Aydin
flexible booking
(2007)

25
26

Convenient departurearrival times

Huang (2009); Pakdil & Aydin (2007)

Gilbert & Wong (2002); Pakdil & Aydin
(2007); Park, Robertson and Wu (2005)

and Chen (2008); Gilbert & Wong (2002); Pakdil

& Aydin (2007); Park, Robertson and Wu
(2005)

The framework behind the twenty-six product attributes above is a construct of five
categories. Those categories were defined in light of the SERVQUAL model which is
explored in Section 4.1.2 . In addition to this model the categorization from the
surveys conducted by Chen (2008), Gilbert & Wong (2002), Huang (2009), Pakdil &
Aydin (2007), Park, Robertson and Wu 2005) were of significance for the
categorization process. In this survey the five chosen categories were: product and
services (attribute 1 to 13), responsiveness (attribute 14-15), reliability
(attribute 16 to 18), staff (attribute 19 to 22) and schedule" (attribute 23-26).
Findings could enable Emirates to communicate attributes that are perceived as
most important more aggressively. In the long run findings in this area could be
helpful when making investment decisions.

6.3 Sampling and Setting

The survey was conducted at Vienna International Airport on the 15th of February
2012. As the questionnaire was tailored to Emirates, only passengers who actually
booked the airline were included in the sample. Emirates flight EK128 from Vienna
to Dubai on the 15th of February was selected because demographics as age or
gender were explored as a typical mix for this route and therefore could be seen as
representative sample. Furthermore the flight was fully booked which allowed to
randomly select 70 participants out of 364 passengers. The survey was conducted on
45

a voluntary basis, passengers were asked for their support and the purpose of the
survey was explained. Passengers travelling together who consequently made a
mutual buying decision were only provided with one questionnaire. Questionnaires
were distributed to passengers directly at the gate, after passing the security check
when entering the waiting area. Participants completed the survey on their own but
had the chance to get support if the questions were not fully understandable at any
time. Before entering the aircraft, when handing over boarding passes for inspection
to gate agents, passengers were asked to return their questionnaire. This setting was
chosen for two reasons. In the first place it enabled a fast distribution of the
questionnaires as only Emirates passengers who were on the EK128 flight were able
to enter the area where the survey was conducted. Resulting from this any
passenger within the area was a potential participant. This setting also allowed
passengers to make themselves comfortable in the waiting area and take as much
time as they needed to complete the survey. All passengers had at least 30 minutes
to complete the survey and therefore a careful and thoughtful completion of the
questionnaire was ensured.

6.4 Hypothesis Development

Four hypotheses were developed in order to investigate the information search
behavior, the value of distinct booking channels and the perceived importance of
various product attributes. Several hypotheses were developed in light of the
literature review and findings of similar surveys. At the same time characteristics of
Emirates were considered in order to tailor hypothesis to the carrier.

6.4.1 Hypothesis 1
H: The majority of airline passengers considers more than one information source
before choosing an airline and thereby engages in information search.

H0: The majority of airline passengers considers only one information source before
choosing an airline and thereby engages in information search.

The aim of this hypothesis is on the one hand to find out how many passengers
considered information sources and thereby engage in information search and on
46

the other hand findings can illustrate which information sources are actually used.
Results can enable a focus on most frequently used channels and thereby make
marketing activities more efficient. Support for the hypothesis that passengers
engage in information search was outlined in the opening paragraph of the chapter
dealing with consumer behavior and was based on research by e.g. Kotler et al.
(2008) and Swarbrooke & Horner (1999). The model of integrated marketing
communication which was described in part (Promotion) suggests that harmonized
messages should be sent via different information channels (Schultz & Kitchen,
2000; Schultz & Schultz, 2004; Picton & Broderick, 2008 cited by Kotler et al., 2008).
A successfully implemented integrated marketing communication could result in
passengers

choosing

more

than

one

info

source.

6.4.2 Hypothesis 2
Personal sources will be perceived as most credible.
H0: All sources will be perceived as evenly credible.
Detailed background information can be found in Section 4.1.1 on information
search. The hypothesis is backed by findings of Crotts (1992), Kotler et al. (2008),
Kossmann (2006) and Pizman & Mansfeld (1999). As outlined in the questionnaire
personal sources were divided into two categories which enables a distinction
between word of mouth of friends and family and electronic word of mouth.

6.4.3 Hypothesis 3
More bookings will be done through distribution channels of intermediaries than
through Emirates direct sales channels.

H0: The number of bookings generated from Emirates direct distribution channels
equals the number of bookings aggregated by intermediaries.

A critical reflection of Emirates sales and distribution policy was presented in part
5.2.9 . This can be seen on a global but also on the national level where the company

47

for example puts emphasize on providing intermediaries with up-to-date

information via an extranet while not informing end-customers directly via social
media platforms. As marketing and sales efforts cover mostly intermediaries it is
assumed that most tickets are issued by travel agents and not booked directly
through

Emirates

own

channels.

6.4.4 Hypothesis 4
Safety will be ranked as the most important attribute by passengers.

H0: All attributes are perceived as equally important by passengers.

Gilbert & Wong (2002) explored in their study that safety, on-time operation and the
behavior of staff are most relevant. Those single attributes were part of the
categories assurance and reliability. Emirates new fleet, careful selection of staff
and intense training at modern facilities indicate that the airline does not
compromise on safety. The trade magazine ATW (Air Transport World) rewarded
Emirates amongst other factors also for their high efforts regarding safety the ATW
Airline of the Year Award in 2011 (Air Transport World, 2012). Various web-portals
provide

data

on

airline

incidents

and

plane

crashes.

The

website

www.planecrashinfo.com enables users to compare the safety of different carriers

which is calculated based on the number of flights were at least one fatality had
been reported. Assessing the safety of a career merely on fatal events is certainly
controversial but the fact that Emirates never had to report any fatality might be a
reason why passengers who are very concerned about safety might choose Emirates.
Pakdil & Aydin (2007) and Huang (2009) concluded from their research that
responsiveness was of highest importance for passengers. Park, Robertson and Wu
(2005) investigated the impact of product attributes on the image of an airline and
stated that in their case in-flight services, convenience and accessibility were most
frequently

mentioned

as

48

important.

6.5 Analysis of Findings

In order to ensure an accurate statistical procedure for capturing data obtained from
questionnaires, analyzing frequencies and testing hypothesis the computer software
PASW was selected. Frequency analysis was conducted for interview questions.
Direct outputs from PASW have been converted into less detailed charts and graphs
to improve the readability. Distinct measures for significance testing were applied
and are stated with the results.
6.5.1

Analysis of General Information

The share of Economy passengers made up the vast majority (83.8%) and therefore
a meaningful comparison between differences related to booking classes was not
possible. For the total duration of the vacation a median of 14 days could be
obtained. This duration can be seen as typical for holidaymakers and matches the
detected share of leisure passengers amounting to 83.3%. Only 32.3% of the
respondents booked their flight as part of a packaged holiday which shows that the
majority booked flights individually.

6.5.2 Analysis of Hypothesis 1 and Information Sources Considered

Ten percent of the total sample indicated that they were not involved in information
search at all as the flight had been booked by someone else for them. Another 8, 6%
of the total sample stated that they did not consider any source before choosing
Table 7
Analysis: Consideration of information sources
Cat. Information Source
Percentage
EX Personal experience
45.61%
PE WoM family & friends
38.60%
PE Online Reviews
24.56%
NE Travel agent
22.81%
MA Travel catalouge
10.53%
MA www.emirates.com
8.77%
MA Billboards
7.02%
MA Newspaper & Mag.
5.26%
MA Reservation Desk
3.51
MA Service Hotline
1.75%
7. The category of the information source is

Emirates.
As a consequence 90, 6% percent
of the sample (excluding only
passengers who were not involved
in the decision making process)
engaged in information search.
Passengers who were not involved
or did not consider any source
were not considered for the
frequency analysis shown in table
indicated in the first column (EX=

experiential sources, MA= market dominated sources, PE= personal sources).

49

Remarkable is that out of the passengers who considered an information source

45.61% had already experience with Emirates before booking the trip which
included the EK128 flight from Vienna to Dubai for which the survey was conducted.
Looking at the total sample this means that 37% have been flying with Emirates
before booking the flight about which they completed the survey. Furthermore, all
market dominated sources belong to those who have not been used that frequently.
Hypothesis 1 assumed that The majority of airline passengers considers more than
one information source before choosing an airline and thereby engages in
information search. In order to test the hypothesis a t-test was performed. The
outcome was significant as the result p-value was below 0.05. Therefore, the
hypothesis that the majority of respondents used at least only one information
source can be maintained.

6.5.3 Analysis of Hypothesis 2 and the Perceived Relevance of Information

Sources
Table 8 Analysis: Perceived Credibility
of Information Sources
Cat. Most
credible
information source
Percentage
EX Personal experience
40.70%
PE WoM family & friends 30.50%
MA www.emirates.com
13.60%
NE Travel agent
6.80%
PE Online Reviews
5.10%
MA Service Hotline
1.70%
MA Reservation Desk
1.70%
MA Billboards
MA Newspaper&Mag.
MA Travel catalouge
-

The frequencies shown in Table 8

visualize that experiential sources
were most often selected as the
most credible information source
followed by personal sources. In
regards to personal sources it is
remarkable

that

major

differentiation is made between the

credibility of word of mouth from
family and friends and electronic
word of mouth which turns out to

be perceived as drastically less credible. In addition the ranking of neutral sources

such as advice from travel agents is remarkable as it only ranks fourth regarding
credibility and even the companys website which belongs to the market dominated
channels is seen as more trustworthy. Apart from the website all other mass
dominated sources were rarely stated as being most credible. Billboards, ads in
newspapers and magazines and information and ads in travel catalogues have not
been named at all. H2 Personal sources will be perceived as most credible which is

50

supported by numerous surveys done in the field of passenger decision making.

In order to statistically test the hypothesis the remaining three categories were pairwise tested by applying the formula for Normal Distribution
Approximation of Binomial Distribution (Fig. 4) with the aim to
detect significant differences among the categories. Two tailed
testing was applied and comparison between personal and markteter dominated
Fig. 4 Formula:
Statistical Testing

sources (p=0.07) and personal and experiential sources (p=0.551)

lead to insignificant results as the observed p-value is larger than

0.05. Consequently for those sources the H0 assumption had to me maintained and
no differences could be explored. Testing personal and neutral sources
(recommendation from travel agent) however led to a significant result (p=0.001)
and in this case H0 can be rejected as the result is smaller than 0.05. Trying to detect
significant results by comparing the distribution of personal sources to the average
of all other sources did also lead to insignificant results (p=0.206) and again H0 had
to be maintained.

6.5.4

Analysis of Booking Channels and Hypothesis 3

Table 9 Analysis: Distribution

Channels
Booking Channel
%
Travel agency
44,26%

Table 9 summarizes the outcome of the frequency

www.emirates.com

32,79%

table and further analysis. It can be seen that the

online but not at

www.emirates.com 18,03%

offline intermediary source travel agency was most

Emirates Hotline
4,92%
Emirates reservation
desk at the airport
-

analysis. Those passengers who were not involved

in the booking process were not included in the

frequently used (44.26%) followed by Emirates

online sources (32.79%). The companys offline
channels namely the Emirates hotline and the

reservation desk at the airport make up only 4.92%. Comparing Emirates channels
to channels of intermediaries it can be seen that 65% of all bookings are made by
intermediaries while 38% of the passengers booked their flight directly with
Emirates. Hypothesis 3 suggested that More bookings will be done through
distribution channels of intermediaries than through Emirates direct sales channels.
And Normal Distribution Approximation of Binomial Distribution with a one-tailed
testing design was executed in order to test whether significant differences between

51

the amount of bookings done via intermediaries and Emirates own channels can be
detected. After computation a p-value of 0.04 was encountered. This value enables
the rejection of H0 and the hypothesis can be maintained which states that more
bookings

are

done

by

intermediaries

6.5.5 Evaluation of Product Attributes and Hypothesis 4

Passengers were asked to rate the importance of 26 product attributes. For each
attribute the mean value was computed and table 10 presents those attributes
starting with those featuring the highest mean on the left side until those attributes
who received the lowest importance rating on the bottom right. The dimension of
each attribute is indicated in the table ( REL = reliability, RES = responsiveness, SCH =
schedule

and

availability,

STA

staff

and

people,

TAN

tangibles)

Dim.
TAN
SCH

Attribute
Quality and choice of drinks

Table 10 Analysis: Product Attributes

Dim. Attribute
REL Safety
REL Punctuality
STA
Friendly and helpful staff
STA Appearance and behaviour
of staff is competent
TAN Seat pitch
RES Fast check-in at the airport

Mean
3.75
3.75

SCH
3.74
TAN
3.74
3.6

TAN
TAN

3.52
SCH Short
transfer
time
between flights
3.41
SCH Convenient departure- and
arrival times
3.41
TAN Quality and choice of meals 3.34
RES
Online check-in available
3.33
REL
Reputation of airline
STA

TAN

Non-stop flight
3.2
Many flights a day enable
flexible booking
3.09
Own screen for entertainment
program
2.97
Newspapers, magazines
2.89
External appearance of plane
2.87
Diversity of entertainment
program
2.68

TAN
TAN
REL
TAN

3.33
TAN

Foreign language skills of

staff
3.33

TAN Baggage allowance

Mean
3.26

TAN

3.26

Loyalty program

2.59

Up-to date news

2.29

Nationality of airline
2.29
Private media can be brought
along and accessed via
entertainment system
2.22
Staying connected via e-mail,
sms and telephone
2.11
Inflight shopping

A mean value of 3.06 and a mean range of 2.04 could be detected. Hyothesis 4
Safety is the most important attribute for passengers. Based on the data from fig.
52

1.71

5.8 twenty-five individual Wilcoxon tests were conducted in order to explore if there
are significant differences between the rating of safety and the other 25 product
attributes. The H0 for all paired Wilcoxon tests would have been that there are no
differences observable between the mean values of the two tested variables. This
turned out to be true for the factor punctuality which has the same rank (3.75) as
safety and the other three attributes (friendly and helpful staff, appearance and
behavior of staff is competent and seat pitch) which can be found among the top 5
ranked brought insignificant results. In those cases H0 has to be maintained and no
significant differences could be observed. In all other 21 tests the results were
however significant (p<0.05). Only a slight deviation of mean values can be observed
among the top rated attributes safety, punctuality, friendly and helpful staff and
appearance and behavior of staff is competent. The first two attributes belong to the
category reliability, the latter are part of the staff dimension. More evidence for the
significance of Hypothesis 4 is given in Fig. 5 which illustrates the share of those
product attributes that were mentioned by passengers when they were asked
specifically to name the most important attribute. It can be observed that the
majority (58.8%) selected safety as most relevant attribute. The first five items on
this table are also among the top five items of the table Fig. 6.7 which shows the
detailed mean ranking of all factors. The factors punctuality, short transfer time
between flights, convenient departure- and arrival times, baggage allowance,
diversity of entertainment, quality and choice of meals and fast check-in at the
airport were only mentioned by less than 3% of the sample and therefore their
percentages were aggregated and visualized as others in the pie chart.

53

Appearance
and behaviour
of staff is
competent;
7.35%

Others;
14.71%

Friendly and
helpful staff;
8.82%

Safety; 58.82%
Seat Pitch;
10.29%

Fig. 5 Analysis: Most important product attribute

6.6 Interpretation of Findings

The following part aims to link attained findings from the survey with ideas and
assumptions explored in the literature review. Attention will be paid to finding
find out in
how far the answers of Emirates passengers match already existing ideas on
passenger behavior.

6.6.1 Interpretation of General Information

Even though a comparison among customers traveling in different cabin classes or
leisure and business travelers was not possible the obtained outcomes still yield
some useful information. The average encountered duration
duration of vacation is 14 days
which is typical
ical for the leisure customers. From this long duration it can be
concluded that the expenditure for this vacation in total might be rather high and
therefore a high risk is linked to it. Consequently the sample would demonstrate
high consumer involvement and engage in complex buying behavior (Kotler et al.,
2008) and therefore spend more time on information search (Pizam & Mansfeld,
1999) as outlined in Section 4.

54

6.6.2 Interpretation of Information Sources Considered (Hypothesis 1)

The main outcome of this section is the confirmation that passengers do engage in
information search. Over 90% of the passengers who were involved in the travel
decision considered at least one source, the majority even took advantage of more
than one source. This striking result supports work outlined in Section 4 (e.g. Kotler
et at al. , 2008; Swarbrooke & Horne, 1999). Kotler et al. (2008) concluded that most
of the information that a customer attains is from commercial sources which are
referred to as markteter dominated sources in the survey. Findings of Emirates
passengers are in contrast to their conclusion. All marketer dominated sources
(travel catalogue, www.emirates.com, billboards, newspapers and magazines,
reservation desk and service hoteline) were ranked as less frequently used. In total
37% of the contestants considered those sources in their search process. Striking is
that 37% of the total samples did not have to engage in external information search
which was described by Pizman and Mansfeld (1999) in Section 4.1.1 as they could
base their decision on personal experience with Emirates. The low consideration of
travel agents (22.81%) that shows that their role as information source is no longer
pre-dominant is also striking. The high ranking of personal sources, namely word of
mouth of family and friends and online reviews supports findings by Crotts (1992),
Kotler et al. (2008) and Kossmann (2006). For Emirates these findings strengthen the
need for providing high standards and fostering positive word of mouth by
maintaining or improving customer relationships which could for instance be done
by further developing their loyalty program Skywards.

6.6.3 Interpretation

Perceived

Relevance

of

Information

Sources

(Hypothesis 2)
The highly perceived importance of word of mouth (30.5%) from friends and family
goes in line with Kossman (2006) who explains that they are most persuasive among
information sources. Travel agents are categorized as neutral sources (e.g. Pizman &
Masfeld, 1999) and are described as unbiased. In this survey however only 6,8% of
Emirates passengers perceive their opinion and advice as credible. Almost twice as
many passengers named Emirates official website when asked about the most
credible source which should motivate the company to inform and convince their
customers through an appealing website.
55

6.6.4 Interpretation of Booking Channels (Hypothesis 3)

The high share of bookings generated by intermediaries (62%) has already been
dealt with in Section 5.2.9. OConnel & Williams (2011) investigated the high
distribution costs that Emirates faces as a result on focusing on selling through
intermediaries. A comparison among all booking channels indicates that passengers
opting to book directly via channels of the carrier prefer to book online while
passengers choosing intermediaries more frequently engage in offline booking at a
travel agency. With respect to online booking channels Emirates website already
generates the majority of bookings (60%). This also emphasizes the high potential of
an appropriate website not only as source of information- but in this case as booking
channel. In regards to offline bookings only 10% of the passengers book directly
through Emirates channels via telephone or the ticket counter at the airport. AQ
controversial aspect is that only a minority of passengers (6.8%) perceived the
advice of travel agents as credible but for bookings travel agents are obviously still
the preferred channel (44.26%). Compared to travel agents almost twice as many
customers perceive the carriers website as most credible but regarding the
generation of bookings the website is only ranked second. Reasons for this
relationship cant be clarified from the data obtained but as mentioned in Section
3.2.3 Reader (2011) argued that intermediary channels make the purchasing process
more convenient for customers. This statement might explain why Emirates
passengers, even though they do not see travel agents as credible information
sources, prefer to have their bookings handled by travel agents.

6.6.5 Interpretation of Product Attributes Evaluation (Hypothesis 4)

Passengers were asked to indicate the importance of 26 product attributes from 4
(very important) to 1 (completely unimportant). The high mean range of 2.04 with
the obtained ratings range from mean values of 3.75 and to 1.71 resulting in a mean
range of 2.04. This shows that passengers certainly distinguish between the
importance of product attributes. Placing different weight on product attributes
implies that passengers apply the piecemeal approach mentioned by Kozak &
Decrop (2009) for product evaluation that suggests that consumers evaluate a
product not in a holistic way but distinguish between product components. The high
ranking of attributes related to staff is in accordance with the assumption of
56

Lovelock et al. (2008) that in some service settings staff is the only product
differentiator. It is striking that besides the seat pitch most attributes belonging to
the tangibles and service dimension received a prominently low ranking. As outlined
in Section 5.1 on the carriers history and its current product Emirates has always
been a pioneer regarding In-flight entertainment and communication (IFEC) and
seeks to provide a state-of-the-art entertainment and communication system for all
cabin classes. Therefore it is surprising that none of the product attributes linked to
IFEC received a high rating. The outcomes illustrate that physical media like
newspapers and magazines were perceived as more important than the diversity of
the entertainment system or receiving up-to date news during the flight phase.
Along with in-flight shopping accessing private media and staying connected via email, SMS and telephone have been ranked as least relevant. This is particularly
surprising as Emirates uses those attributes as product differentiators. Of course
interpretation has to be made in light of the fact that the majority of passengers
who participated in this survey were leisure passengers. It could be suggested that
attributes like sending and receiving SMS, emails or making phone calls is of more
importance for business travelers. Among the differences between leisure and
business passengers which were outlined in Section 3.3 and 3.4 was also the
suggestion by Shaw (2011) that leisure passengers are not concerned about arrival
and departure times. This is not supported by the results of the survey as both the
attribute convenient departure- and arrival times reached a mean value of 3.41
which is close to the highest possible rating 4 (very important) and explains why the
item is still ranked among the lower 10 most important attributes. It could be
suggested that for business passengers attributes about schedule and availability
would have an even greater importance. Attention should also be paid to the
ranking of baggage allowance which is with a mean value of 3.26 somewhere in the
middle of all attributes even though the fact that the allowance is quite high
compared to competitors and intended to attract customers. In regards of the
results of this survey Emirates should most certainly continue to place high
importance on the selection and training of their staff. With regards to the low
rating of most tangible aspects it could be questioned which attributes are already
taken for granted by customers and which ones could really convince a potential
passenger to select a certain carrier. This analysis could be based on the

57

differentiation between hygiene and motivator factors which can be found in

literature dealing with organizational development and business administration as
well as consumer behavior related research. In this case the information available is
limited to the outcomes of the survey. From the obtained data it could be concluded
that a state of the art IFEC is not a motivator for choosing Emirates as it has not a
high importance rating.

6.7 Managerial Response to Survey Findings

Results of the survey were presented to the top Management of Emirates Austrian
Representation in order to gain additional insight thus fostering a multifaceted
interpretation of findings. Results that were perceived as particularly striking and
therefore have been discussed in detail are outlined in this Section of the paper as
well as in areas which were indentified for further research. The explicitly low rating
of the credibility of travel agents was recognized with compunction as providing
services to travel agents is the main activity of Emirates Sale staff in Vienna.
Emirates is certainly aware of changes in consumer decision making behavior and
links the decreasing importance of travel agents as information sources to the fact
that information can be accessed easily via new channels like the internet with is in
accordance to findings previous research (e.g. Buhalis & Law, 2008) and outlined in
Section 4.1.1 . Managing staff raised the need to investigate to which extent distinct
information channels are able to satisfy the search needs of customers in order to
improve and adjust information provided to the needs of customers. The obtained
usage rate of distinct distribution channels matched Emirates expectations and
illustrates the fact that on the one hand travel agents are the most important
distribution channel for them but on the other hand bookings generated through
direct online sources yield further opportunities. Regarding product attributes the
high ranking of safety and staff confirmed that extensive investments in recruiting
and training staff and safety measures is recognized by passengers. The rather low
rating of factors linked to IFEC (Information and Communication Technology) was
not expected but the question was raised in how far passengers take certain product
attributes or services for granted and thereby do not perceive them as important.
This statement supports the need to investigate motivation and hygiene factors that
have been outlined in the previous Section (6.6.5). With regard to the SWOT58

analysis outlined in Section 6.2.10 it should be mentioned that Emirates perceives

the increasing fuel prices as a major threat for their company as well as for any other
carrier. The impact of Arabian competitors offering similar products like Qatar
Airways or Etihad is not experienced as imminent threat as Emirates assures that
those competing companies do not necessarily take business away from each other.
This sentiment further rebuts the introduction of protective policies that could
hinder the growth of Emirates as the company is confident to prove that for example
in Austria no business is taken away from other carriers by the introduction of their
services. Detected weaknesses in the implementation of social media as information
channel and addressing customers directly are as mentioned in Section 5.2.9 to be
overcome by the new Hello Tomorrow campaign that sets the customer and an
integrated marketing communication as main priority.

59

7 Conclusion
The importance of understanding how passengers make decisions was outlined in
this paper and detailed insights on the process were obtained from the survey.
Countless internal and external factors that regularly revolutionize the airline
industry and affect various stakeholders were explored in this paper and it seems
that airlines nowadays more than ever have to be highly responsive to changes. The
marketing mix analysis visualizes how fast competitive advantage can be lost if new
opportunities are not considered or products are not improved and re-shaped. The
need to create an understanding of customer decision-making process became
evident when analyzing consumer behavior which is sensitive to change. The case
study on Emirates revealed various strategies that foster success and could serve as
best practices for other airlines. Critical reflection showed that even though Emirates
is positioned as an innovative company, for instance in regards to superior onboard
facilities (e.g. spa-shower, suites, IFEC), a certain degree of inertia towards the
integration of new information and distribution systems can be detected.
Findings of the survey were limited, as it was not possible to make any distinction
between business and leisure travelers could be made due to the small percentage
of business travelers among respondents and the rather small sample. Obtained
data supports the need for proactive responses to changes in consumer behavior.
The most striking outcome of the survey is doubtless the fact that the vast majority
of customers performs information searches and uses on average more than one
information source. Furthermore it has to be considered that travel agents who
receive a high degree of service and attention from Emirates are no longer perceived
as highly credible information sources by the customers. Integrated marketing
communication that includes new information channels should be of highest
importance for Emirates. More research on the impact of distinct product attributes
on the decision making of passengers is evidently needed, but responding to findings
of this paper the company should try to further establish trust and highlight their
award-winning staff in marketing communication.

60

The current brand re-launch envisioned by the campaign Hello Tomorrow states
that Emirates is aware of shortcomings observed in this paper. The forward looking
theme Hello Tomorrow should consistently be put into practice and further inertia
regarding the integration of any new marketing tool or channel that simplifies or
enriches processes for customers should strictly be avoided.

61

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Appendices
Appendix 1

Questionnaire
Passengers decision making behavior
PART1: GENERAL INFORMATION
Destination
___________________
airport:
Booking Class:

Economy


Business
First

Duration
of
journey:
Are
you
travelling
with
children?
Did you book your flight separately or as part of a packaged
holiday?
(in combination with accommodation)

Are you on a business or leisure trip?

______ days

with children


without
children

packaged
holiday

flight
booked
separately

business trip

leisure trip

PART 2: INFORMATION SEARCH

Which of the following information sources did you consider before choosing
Emirates?
1 Recommendations from friends and family


2 Online reviews


3 Personal experience from previous flights with Emirates


4 Emirates website: www.emirates.com


5 Emirates Service Hotline


6 Emirates Reservation Desk at the airport


7 Emirates billboards


8 Emirates ads in newspapers and magazines


9 Information and adds found in travel catalogues


10 Recommendation from travel agent


11 I did not consider any of the information sources mentioned
above


12 This flight has been booked for me, I have not been involved in
information search or decision making


Which of the information sources mentioned above do you perceive as the most
credible? (please choose one channel only)
Number or name of information source: ___________________________
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PART 3 : BOOKING
How did you book your flight?
Emirates website: www.emirates.com
Travel agency
Online but not at www.emirates.com
Emirates Hotline
Emirates reservation desk at the airport
This flight has been booked for me, I was not involved in the booking
process.

PART 4: PRODUCT EVALUATION

Please indicate the importance of the following product attributes

very
important

rather
important

rather
unimportant

completely
unimportant

1 External appearance of plane

2 Seat pitch

3 Baggage allowance

4 Diversity of entertainment program

Own screen for entertainment
5 program

6 Up-to date news

Staying connected via e-mail, SMS
7 and telephone
Private media can be brought along
and accessed via entertainment
8 system

9 Newspapers, magazines

10 In-flight shopping

11 Quality and choice of meals

12 Quality and choice of drinks

13 Loyalty program

14 Fast check-in at the airport

15 Online check-in available

Product attributes

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16 Safety

17 Punctuality

18 Reputation of airline

19 Nationality of airline

20 Friendly and helpful staff

Appearance and behaviour of staff is
21 competent

22 Foreign language skills of staff

23 Non-stop flight

24 Short transfer time between flights

Many flights a day enable flexible
25 booking
Convenient departure- and arrival
26 times

Which of the product attributes mentioned above is the most important for you?
(please choose only one attribute)

Number or name of the product attribute : ______________________________

Thank you for your valuable support!

Enjoy your flight.

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