A Study On The Factors Affecting The Purchase Behavior Of Business Travel Service

Fee for frequent business trip activities has increased steadily, the cost of business trip is considered to be the second largest controllable costs. Corporate managers increasingly concerned about business trip activities and buying behavior of business trip services. In addition, with the growing competition in the leisure travel market incandescent, more and more travel companies began to shift its business focus to corporate business trip services. Therefore, it is from the perspective of business travel services demand side or the supply side, the insight into the factors that enterprises buy business trip services is considered essential. Because, it can help companies to manage it’s daily business trip activities and improve internal cost control level; it also can provide recommendations to meet the business trip services needs of corporate for the providers.Compared to the industry’s ever-expanding demand for business trip services, the academic studies in business trip procurement of services are seriously inadequate.And with respect to consumer buying behavior, organizational buying behavior has a more complex features, which makes us can not understand the business trip services buying behavior clearly. Based on this, we propose the following four research purposes:(1) clarify the real needs of enterprises in business travel services;(2) to explore the factors that influence companies to make business travel services buying behavior and test the differences impact of various factors;(3) test the differences of business trip services buying behavior;(4) to make constructive suggestions for business trip service providers in marketing and managing.This paper reviews the factors that affect the organization buying behavior from historical documents, the factors include interpersonal, personal, organizational,environmental, product, the experience and marketing factor. To be able to verify whether these factors affect business trip services buying behavior,and explore its influencing factors fully, on the basis of the literature review, the author carry out in-depth interviews to the persons in charge of corporate trip.From the interviews,we finds that eight affect business trip services purchasing factors, namely environment,organizational, interpersonal, personal, products, services, marketing, and experience factor. This paper uses questionnaire survey of enterprises, and through QQ、We Chat、email and field research to collect data.Than the author uses SPSS20.0 software for data descriptive analysis, factor analysis, regression analysis and analysis of variance.Studies confirm that there are eight factors influence corporate business trip services buying behavior, but there are significant differences between these eight factors in the impact degree:generally, The degree of influence is decreasing order:service, experience, products, organizations, personal, marketing, environmental and interpersonal. The different characteristics of enterprises in business trip services buying exist significant differences,such manufacturing enterprises are more susceptible to organizational and personal factors; and accommodation and catering industry enterprises are more vulnerable to environmental, product and service factors.The last departure from the above conclusions of the article, put forward for the business trip service providers seven recommendations, including marketing channels,market segments, integration of resources, investment in technology and others.To provide references for the development of business trip services provider.The innovations of this paper are: First, exploring the factors affecting corporate business trip services buying behavior systematically,expanding factors to eight from original four factors; secondly, testing differences of enterprises in business trip services buying behavior among the eight factors; Finally, propose seven marketing and management recommendations for business trip services providers based on the conclusions of this paper.