Timeshare management : the key issues for hospitality managers / Tammie J. Kaufman, Conrad Lashley, Lisa Ann Schreier.

ISBN:

9780750685993

Title:

Author:

Kaufman, Tammie J.

Personal Author:

Kaufman, Tammie J.

Publication Information:

Oxford ; Burlington, MA : Elsevier/ Butterworth-Heinemann, c2009.

Physical Description:

xiii, 210 p. ; 24 cm.

Contents:

Vacation ownership resort development: an overview -- The vacation owner -- The community -- Marketing vacation ownership resorts -- The 12-step sales process: part 1 -- The 12-step sales process: part 2 -- Points vs. weeks -- The role of exchange company -- Financing in the timeshare industry -- Managing service quality in timeshare operations -- Human resources in timeshare operations -- Condominium hotels -- Vacation ownership expansion.

Subject Term:

Hospitality industry -- Management.

Timesharing (Real estate).

Resorts -- Management.

Added Author:

Lashley, Conrad.

Schreier, Lisa Ann.

Format:

Books

Publication Date:

2009

Publication Information:

Oxford ; Burlington, MA : Elsevier/ Butterworth-Heinemann, c2009.

Available:*

Shelf Number	Material Type	Copy	Shelf Location	Status
647.94068 KAU	Book	1	Standard shelving location	Searching... Unknown

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Summary

Vacation ownership is becoming a mainstream travel product. Continued growth based on number of units sold and an increasing number of international brands has placed this segment in a very strong position. As the market continues to grow, there is an increasing demand for clear and engaging sources of information on the key issues and components of vacation ownership, from both hospitality management students and the public. This book updates hospitality students in this vacation sector, provides the key background information, explanation of the growth, the components to vacation ownership management and an overview of opportunities in vacation ownership management.

Timeshare Management provides the understanding of the financing, marketing, sales, management, and human resource issues surrounding the subject - vital to any hospitality and tourism student.

Chapter 1 Vacation Ownership Resort Development: An Overview: An introduction of vacation ownership and its history
Introduction	p. 1
Timeshare Evolving	p. 2
The Evolving Timeshare Service	p. 5
Evolving Legal Approaches	p. 6
Exchange Services	p. 7
Resale	p. 9
Resort Management	p. 10
Movements and Developments	p. 11
Summary	p. 14
Chapter 2 The Vacation Owner: An overview of the demographics of vacation owners and comparisons to the traditional hotel guest
Introduction	p. 15
Timeshare Locations	p. 16
Timeshare Market Segmentation	p. 20
Summary	p. 28
Chapter 3 The Community: A look at the impact vacation ownership resorts have on the community
Introduction	p. 29
Impacts of the Vacation Ownership industry	p. 30
Timeshare Owner Impact and Visitor Behaviour	p. 32
Employment Impact of the Timeshare Industry	p. 38
Summary	p. 41
Chapter 4 Marketing Vacation Ownership Resorts: Evaluate the proper application of marketing theory in the vacation ownership industry
Introduction	p. 43
The Marketing Mix	p. 44
Marketing Timeshare	p. 45
Vacation Ownership Marketing Practices	p. 48
Owner Referral Programs	p. 53
Summary	p. 57
Chapter 5 The 12-Step Sales Process: Part 1: Evaluate current sales practices
Introduction	p. 59
The 12-Step Sales Process	p. 60
Summary	p. 71
Chapter 6 The 12-Step Sales Process: Part 2
Introduction	p. 73
Presentation and Uncovering of Problems	p. 74
Property Viewing	p. 79
Summary	p. 87
Chapter 7 Points vs. Weeks: Explain the difference between points and weeks. Examine both and how they are used effectively
Introduction	p. 89
Fixed Timeshare Weeks	p. 90
Float Timeshare Weeks	p. 91
Fixed Versus Float	p. 92
Home Resorts	p. 94
Summary	p. 102
Chapter 8 The Role of Exchange Company: Share information about exchange companies and their role in the vacation ownership industry
Introduction	p. 103
History of the Exchange Companies	p. 104
Resort Condominiums International	p. 104
How Do RCI Points Work?	p. 108
Interval International	p. 108
Boutique Exchange Companies	p. 114
Summary	p. 117
Chapter 9 Financing in the Timeshare Industry: Explain types of financing involved in developing vacation ownership resorts. Explain types of financing consumers' employ when purchasing and the resort's involvement
Introduction	p. 119
Developer Financing	p. 120
Consumer Financing	p. 124
Summary	p. 126
Chapter 10 Managing Service Quality in Timeshare Operations: Application of service theory to the vacation ownership industry
Introduction	p. 127
Timeshare Service Quality	p. 130
Service Quality Management Systems	p. 133
Quality Management and Timeshare Operations	p. 137
Total Quality Unit Management	p. 138
Hospitableness	p. 141
Summary	p. 143
Chapter 11 Human Resources in Timeshare Operations: Explanation of unique issues and career opportunities within vacation ownership
Introduction	p. 145
Hospitality and Hospitableness	p. 147
Emotional Dimensions of Hospitality and Tourism Service	p. 150
Empowering Service Excellence	p. 153
Managing as Though People Matter	p. 157
Summary	p. 165
Chapter 12 Condominium Hotels: Introduction of the concept of condominium hotels: reasons behind the growth and comparisons to traditional vacation ownership properties
Introduction	p. 167
Condominium Hotels	p. 168
Growth in Foreign Interest and Brands	p. 172
Financing Condominium Hotels	p. 176
Summary	p. 181
Appendix	p. 181
Chapter 13 Vacation Ownership Expansion: Explore the growth of vacation ownership into other segments
Introduction	p. 185
Fractionals	p. 185
Destination Clubs	p. 188
Summary	p. 192

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Table of Contents