Airline Marketing : Strategies for Success in a Hyper-competitive Environment book cover
1st Edition

Airline Marketing
Strategies for Success in a Hyper-competitive Environment

  • Available for pre-order. Item will ship after March 5, 2021
ISBN 9780367178031
March 5, 2021 Forthcoming by Routledge
400 Pages

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Book Description

Applying fundamentals of marketing to commercial passenger air transportation, this textbook puts the emphasis on marketing principles and illustrative ways in which airlines can distinguish themselves within the highly competitive global marketplace.

Airline Marketing begins with a survey of current airline business strategies and the macro forces that have shaped the airline industry in the past and will continue to do so in the future. The growing importance of technology is discussed both from the perspective of better understanding customer needs and engaging more effectively with them. The central role of the "customer" is explored through the lens of modern segmentation and branding approaches. Coverage then shifts to the tactical decision areas consisting of the 4Ps – product, place, promotion and price – in which marketers shape and execute their strategies. The book concludes with a focus on executing marketing initiatives internally through customer-facing employee groups and externally through the measurement and management of the customer experience.

This textbook is written primarily for undergraduate college students enrolled in aviation business administration programs and related courses. It will also serve as an accessible primer on airline marketing for industry professionals not presently working in marketing and for frontline airline employees seeking to learn more about marketing.

Table of Contents

Airline Strategy and Structure, Global Influences: The World in which Airlines Operate, Technology: Airline Digital Marketing, Airline Market Segmentation, Product: The Expanded View of Passenger Air Travel, Place: Airline Channels of Distribution, Promotion: Building Airline Brand Loyalty, Price: Airline Revenue Generation and Management, Airline Services, Internal Marketing and Human Resources Management, Airline Service Quality: Measuring and Managing the Customer Experience

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Scott Ambrose is an Assistant Professor of Marketing at Embry-Riddle Aeronautical University, Daytona Beach. A former marketing employee of a major US airline, Dr. Ambrose has numerous scholarly articles in leading marketing and sales journals. He has also taught airline marketing seminars for industry executives.

Blaise Waguespack is a Professor of Marketing at Embry-Riddle Aeronautical University, Daytona Beach. A member of the Air Transportation Research Society and Atlantic Marketing Association, Professor Waguespack has published scholarly articles in leading aviation and marketing journals and co-developed the Airline Service Quality Index.


"Marketing has always been a vital part of the success of global airlines. The current pandemic will make it even more important as airline seek to address another challenge to their survival. If the last two decades have been about unbundling, creating value with ancillary services, and raising the bar on service quality, then the new decade will bring its own opportunities and threats. This book provides the standard basics of any good marketing text, but it goes beyond the ordinary to provide insight into the future of the industry. Whether they are talking about big data, new digital marketing or legal and ethical issues in pricing, this book offers a clear and concise way to understand the airline industry. The case studies at the end of each chapter help illustrate the concepts discussed and allow the reader to see how the material applies in real world situations. I would highly recommend this book for anyone with an interest in this dynamic industry." - Dawna L. Rhoades, Embry-Riddle Aeronautical University, US.