Editorial Board   Guest Author

Dr. Tracey

Bruce Tracey

Professor of Management, Cornell University's School of Hotel Administration

Dr. Bruce Tracey is a Professor of Management at Cornell University's School of Hotel Administration. Since joining the faculty in 1992, he has taught courses in strategic and human resources management and leadership for undergraduate, graduate, executive, and online audiences throughout the world.

Dr. Tracey's research examines a wide range of topics, including factors that influence the effectiveness of training and development initiatives, the nature and roles of flexible HR systems, causes and costs of employee turnover, scale and measurement development, and HR implications for legal compliance. He has presented his work at numerous regional, national, and international conferences, and his research has been published in diverse outlets such as the Journal of Applied Psychology, the Journal of Management, the Cornell Hospitality Quarterly, the International Journal of Contemporary Hospitality Management, and the University of Pennsylvania Journal of Labor and Employment Law.

Dr. Tracey's sponsors for research, consulting, and executive training include the American Hotel and Lodging Association, Four Seasons Hotels and Resorts, Hilton Worldwide, Marriott International, Mövenpick Hotels and Resorts, the Kessler Collection, Blue Hill Farm, Hillstone Restaurant Group, Uno Chicago Grill, among other companies, and he has been cited in USA Today, the New York Times, Fast Company, Powder Magazine, Times-Picayune/nola.com, Orlando Sentinel, wgbh.org, ehotelier.com, and other popular press and online outlets.

Dr. Tracey is also serving as a second-term Editor of the Cornell Hospitality Quarterly, and is the Vice President for the International Network of Business and Management Journals, which promotes professional development for emerging scholars.

Please visit http://www.cornell.edu for more information.

Dr. Tracey can be contacted at 607-255-8555 or jbt6@cornell.edu

Coming up in June 2019...

Sales & Marketing: Selling Experiences

There are innumerable strategies that Hotel Sales and Marketing Directors employ to find, engage and entice guests to their property, and those strategies are constantly evolving. A breakthrough technology, pioneering platform, or even a simple algorithm update can cause new trends to emerge and upend the best laid plans. Sales and marketing departments must remain agile so they can adapt to the ever changing digital landscape. As an example, the popularity of virtual reality is on the rise, as 360 interactive technologies become more mainstream. Chatbots and artificial intelligence are also poised to become the next big things, as they take guest personalization to a whole new level. But one sales and marketing trend that is currently resulting in major benefits for hotels is experiential marketing - the effort to deliver an experience to potential guests. Mainly this is accomplished through the creative use of video and images, and by utilizing what has become known as User Generated Content. By sharing actual personal content (videos and pictures) from satisfied guests who have experienced the delights of a property, prospective guests can more easily imagine themselves having the same experience. Similarly, Hotel Generated Content is equally important. Hotels are more than beds and effective video presentations can tell a compelling story - a story about what makes the hotel appealing and unique. A video walk-through of rooms is essential, as are video tours in different areas of a hotel. The goal is to highlight what makes the property exceptional, but also to show real people having real fun - an experience that prospective guests can have too. The June Hotel Business Review will report on some of these issues and strategies, and examine how some sales and marketing professionals are integrating them into their operations.