The purpose of this study was to critically assess the key success factors of social media as a marketing tool in the South African tourism industry. Numerous studies have been done on social media, but none of them were focused on optimising the success of social media in the South African tourism industry. Relationship marketing and social media is interrelated, where relationships form the foundation of social media. Social media has become the world’s latest marketing marvel, disseminating the lives of its users. Social media also plays a crucial role in the marketing efforts of organisations in the service sector, such as the tourism industry. However, it has become evident that there are still a number of tourism organisations that are currently not optimally utilising social media in their marketing strategies and this gap needs to be addressed. This study was aimed at three empirical objectives which were addressed with data gathered by means of a questionnaire. The questionnaire was distributed by fieldworkers at the O.R. Tambo International Airport. Stratified sampling was used in order to ensure a representative sampling size. 450 questionnaires were distributed, of which 446 completed questionnaires could be used for statistical data analysis. Firstly, for article one the factors inhibiting the use of social media were determined, as well as whether it differ for international and national tourists. Factor analysis was done in order to determine the main factors inhibiting the use of social media, and an independent samples t-test was applied to determine similarities/differences between international and national tourists. The results indicated that the main factors inhibiting the use of social media included Content Challenges, Privacy Issues, and Personal Perceptions. No significant differences were found on the factors inhibiting the use of social media by international tourists versus national tourists. Novel to this study is the fact that from the results it was clear that tourists who are currently not participating in social media do have access to social media sites and have the technical skills and competency to use social media, and are well informed about the different types of social media. Even though social media users spend almost one third of their time on social media sites, there are also a number of people who are not participating in social media. This part of the market is totally untapped. Thus, it is also important for tourism organisations to give attention to the factors inhibiting the use of social media. In article two, the purpose was twofold: firstly to determine how and why tourists used social media for travel and tourism purposes, and secondly to determine whether there was a correlation between the tourists attitudes towards social media and the factors identified for the use of social media for travel and tourism purposes. In this article a factor analysis for the reasons for participating in social media for travel and tourism purposes, correlations between the attitude of tourists toward the use of social media and the factors of the use of social media for travel and tourism purposes were done. It was evident that three factors for the use of social media for travel and tourism purposes existed: Information Gathering, Interaction and Communication and Content Sharing. Novel to this study, it was clear that significant correlations exist between the attitudes of tourists towards the use of social media and the factors identified for the use of social media for travel and tourism purposes. However, it was significantly identified that strategies that focus on information gathering and content sharing should enjoy primary attention and resource allocation. In the third article, the purpose was to assess whether tourists’ attitudes and their opinions regarding the success factors for social media can contribute to increased tourism social media activity. A summary of the factor analysis of the reasons for using social media for travel and tourism purposes, a factor analysis of the critical success aspects for the use of social media and standard multiple regression of the attitudes and most important aspects influencing the use of social media for travel and tourism purposes were discussed. The results indicated that tourists’ attitudes toward the use of social media for travel and tourism purposes were dependent on the Degree of Trust and Willingness to Participate in social media. These respondents utilised social media specifically for Information Gathering, Interaction and Communication as well as Content Sharing. The results also revealed that tourists’ Degree of Trust and Willingness to Participate in social media are predictors for Information Gathering for travel and tourism purposes; tourists’ Willingness to Participate in social media and the Perceived Beneficial Aspects they can gain from using social media are predictors for Interaction and Communication through social media for travel and tourism purposes; and tourists’ Willingness to Participate in social media and Content Accessibility and Sharing are predictors for Content Sharing on social media sites for travel and tourism purposes. Conclusions, contributions and recommendations regarding the outcome of the study were made. The main contributions of the study include contributions to the theory of the field, methodological contributions, as well as practical application contributions. With regard to the theoretical contributions, a framework was developed to optimise and explain the interrelatedness of relationship marketing and social media. This framework can be adopted by researchers and scholars to understand and argue that social media is closely related to the principle of building relationships. Also, due to a lack of a universally accepted definition for the term ‘social media’, and analysis was done in order to assess the most common principles of the term, to develop a definition that can be regarded as universally acceptable by tourism researchers and scholars. Contributions in terms of the methodology entail the development of suitable questionnaire to gather the necessary information for the data analysis of this study. This questionnaire was developed due to a lack of a suitable questionnaire to gather the necessary information for data analysis for the outcome of the research study. The high internal consistency of the questionnaire allows for it to be adopted by other researchers in the field of social media and the tourism industry. Lastly, the main contribution of the study to practical application of the results, a framework was developed to optimise the use of social media as a marketing tool in the South African tourism industry. This framework can be practically implemented by tourism organisations for International and National tourism markets within the South African tourism industry to ensure the optimisation of online social media marketing efforts. The framework was developed in a way that will ensure it is easily understandable, as well as the fact that it will comprise the minimum amount of effort when implementing the framework in the development of social media marketing strategies of tourism organisations. Adequate knowledge and information regarding the above-mentioned aspects can contribute to more effective marketing strategies, increased brand awareness and increased market share. This study also contributes to the existing literature of social media, the effective and successful implementation of social media marketing strategies and has a positive impact on future research with regard to the application of social media as marketing tool in the South African tourism industry. / PhD (Tourism Management), North-West University, Potchefstroom Campus, 2015

The purpose of this study was to critically assess the key success factors of social media as a marketing tool in the South African tourism industry. Numerous studies have been done on social media, but none of them were focused on optimising the success of social media in the South African tourism industry. Relationship marketing and social media is interrelated, where relationships form the foundation of social media. Social media has become the world’s latest marketing marvel, disseminating the lives of its users. Social media also plays a crucial role in the marketing efforts of organisations in the service sector, such as the tourism industry. However, it has become evident that there are still a number of tourism organisations that are currently not optimally utilising social media in their marketing strategies and this gap needs to be addressed. This study was aimed at three empirical objectives which were addressed with data gathered by means of a questionnaire. The questionnaire was distributed by fieldworkers at the O.R. Tambo International Airport. Stratified sampling was used in order to ensure a representative sampling size. 450 questionnaires were distributed, of which 446 completed questionnaires could be used for statistical data analysis. Firstly, for article one the factors inhibiting the use of social media were determined, as well as whether it differ for international and national tourists. Factor analysis was done in order to determine the main factors inhibiting the use of social media, and an independent samples t-test was applied to determine similarities/differences between international and national tourists. The results indicated that the main factors inhibiting the use of social media included Content Challenges, Privacy Issues, and Personal Perceptions. No significant differences were found on the factors inhibiting the use of social media by international tourists versus national tourists. Novel to this study is the fact that from the results it was clear that tourists who are currently not participating in social media do have access to social media sites and have the technical skills and competency to use social media, and are well informed about the different types of social media. Even though social media users spend almost one third of their time on social media sites, there are also a number of people who are not participating in social media. This part of the market is totally untapped. Thus, it is also important for tourism organisations to give attention to the factors inhibiting the use of social media. In article two, the purpose was twofold: firstly to determine how and why tourists used social media for travel and tourism purposes, and secondly to determine whether there was a correlation between the tourists attitudes towards social media and the factors identified for the use of social media for travel and tourism purposes. In this article a factor analysis for the reasons for participating in social media for travel and tourism purposes, correlations between the attitude of tourists toward the use of social media and the factors of the use of social media for travel and tourism purposes were done. It was evident that three factors for the use of social media for travel and tourism purposes existed: Information Gathering, Interaction and Communication and Content Sharing. Novel to this study, it was clear that significant correlations exist between the attitudes of tourists towards the use of social media and the factors identified for the use of social media for travel and tourism purposes. However, it was significantly identified that strategies that focus on information gathering and content sharing should enjoy primary attention and resource allocation. In the third article, the purpose was to assess whether tourists’ attitudes and their opinions regarding the success factors for social media can contribute to increased tourism social media activity. A summary of the factor analysis of the reasons for using social media for travel and tourism purposes, a factor analysis of the critical success aspects for the use of social media and standard multiple regression of the attitudes and most important aspects influencing the use of social media for travel and tourism purposes were discussed. The results indicated that tourists’ attitudes toward the use of social media for travel and tourism purposes were dependent on the Degree of Trust and Willingness to Participate in social media. These respondents utilised social media specifically for Information Gathering, Interaction and Communication as well as Content Sharing. The results also revealed that tourists’ Degree of Trust and Willingness to Participate in social media are predictors for Information Gathering for travel and tourism purposes; tourists’ Willingness to Participate in social media and the Perceived Beneficial Aspects they can gain from using social media are predictors for Interaction and Communication through social media for travel and tourism purposes; and tourists’ Willingness to Participate in social media and Content Accessibility and Sharing are predictors for Content Sharing on social media sites for travel and tourism purposes. Conclusions, contributions and recommendations regarding the outcome of the study were made. The main contributions of the study include contributions to the theory of the field, methodological contributions, as well as practical application contributions. With regard to the theoretical contributions, a framework was developed to optimise and explain the interrelatedness of relationship marketing and social media. This framework can be adopted by researchers and scholars to understand and argue that social media is closely related to the principle of building relationships. Also, due to a lack of a universally accepted definition for the term ‘social media’, and analysis was done in order to assess the most common principles of the term, to develop a definition that can be regarded as universally acceptable by tourism researchers and scholars. Contributions in terms of the methodology entail the development of suitable questionnaire to gather the necessary information for the data analysis of this study. This questionnaire was developed due to a lack of a suitable questionnaire to gather the necessary information for data analysis for the outcome of the research study. The high internal consistency of the questionnaire allows for it to be adopted by other researchers in the field of social media and the tourism industry. Lastly, the main contribution of the study to practical application of the results, a framework was developed to optimise the use of social media as a marketing tool in the South African tourism industry. This framework can be practically implemented by tourism organisations for International and National tourism markets within the South African tourism industry to ensure the optimisation of online social media marketing efforts. The framework was developed in a way that will ensure it is easily understandable, as well as the fact that it will comprise the minimum amount of effort when implementing the framework in the development of social media marketing strategies of tourism organisations. Adequate knowledge and information regarding the above-mentioned aspects can contribute to more effective marketing strategies, increased brand awareness and increased market share. This study also contributes to the existing literature of social media, the effective and successful implementation of social media marketing strategies and has a positive impact on future research with regard to the application of social media as marketing tool in the South African tourism industry. / PhD (Tourism Management), North-West University, Potchefstroom Campus, 2015

The South African spa market is booming and strong growth rates have been recorded for both revenue and visits between 2002 and 2008. As a result of these growth rates, competition among spas is increasing; spa managers and spa marketers therefore have to ensure that their businesses have marketing plans that have sufficiently detailed consumer information in order to allow these businesses to remain competitive in the growing spa industry. Satisfied consumers are probably one of the most important aspects to consider when planning strategies aimed at achieving a competitive advantage in an industry. When consumers are satisfied, they will return and also recommend services to friends and family. In order to ensure consumer satisfaction in the spa industry, spa managers and their marketers should ensure they have sufficient knowledge regarding the descriptive characteristics of their consumers in terms of their demographic and geographic backgrounds, as well as their specific needs regarding spas and spa visits. The method used by businesses to collect the sufficient information regarding their consumers is known as market segmentation. The study followed a descriptive research design, which was supported by a quantitative method of collecting data. The data collection instrument used was a structured self-administered questionnaire. For the purpose of selecting respondents a non-probability sampling procedure was followed and 98 respondents participated in the study. The main aim of this study was to obtain the information necessary for developing personas as basis for market segmentation in Pretoria spas. Quantitative information was therefore collected, which was used to compile the following profile of a typical study population respondent: * The typical study population respondent can be described as a White Generation Y female who is either single or married/living together without any children. She speaks Afrikaans or English and is a full-time employed professional living with between 1 and three family members. She leads a healthy lifestyle, has a high living standard and is willing to travel up to 30km to a spa. Her actual spa visits are less than twice a year, twice a year or once every three months. However, she would like to visit a spa more frequently, such as monthly or weekly. The reason she cannot visit more often is because spa visits are expensive and she does not have time to visit more often. Her major reasons for visiting a spa are to relief/reduce stress, to feel better about herself, for overall wellness or for special occasions such as birthdays, holidays or when she receives a gift card. When visiting a spa she would prefer to go alone, with one or two good friends or with her husband/life partner. Her perception of spa visits is positive for the relieving of stress and the soothing of sore joints and muscles. The buying behaviour of the typical study population respondent will be affected by aspects such as recession or financial difficulty, the reference of a good friend, the recommendation of a family member and friend, information on a website, the professionalism and friendliness of the spa therapists and the types of services a spa offer. The recommendations that can be made to marketers regarding the results of this study are the following: * Spa managers and marketers can use the profile as starting point for the qualitative research that has to follow the quantitative research when developing personas. * The current profile may be used to for developing marketing strategies until personas have been developed. * The collected data may be used to compile profiles to be used as input for further research on other potential markets such as male spa users. / Thesis (M.Com. (Marketing Management))--North-West University, Potchefstroom Campus, 2011.

The South African spa market is booming and strong growth rates have been recorded for both revenue and visits between 2002 and 2008. As a result of these growth rates, competition among spas is increasing; spa managers and spa marketers therefore have to ensure that their businesses have marketing plans that have sufficiently detailed consumer information in order to allow these businesses to remain competitive in the growing spa industry. Satisfied consumers are probably one of the most important aspects to consider when planning strategies aimed at achieving a competitive advantage in an industry. When consumers are satisfied, they will return and also recommend services to friends and family. In order to ensure consumer satisfaction in the spa industry, spa managers and their marketers should ensure they have sufficient knowledge regarding the descriptive characteristics of their consumers in terms of their demographic and geographic backgrounds, as well as their specific needs regarding spas and spa visits. The method used by businesses to collect the sufficient information regarding their consumers is known as market segmentation. The study followed a descriptive research design, which was supported by a quantitative method of collecting data. The data collection instrument used was a structured self-administered questionnaire. For the purpose of selecting respondents a non-probability sampling procedure was followed and 98 respondents participated in the study. The main aim of this study was to obtain the information necessary for developing personas as basis for market segmentation in Pretoria spas. Quantitative information was therefore collected, which was used to compile the following profile of a typical study population respondent: * The typical study population respondent can be described as a White Generation Y female who is either single or married/living together without any children. She speaks Afrikaans or English and is a full-time employed professional living with between 1 and three family members. She leads a healthy lifestyle, has a high living standard and is willing to travel up to 30km to a spa. Her actual spa visits are less than twice a year, twice a year or once every three months. However, she would like to visit a spa more frequently, such as monthly or weekly. The reason she cannot visit more often is because spa visits are expensive and she does not have time to visit more often. Her major reasons for visiting a spa are to relief/reduce stress, to feel better about herself, for overall wellness or for special occasions such as birthdays, holidays or when she receives a gift card. When visiting a spa she would prefer to go alone, with one or two good friends or with her husband/life partner. Her perception of spa visits is positive for the relieving of stress and the soothing of sore joints and muscles. The buying behaviour of the typical study population respondent will be affected by aspects such as recession or financial difficulty, the reference of a good friend, the recommendation of a family member and friend, information on a website, the professionalism and friendliness of the spa therapists and the types of services a spa offer. The recommendations that can be made to marketers regarding the results of this study are the following: * Spa managers and marketers can use the profile as starting point for the qualitative research that has to follow the quantitative research when developing personas. * The current profile may be used to for developing marketing strategies until personas have been developed. * The collected data may be used to compile profiles to be used as input for further research on other potential markets such as male spa users. / Thesis (M.Com. (Marketing Management))--North-West University, Potchefstroom Campus, 2011.

Taking into consideration the dramatic changes ushered in by the exponential growth of social networking, marketers are left without a dependable framework on how to implement social networking strategically and in alignment with other modern as well as traditional marketing disciplines. In light of this, the study aims to explore the strategic implementation of social networking within the context of a dependable marketing theoretical model, known as the marketing communications mix. During the study’s literary exploration, social networking’s capacity as a viable professional marketing tool was discussed. Thereafter, the study’s main theoretical underpinning, marketing communications was discussed and analysed. During the empirical phase of the research, a process of grounded theory was firstly followed in order to compile a list of typical social networking communications actions that are performed on social networking platforms. The list of typical social networking communication actions were then compared with the five disciplines of the marketing communications mix and consequently paired, based on their inherent similarities in regards to characteristics. In an attempt to illustrate the practical use of the paring of social networking actions and the disciplines of the marketing communications mix, the empirical study conclusively followed a process of action research in order to analyse an organisation’s social networking strategy. It was established that the model could possibly increase the strategic alignment of an organisation’s social networking initiatives but that it should only be used as a guiding and adaptable framework as to not hamper the creative capacity of social networking marketing. It was suggested that a follow-up study explore the ways in which social networking can complement and support other modern as well as traditional marketing initiatives as way to strengthen the case for an integrated approach to professional, strategic marketing. / Thesis (MA (History of Art))--North-West University, Potchefstroom Campus, 2013.

Taking into consideration the dramatic changes ushered in by the exponential growth of social networking, marketers are left without a dependable framework on how to implement social networking strategically and in alignment with other modern as well as traditional marketing disciplines. In light of this, the study aims to explore the strategic implementation of social networking within the context of a dependable marketing theoretical model, known as the marketing communications mix. During the study’s literary exploration, social networking’s capacity as a viable professional marketing tool was discussed. Thereafter, the study’s main theoretical underpinning, marketing communications was discussed and analysed. During the empirical phase of the research, a process of grounded theory was firstly followed in order to compile a list of typical social networking communications actions that are performed on social networking platforms. The list of typical social networking communication actions were then compared with the five disciplines of the marketing communications mix and consequently paired, based on their inherent similarities in regards to characteristics. In an attempt to illustrate the practical use of the paring of social networking actions and the disciplines of the marketing communications mix, the empirical study conclusively followed a process of action research in order to analyse an organisation’s social networking strategy. It was established that the model could possibly increase the strategic alignment of an organisation’s social networking initiatives but that it should only be used as a guiding and adaptable framework as to not hamper the creative capacity of social networking marketing. It was suggested that a follow-up study explore the ways in which social networking can complement and support other modern as well as traditional marketing initiatives as way to strengthen the case for an integrated approach to professional, strategic marketing. / Thesis (MA (History of Art))--North-West University, Potchefstroom Campus, 2013.

As societies across the world are facing grim problems regarding the consumption of tobacco products and alcohol, the Governments of these societies are adapting their strategies to reduce the consumption of these harmful products. These demarketing strategies are implemented to discourage the use of these products and increase the health of consumers. These strategies include a strenuous legal limit when driving under the influence of alcohol, enforcing the placement of warning labels on both cigarette packages as well as alcoholic beverages. Also included are penalties when failing to adhere to these laws, increasing prices, limiting the availability, restricting promotion and advertising, the list goes on. It is therefore seen fit to examine the attitudes of black Generation Y students’ towards the demarketing of smoking and alcohol consumption, because of the research gap concerning black Generation Y students. The primary purpose of this research study was to conclude the attitudes towards the demarketing of smoking and alcohol consumption amongst black Generation Y students within South Africa, and more specifically the Vaal Triangle region. The target population for this study comprised black Generation Y students, aged 18 to 24. A non-probability convenience sample of 200 respondents at each of the two higher education institutions was randomly chosen to participate in this research study making the total sample size 400. A self-administered questionnaire was handed out to each of the respondents to complete. The questionnaire consisted of three sections; Section A – demographical information, Section B – tobacco questionnaire and Section C – alcohol questionnaire. It was required of the respondents to complete the three sections, indicating their agreement or disagreement towards demarketing on a five-point Likert scale. The literature review included in this study comprised marketing as an organisational philosophy and function, market segmentation, targeting and positioning, as well as demarketing. The traditional marketing mix, consumption patterns within South Africa concerning smoking and alcohol, demarketing as a form of social responsibility were also discussed. The term demarketing, the marketing mix in terms of demarketing and the Generation Y cohort were also included within the literature review. The main finding obtained from the main survey questionnaire was that black Generation Y students’ had a positive attitude towards the demarketing of smoking and alcohol consumption. The remaining findings obtained are discussed in order to enhance the understanding of the black Generation Y students’ cohort attitudes. The recommendations for this study are given to guide the successful implementation of demarketing of cigarettes and alcohol. It is concluded from the research, that black Generation Y students’ attitudes towards the demarketing of smoking and alcohol consumption is positive, and that they are in favour of persuading consumers to reduce consumption and ultimately quit the consumption of these products. Therefore, organisations and the Government should continue to implement these demarketing strategies towards smoking and alcohol, especially amongst the black Generation Y students. / Thesis (MCom (Marketing management))--North-West University, Vaal Triangle Campus, 2013

As societies across the world are facing grim problems regarding the consumption of tobacco products and alcohol, the Governments of these societies are adapting their strategies to reduce the consumption of these harmful products. These demarketing strategies are implemented to discourage the use of these products and increase the health of consumers. These strategies include a strenuous legal limit when driving under the influence of alcohol, enforcing the placement of warning labels on both cigarette packages as well as alcoholic beverages. Also included are penalties when failing to adhere to these laws, increasing prices, limiting the availability, restricting promotion and advertising, the list goes on. It is therefore seen fit to examine the attitudes of black Generation Y students’ towards the demarketing of smoking and alcohol consumption, because of the research gap concerning black Generation Y students. The primary purpose of this research study was to conclude the attitudes towards the demarketing of smoking and alcohol consumption amongst black Generation Y students within South Africa, and more specifically the Vaal Triangle region. The target population for this study comprised black Generation Y students, aged 18 to 24. A non-probability convenience sample of 200 respondents at each of the two higher education institutions was randomly chosen to participate in this research study making the total sample size 400. A self-administered questionnaire was handed out to each of the respondents to complete. The questionnaire consisted of three sections; Section A – demographical information, Section B – tobacco questionnaire and Section C – alcohol questionnaire. It was required of the respondents to complete the three sections, indicating their agreement or disagreement towards demarketing on a five-point Likert scale. The literature review included in this study comprised marketing as an organisational philosophy and function, market segmentation, targeting and positioning, as well as demarketing. The traditional marketing mix, consumption patterns within South Africa concerning smoking and alcohol, demarketing as a form of social responsibility were also discussed. The term demarketing, the marketing mix in terms of demarketing and the Generation Y cohort were also included within the literature review. The main finding obtained from the main survey questionnaire was that black Generation Y students’ had a positive attitude towards the demarketing of smoking and alcohol consumption. The remaining findings obtained are discussed in order to enhance the understanding of the black Generation Y students’ cohort attitudes. The recommendations for this study are given to guide the successful implementation of demarketing of cigarettes and alcohol. It is concluded from the research, that black Generation Y students’ attitudes towards the demarketing of smoking and alcohol consumption is positive, and that they are in favour of persuading consumers to reduce consumption and ultimately quit the consumption of these products. Therefore, organisations and the Government should continue to implement these demarketing strategies towards smoking and alcohol, especially amongst the black Generation Y students. / Thesis (MCom (Marketing management))--North-West University, Vaal Triangle Campus, 2013

The Klein Karoo National Arts Festival (KKNK) and the Aardklop National Arts Festival (Aardklop) are two of the largest and most popular arts festivals in South Africa. From a sustainability point of view, the primary aim of these festivals is to increase show ticket sales. However, show ticket sales have declined in recent years which, if this trend continues, will result in the discontinuation of these festivals. Market segmentation can assist the festivals' marketers/organisers to address this problem by identifying markets that buy show tickets, thereby supporting the festivals' shows/productions. With the latter in mind, the main purpose of this study was to critically evaluate different segmentation variables and approaches available to segment visitors who buy show tickets. Market segmentation is the process of dividing the festival market into smaller, more clearly defined groups that share similar needs, wants and characteristics. The more detailed the knowledge of the needs and motives of potential visitors, the closer the festivals can get to a customised festival programme creating greater satisfaction, long-term relationships, repeat visits and an increase in tickets supporting the shows/productions. Various variables/bases are used to segment a market to understand visitors' needs, motives and expectations. These variables/bases of segmentation include demographics;--expenditure, psychographies, decision behaviour, geographic, product specific, interests, travel motivations and communication channels. These variables give a complete visitors profile and are used to identify and compare different segments. Although these variables have been recommended as viable segmentation bases, there seems to be no single ideal base or variable that is the most effective segmentation criterion, since each variable serves a specific purpose. Therefore, the most appropriate variable or variables can only be selected if the objectives of the segmentation strategy are clearly defined. With the aim of the festivals in mind, it is therefore imperative to evaluate these segmentation variables and approaches critically to determine the most suitable variables to segment the festival market. To achieve the latter as well as the goal of this study, the study is divided into five articles. Research for all the articles was undertaken at the festivals and data obtained from 2008 were used for Aardklop, while data gathered in 2009 were used for the KKNK. Questionnaires were interview-administered and distributed randomly during the course of the festivals. In total, 495 questionnaires were completed in the visitor survey for Aardklop and 555 questionnaires for the KKNK. The variables travel motives, expenditure, visitor behaviour in terms of genre attendance and frequency of visitation were applied separately as well as in combination to address the goal of this study. Along with these variables, combination of statistical analysis or approaches including factor analysis, cluster analysis, regression analysis, AN OVA, as weI! as independent t-tests were applied to segment the festivals' markets. The best results were obtained when the variables and statistical analyses were used in combination rather than alone and provided valuable insights into the profile of the festivals' visitors. The contribution of this research therefore lies in the following: • Visitors at two similar Afrikaans festivals were, for the first time, analysed and compared using various methods of segmentation. • The methods used to segment the visitors were applied for the first time not only in this study, but also in the South African festival context. The following methods were applied for the first time in this study and can therefore be seen as a benchmark in South African festival research: Travel motives as a method of market segmentation; Distinguishing between genre attendees and non-genre attendees; Frequency of visitation and Segmenting and clustering festival visitors based on the genres attended. • The methods used in this study therefore add value to the tourism and festival industry and contribute to the body of knowledge about South African arts festival visitors and especially about the optimum approach to segment the festival market. • A combination of variables should be used to comprehensively segment the festival market with the aim of increasing show ticket sales.. • In addition, from a methodology point of view, this study has contributed to the following: Questionnaire design and development, selection of the sampling frame and size, as well as the type of statistical analysis used (separately and in combination). This study therefore greatly assists not only festival marketers/organisers but also future researchers. The information obtained from this study can be applied to comprehensively segment and profile the festival market and customise the festival programme based on visitor’s needs. This should lead to an increase in ticket sales, a greater economic impact and, ultimately, to the continuous sustainability of arts festivals in South Africa. / Thesis (Ph.D. (Tourism))--North-West University, Potchefstroom Campus, 2010.

The Klein Karoo National Arts Festival (KKNK) and the Aardklop National Arts Festival (Aardklop) are two of the largest and most popular arts festivals in South Africa. From a sustainability point of view, the primary aim of these festivals is to increase show ticket sales. However, show ticket sales have declined in recent years which, if this trend continues, will result in the discontinuation of these festivals. Market segmentation can assist the festivals' marketers/organisers to address this problem by identifying markets that buy show tickets, thereby supporting the festivals' shows/productions. With the latter in mind, the main purpose of this study was to critically evaluate different segmentation variables and approaches available to segment visitors who buy show tickets. Market segmentation is the process of dividing the festival market into smaller, more clearly defined groups that share similar needs, wants and characteristics. The more detailed the knowledge of the needs and motives of potential visitors, the closer the festivals can get to a customised festival programme creating greater satisfaction, long-term relationships, repeat visits and an increase in tickets supporting the shows/productions. Various variables/bases are used to segment a market to understand visitors' needs, motives and expectations. These variables/bases of segmentation include demographics;--expenditure, psychographies, decision behaviour, geographic, product specific, interests, travel motivations and communication channels. These variables give a complete visitors profile and are used to identify and compare different segments. Although these variables have been recommended as viable segmentation bases, there seems to be no single ideal base or variable that is the most effective segmentation criterion, since each variable serves a specific purpose. Therefore, the most appropriate variable or variables can only be selected if the objectives of the segmentation strategy are clearly defined. With the aim of the festivals in mind, it is therefore imperative to evaluate these segmentation variables and approaches critically to determine the most suitable variables to segment the festival market. To achieve the latter as well as the goal of this study, the study is divided into five articles. Research for all the articles was undertaken at the festivals and data obtained from 2008 were used for Aardklop, while data gathered in 2009 were used for the KKNK. Questionnaires were interview-administered and distributed randomly during the course of the festivals. In total, 495 questionnaires were completed in the visitor survey for Aardklop and 555 questionnaires for the KKNK. The variables travel motives, expenditure, visitor behaviour in terms of genre attendance and frequency of visitation were applied separately as well as in combination to address the goal of this study. Along with these variables, combination of statistical analysis or approaches including factor analysis, cluster analysis, regression analysis, AN OVA, as weI! as independent t-tests were applied to segment the festivals' markets. The best results were obtained when the variables and statistical analyses were used in combination rather than alone and provided valuable insights into the profile of the festivals' visitors. The contribution of this research therefore lies in the following: • Visitors at two similar Afrikaans festivals were, for the first time, analysed and compared using various methods of segmentation. • The methods used to segment the visitors were applied for the first time not only in this study, but also in the South African festival context. The following methods were applied for the first time in this study and can therefore be seen as a benchmark in South African festival research: Travel motives as a method of market segmentation; Distinguishing between genre attendees and non-genre attendees; Frequency of visitation and Segmenting and clustering festival visitors based on the genres attended. • The methods used in this study therefore add value to the tourism and festival industry and contribute to the body of knowledge about South African arts festival visitors and especially about the optimum approach to segment the festival market. • A combination of variables should be used to comprehensively segment the festival market with the aim of increasing show ticket sales.. • In addition, from a methodology point of view, this study has contributed to the following: Questionnaire design and development, selection of the sampling frame and size, as well as the type of statistical analysis used (separately and in combination). This study therefore greatly assists not only festival marketers/organisers but also future researchers. The information obtained from this study can be applied to comprehensively segment and profile the festival market and customise the festival programme based on visitor’s needs. This should lead to an increase in ticket sales, a greater economic impact and, ultimately, to the continuous sustainability of arts festivals in South Africa. / Thesis (Ph.D. (Tourism))--North-West University, Potchefstroom Campus, 2010.