Abstract:

Today, hotels use different marketing techniques to maintain their assets and increase their profitability in a challenging competitive environment. One of these techniques is a system that includes everything. The increased diversity and quantity of all-inclusive systems and products and services every day leads to the increased importance of the unit of sale. In addition, the profitability of will increase with an effective and efficient sales management. For this reason, the purchasing managers who perform a significant role in the enterprises have important tasks and responsibilities in the balance of profits and losses of the enterprises in which they work. The right place and time, the desired quantity and quality, the supply of products in desired conditions will ensure the proper management of the supply chain. The most important factor that ensures sales managers to perform their tasks properly is the choice of the right supplier. In this context, the criteria that will affect their purchasing behavior and decisions when choosing suppliers are of strategic importance in terms of the service quality of the company they work. The study was carried out face-to-face and online survey with 133 hotel purchasing staff implementing the all-inclusive system in Alanya. As a result, a scale of 7-dimensional 26 items that influence the purchasing behavior of hotel purchasing managers implementing the all-inclusive system has been developed.

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