Dr. Sturman

Michael C. Sturman

Associate Dean for Faculty Development

Cornell Center for Hospitality Research

Professor Michael C. Sturman, Ph.D., is Associate Dean for Faculty Development, Academic Director of The Center for Hospitality Research, and The Kenneth and Marjorie Blanchard Professor of Human Resources. He teaches undergraduate, graduate, and executive education courses on human resource management, compensation, and cost-benefit analysis.

His research focuses on the prediction of individual job performance over time, the influence of compensation systems, and the impact of human resource management on organizational performance.

He has published research articles in such journals as the Journal of Applied Psychology, Academy of Management Journal, Personnel Psychology, and Journal of Management. He has also published practitioner papers in the Cornell Hospitality Quarterly, International Journal of Hospitality Management, Lodging Magazine, Lodging HR, A.A.H.O.A. Hospitality, HR.Com, and The American Compensation Association Journal.

A graduate of Cornell University’s School of Industrial and Labor Relations, Dr. Sturman is a Senior Professional of Human Resources as certified by the Society for Human Resource Management.

Dr. Sturman can be contacted at 607-255-5383 or mcs5@cornell.edu

Coming Up In The June Online Hotel Business Review




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Feature Focus
Sales & Marketing: Who Owns the Guest?
Hotels and OTAs are, by necessity, joined at the hip and locked in a symbiotic relationship that is uneasy at best. Hotels require the marketing presence that OTAs offer and of course, OTAs guest’s email when it sends guest information to a hotel, effectively allowing OTAs to maintain “ownership” of the guest. Without ready access to guest need hotel product to offer their online customers. But recently, several OTAs have decided to no longer share a data, hotels are severely constrained from marketing directly to a guest which allows them to capture repeat business – the lowest cost and highest value travelers. Hotels also require this data to effectively market to previous guests, so ownership of this data will be a significant factor as hotels and OTAs move forward. Another issue is the increasing shift to mobile travel bookings. Mobile will account for more than half of all online travel bookings next year, and 78.6% of them will use their smartphone to make those reservations. As a result, hotels must have a robust mobile marketing plan in place, which means responsive design, one-click booking, and location technology. Another important mobile marketing element is a “Click-to-Call” feature. According to a recent Google survey, 68% of hotel guests report that it is extremely/very important to be able to call a hotel during the purchase phase, and 58% are very likely to call a hotel if the capability is available in a smartphone search. 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.