A hedonic price model for ski lift tickets in the Dolomites

Purpose – Different, alternative or complementary strategies have been advanced for the rejuvenation of the ski tourism product, thus favoring its economic and environmental sustainability. This paper aims to provide new suggestions by looking at the determinants of ski lift ticket prices in the Dolomites. Design/methodology/approach – The paper uses a hedonic price model approach, which allows the identification of the relative importance of different attributes on the determination of a product price. Findings – The model shows that a higher level of investment in modern lifts and snowmaking equipment undertaken by the resort pays off in terms of customers’ perceived value-for-money relationship. The same is not true for investments in the enlargement of the skiable surface or the introduction of night skiing options and illuminated slopes. The authors found evidence that non-participatory activities, such as different winter sports and on-slope entertainment, can improve the customer’s perception of resorts’ quality. Finally, reputation plays an important role in determining the customers’ perception of good value-for-money destinations and deals. Originality/value – With respect to previous works, the research expands the range of attributes possibly impacting ski lift ticket prices. Identifying crucial elements consumers would be willing to pay for allows managers to re-think and adjust their products and prices accordingly, improving the economic sustainability of the ski tourism product.