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How behavioural
can propel
your travel brand

In the wonderfully intricate world of travel, where dreams of azure skies and golden sands take flight, behavioural science emerges as a guiding star. For brand marketers nestled within the dynamic B2B2C business model, this isn't just another buzzword. It's a compass pointing towards deeper connections with travel agents and consumers alike. Let's embark on a journey to discover how behavioural science can be the wind beneath your brand's wings.


Understanding the Traveller's Mind

At its core, behavioural science delves into the cognitive processes behind decision-making. It peels back the layers of the human mind, revealing insights into how choices are made. In the realm of travel, where decisions are driven by emotion and aspiration, understanding these psychological underpinnings can be transformative.

System 1 and System 2: The Decision-Making Duo

Imagine the traveller's mind as a bustling airport, with two pilots at the helm: System 1 and System 2. System 1 is our intuitive, automatic pilot, making snap decisions based on emotions and past experiences. It's the one that dreams of distant lands at the sight of a mesmerising beach ad. System 2, on the other hand, is the analytical pilot, carefully planning itineraries and comparing prices.

For marketers, engaging both pilots is crucial. While System 1 can be captivated with stunning visuals and compelling narratives, System 2 needs clear, concise information to navigate the practicalities of travel planning. By understanding this, you can craft messages that resonate on an emotional level while also providing the necessary details to ease the decision-making process.

Navigating the B2B2C Skyway

In the B2B2C model, your brand needs to soar through two skies: connecting with travel agents and consumers. Here’s where behavioural science really takes flight.

Tailored Messaging for Dual Audiences

Recognise that travel agents and consumers are motivated by different factors. Agents seek reliability, ease of booking, and commissions, while consumers are driven by value, experience, and emotional fulfilment. Use behavioural insights to tailor your messaging, ensuring it's relevant and resonant for each audience. For instance, highlight the ease and profitability of your booking process to agents, while showcasing breathtaking destinations and exclusive experiences to consumers. 

The Power of Social Proof

In both B2B and B2C contexts, social proof is a powerful engine. Testimonials from other travel agents, user-generated content, and reviews from travellers can boost confidence in your brand. This taps into the 'herd behaviour' aspect of behavioural science, where individuals are influenced by the actions and approvals of others.

The Principle of Scarcity

Utilising the scarcity principle can create a sense of urgency among both agents and consumers. Limited-time offers or exclusive experiences available only through certain agents can motivate quicker decision-making and foster a sense of exclusivity.

Anchoring Their Journey With Your Brand

Anchoring is another behavioural science principle where initial exposure to a number or value influences decision-making. By establishing your brand as the benchmark for quality or value in travel experiences, you set an anchor point that all future decisions are measured against.

The Path of Least Resistance

Make the booking process as seamless as possible for travel agents and consumers alike. A smooth, intuitive interface reduces cognitive load, making it easier for users to complete their bookings. This aligns with the behavioural science concept of reducing friction to encourage specific actions.


Five key takeaways for navigating behavioural science in travel marketing

  • Engage Both System 1 and System 2: Craft your marketing messages to appeal to the emotional desires and practical needs of your audience.
  • Tailor Your Approach: Differentiate your messaging for travel agents and consumers, focusing on what motivates each group.
  • Leverage Social Proof: Use testimonials, reviews, and user-generated content to build trust and confidence in your brand.
  • Utilise the Principle of Scarcity: Create a sense of urgency with limited-time offers and exclusive experiences.
  • Simplify the Journey: Ensure your booking process is as straightforward as possible to reduce friction and encourage conversions.

By harnessing the power of behavioural science, you can navigate the complexities of the B2B2C model with greater ease and effectiveness. It's about understanding the journey, not just the destination. So, dear marketer, buckle up and prepare for takeoff – your brand is about to fly higher than ever before.

This blog post is part of our ‘Better B2B2C’ series, designed to inform and inspire marketers like you to excel in the world of B2B2C. Check out the rest of the series to learn additional practical guidance on how to implement dynamic strategies to grow your brand. 

Or if you have any questions, we’d love to hear from you! Get in touch and we will arrange a catch up.

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