LAUSR

This research aims to understand the predictors of hotel performance. The research by Carvalho (2011) and Morgan and Katsikeas (2012) ground future empirical studies of marketing capabilities regarding hotel performance. The study collected data from a sample of 153 Brazilian executive hotels. For the data analysis, exploratory and confirmatory factorial analysis were used. The work adopted structural equations modelling as a set of techniques to conduct the analysis of the data obtained through the survey. Among the research outcomes, it is worth stressing the methodological results such as the validation of scales and the hypothesis tests, which revealed that: marketing capabilities have a positive relationship with performance; marketing capabilities are predictors of service differentiation; marketing capabilities are positively related to service differentiation; service differentiation, in two dimensions, is positively related to performance, and the service differentiation, in its three dimensions, mediates the relationship of marketing capability and hotel performance.