A plethora of studies and surveys from 2000 to 2024 investigated the consumers’ perceptions of and willingness to pay (WTP) a premium to stay at a green hotel and pay more for sustainably produced or sourced products.
2000 TO 2023 STUDIES
Published in April 2023, a systematic literature review identified twenty-two studies from thirteen countries – Australia, Canada, China, Ghana, Greece, Hong Kong, India, Indonesia, Italy, Mexico, Spain, Taiwan, and the USA – focused on
1. Factors affecting choices
2. The willingness to pay a premium
3. The word-of-mouth intentions
4. The estimated monetary value of the premium that consumers would be ‘willing to pay’ to stay at a green hotel or for supporting green initiatives in the hotel sector
The review highlighted its importance to the hotel industry since the willingness of most hotel owners and operators to invest in green initiatives often depends on their knowledge of how much their customers would be willing to pay for greener hospitality services.
Willingness to pay a premium significantly influence consumer’s intention to visit `green` hotels, therefore the price is a crucial determinant of consumers’ purchasing behavior.
It is also important from both a policy and a managerial perspective:
– From a policy perspective, it is not enough for hotel owners and operators to know whether their customers are prepared to pay more for green services, they also want to know how much more, as the sustainability process involves large investments and usually increased operating costs. The lack of studies on the topic is a serious obstacle to the hotel sector’s efforts to reduce its environmental footprint.
– From a managerial perspective, it is argued that consumers who are ’willing to pay’ would accept a premium of around 5% on the price of the room per night stay for a green hotel that holds an environmental certificate and/or implements green practices (such as energy- and water-saving measures, waste recycling, etc.) or to offset their carbon footprint.
Two research questions focused on the size of the premium and the factors affecting the premium:
1) How much are consumers willing to pay to stay at a green hotel and for green hotel services?
Based on the positive estimates, more than 85% of the estimates report that consumers would be willing to pay a premium of 4% to 6% per room per night.
– The highest WTP acceptance rates (over 70%) were observed in studies conducted in Mexico, Ghana, Hong Kong, and Indonesia. The lowest rates (less than 15%) were observed in studies conducted in India, the USA, and Taiwan.
– In absolute terms, the premium is around USD 5 per room per night.
– Highest estimates, between USD 9 to 26 per night, were found in two USA studies using data on the room rates and amenities. Where national and foreign tourists were surveyed, it was observed that foreign tourists were willing to pay more.
– Two studies in the USA and Hong Kong estimated a premium of about 10% per room night. However, only 18% for business and 9.8% for leisure travelers were willing to pay in the USA.
– Lower estimates of around USD 1.5 to 2 were observed in developing countries Indonesia and Ghana, a premium of about 4% on the average cost per night.
Some studies have valued specific green products or services in the hotel sector. (Note: Values converted at an exchange rate of USD 1 = EUR 0.93)
– For hotels with environmental certification, hotel guests would be willing to pay a premium between USD 1.6 and USD 9 per person per night, or a premium between USD 1.55 per room per night and USD 9 to 26 per room per night. This is an additional 4.16% and 5.33% per room per night.
– To compensate for their carbon emissions, consumers would be willing to pay a premium of at least 1 to 5% or a premium of USD 3.8 to 5.3 per room per night and USD 11 per person per night.
– Practices aiming at energy efficiency interventions are valued between USD 0.9 and 1.5 per person per night. This is an additional 4.5–5.15% per room per night.
– Practices aiming at reducing water consumption or re-using wasted water are estimated between USD 2 and 4 per room per night and USD 2.4 to 2.8 per person per night. This is an additional 4.5 to 5.15% per room per night.
– Practices aiming at waste recycling and effective management policies are valued at USD 0.5 to 2.5 per person per night. This is an additional 4.5 to 5.15% per room per night.
– For boutique hotels with an environmental management system, customers would be willing to pay a premium of 5%.
Based on the negative estimate that reported the lowest WTP rate (i.e., 5.4%) of USD minus11.2, the study found that the consumers required a discount of USD 11 to accept their participation in the study.
2) Which are the factors affecting the premium that consumers would be willing to pay?
Numerous factors affecting the size of the premium that consumers would be willing to pay for green hotels and their green products and services. The findings vary between studies.
– Accommodation type: Customers who stay at more luxury hotels and pay more are also willing to spend more on green initiatives.
– Days of hotel accommodation: The days spent in a hotel seem to be positively correlated with the amount that customers are willing to pay.
– Nationality of the respondents: In some studies, there’s no evidence for variation in the premium where both national and international tourists have been surveyed or have been conducted in different countries for comparative reasons. Other studies indicated the opposite and differences are not attributed only to income inequalities but to cultural factors as well.
– Environmental awareness: In some studies, respondents’ attitude towards environmental concerns affect the size of the premium in some studies. Yet, other studies found that those who were willing to make sacrifices to save water during their stay at the hotel would pay a lower premium. Note: The New Ecological Paradigm (NEP) scale used in some surveys suggested that there is a positive relationship between NEP and the premium.
– Age of the respondents: Some studies suggest that younger customers are willing to pay more for green hotels or green initiatives, while other studies failed to find statistical significance.
– Gender: Some studies argue that gender affects the size of the premium, while others conclude the opposite. Others found that males are willing to pay a higher premium than females, but others found no difference between males and females.
– Income level: Some studies argue that income is positively correlated with the premium that hotel customers are willing to pay. Others found a negative correlation between income level and the size of the premium.
– Other demographics: Some studies found that educational level, number of children, and marital status have no influence. Others argue that family size and educational level have a positive impact on the amount that respondents would be willing to pay. Additionally, other studies found that tourists with higher education levels were willing to pay more.
2024 CONSUMER SURVEY
Published in May 2024, the PwC’s 2024 Voice of the Consumer Survey collected the perspectives of more than 20,000 consumers from 31 countries and found that consumers are willing to spend an average of 9.7% more on sustainably produced or sourced products, even when they are also weighed as cost-of-living and inflationary concerns weighed by cost-of-living pressures.
The survey found that almost nine-in-ten (85%) consumers are experiencing first-hand the disruptive effects of climate change in their daily lives and are prioritising consumption that integrates sustainability-focused practices.
46% say they are buying more sustainable products as a way to reduce their impact on the environment.
Personal actions consumers say they have taken include:
– Travelling less or differently (31%)
– Eating different foods (32%)
– Purchasing or planning to purchase an electric vehicle (24%)
– Making more considered purchases with the aim of reducing their overall consumption (43%)
CHARGING A PREMIUM WITH INTEGRITY
Premiums are called a variety of names – a sustainability fee, a green fee, an environmental levy, a SDG (Sustainable Development Goals) fee, etc. It is an additional charge to demonstrate a commitment to sustainability, to fund projects that support SDGs, to generate additional revenue that can be invested in improving operations and building, and to differentiate businesses from their competitors.
Today, businesses can feel confident about charging their customers a premium
– IF they can prove that they are accountable, regulation compliant and transparent around sustainability;
– IF they are taking responsibility for their total impacts on the environment and communities in the place where they operate; and
– IF they are committed to achieving Net Zero or better – Net Negative Carbon Emissions, with serious plans, budgets and timelines
NOW FORCE FOR GOOD LEADERS
Hospitality, like other industries, has a responsibility to manage its impact on our planet. Enforcing climate protection through rapid decarbonisation is vital through carbon reduction and offsetting.
For accountable, compliant and transparent hotels, one of the most obvious way to contribute to climate action is the introduction of a Carbon Emission Fee, or an SDG 13 – Climate Action Fee.
NOW Force for Good Leader – Soneva Resorts in the Maldives and Thailand – is the global leader in sustainability and have already achieved Net Negative Carbon Emissions. Since 2008, Soneva charge a 2% carbon offset tax per guest night and an additional USD 6 per person per night Green Tax for food and beverages, transfers and other resort facilities. The money raised funds for the Soneva Foundation, which invests in a portfolio of carbon-mitigating projects, offsetting both direct and indirect emissions, including guest air travel.
Another NOW Force for Good Leader, Grand Hotel Huis ter Duin in The Netherlands, charge a SDG Transition Fee of EUR 8.56 per person per night and it is charged separately from the room rate and the city tax. Children aged 4 – 12 years receive a 50% discount and no SDG Transition Fee is charged for children aged 0 – 3 years. In addition to the hotel’s personal investment, they use the proceeds to support projects that contribute to the UN Sustainable Development Goals (SDGs). Hotel guests can experience their positive impacts, as well as contribute to their local community and to other regions of the Netherlands and abroad in the high-integrity carbon offset projects to support SDG13 – Climate Action.