Study of the Influence of Price Sensitivity on Hotel Selection Among Business Travellers in Abuja, North Central Nigeria

This study examines the influence of price sensitivity on hotel selection decisions among business travellers in Abuja, North Central Nigeria. Business travel constitutes a dominant segment of hotel demand in Abuja, and understanding price-related decision factors is critical for hotel revenue management and market positioning strategies. A descriptive survey design is used with questionnaires administered to 200 business travellers at corporate hotel event spaces and through corporate travel agent client lists. Variables assessed include budget allocation for accommodation, price thresholds, willingness to trade quality for cost savings, and the role of corporate travel policies in hotel selection. Findings reveal that 74 percent of business travellers in Abuja operate within employer-stipulated accommodation budgets, reducing individual price sensitivity significantly. Among self-funded business travellers, price sensitivity is markedly higher, with 68 percent citing nightly rate as the single most influential selection factor. Location and Wi-Fi reliability are consistently rated as higher priorities than room aesthetics or food and beverage options. The study recommends that Abuja hotels develop transparent corporate rate packages, leverage corporate account management relationships, and offer bundled value-added services such as complimentary airport transfers and business centre access to justify premium pricing to self-funded travellers. Keywords: price sensitivity, hotel selection, business travellers, Abuja, hotel revenue management