Creating artificial motivation for forming client flows in tourism regions

The article summarizes the experience of technology to create artificial motivations for the formation of client flows in the context of solving problems: 1) the development of areas with a weak tourism and recreational potential; 2) extending the life cycle of tourist products; 3) management of client flows. In this paper the concept of artificial motivation is examined in three aspects: from the point of view of psychology, economics and marketing. In particular, the marketing aspects of the concept of artificial motivation are considered in the context of the region’s attractiveness as a tourist destination. As the main purposes of marketing highlighted are formation, maintenance or alteration of customer behavior in relation to a particular locality, region or country as a whole. Territory in which distribution occurs is treated as a set of opportunities for implementation of the different needs of tourists. If the tourist-recreational opportunities (resources) of the territory are limited, great importance is placed on artificial creation of motives for travelling. The article focuses on the description of the main approaches to the creation of artificial motivation at different stages of the life cycle of tourist products; examined are the key factors for creating an artificial incentive to intensify visits to tourist areas; highlighted are the psychological mechanisms of motivation formation, as well as major stimulants, such as: fashion, prestige, imitation authoritative personalities, creating a legend. The study highlights two main ways of solving the problem of formation of artificial motivations: first, due to the existence of unconscious needs and / or the lack of motive on the part of potential consumers of travel services; the second is related to the perceived needs and motivation of the consumer directed at another tourist attraction. The study describes in detail different possibilities of creating artificial motivations at different stages of the life cycle of the tourist product. The article cites numerous examples of artificial motivation in tourism.