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Actionable news in MAR: Marriott International,

How Marriott plans to beat Airbnb in winning over Chinese travelers

Marriott (MAR), the world’s biggest hotel chain, has a new plan for fending off competition from home-sharing behemoth Airbnb. It involves a newly announced partnership with Chinese e-commerce giant Alibaba (BABA).

“What do people like about home sharing? …They like to have local, authentic experiences that really allow them to understand where they’re traveling,” said Marriott Global Chief Commercial Officer Stephanie Linnartz. “And that’s exactly what we’ll be doing for Chinese consumers through this joint venture for Alibaba.”

The joint venture will manage Marriott’s “storefront” on Fliggy, which is Alibaba’s travel service platform. It gives the hotel operator access to Alibaba’s 500 million mobile monthly active users, many of whom may be seeking the more intimate offerings you don’t usually expect from large hotels.

“It isn’t just about booking reservations,” she said. “But it’s about once you get the property how we can create this deep...


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