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How Booking.com Turned Marketing Into Computational Infrastructure

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An article traces how Booking.com shifted marketing from persuasive creative work to a component of its computational systems. The company used Google AdWords to target user search intent precisely and pursued a long-tail strategy. By automatically generating thousands of landing pages and testing them at scale, it relied on controlled experiments rather than managerial intuition, a shift the piece describes as replacing the HiPPO approach. This linked search intent to specific accommodation offers and reduced market uncertainty. The result, according to the article, is a streamlined transactional customer journey where advantage comes from how efficiently decisions are structured and analyzed.

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