Yield Revenue Management in the Hotel Sector: An Empirical Analysis of Its Application and Results in Madrid, Spain

Author(s):  
Pilar Talón-Ballestero ◽  
Lydia González-Serrano
2018 ◽  
Vol 24 (6) ◽  
pp. 720-752 ◽  
Author(s):  
Aldric Vives ◽  
Marta Jacob ◽  
Marga Payeras

Pricing and revenue management (RM) techniques have become a popular field of research in hotel management literature. The sector’s background framework and evolution and the widespread use of new technologies have allowed a customer-oriented approach to be taken to pricing and the development of RM tools, while also contributing to better processes in hotel management performance at individual hotel level. Thus, price optimization (PO) methods that seek to maximize hotel revenue are based on inventory scarcity, customer segmentation and pricing. In the hotel sector, as in the airline industry, different pricing policies have a greater impact than competition measurement effects. This is mainly as differentiation strategies and specific policies at hotels can reduce the pressure of a competitive environment. The main contributions of the article are the presentation, description and classification of the principal RM and PO techniques in hotel sector literature.


2020 ◽  
Vol 35 (3) ◽  
pp. 102-123
Author(s):  
Sourou Méatchi ◽  
Sandra Camus

In a context of ever-increasing competition, revenue management pricing (RMP) has become a strategic tool for companies with limited capacity. However, despite its considerable appeal, studies show that RMP has mixed reactions from consumers. The aim of this research is to test levers of actions that can help reduce the perceived unfairness of RMP and thus promote willingness to pay (WTP). Two quantitative samples ( N1 = 325; N2 = 280) allowed us to validate the measurement instruments for the concepts mobilized and to test two explanatory ‘fairness-based pricing’ models. The results show that fairness and transparency have strong positive individual and interaction effects on reducing the cognitive dimensions of perceived unfairness and on reinforcing WTP. However, the effects on the affective dimensions are not confirmed in the two models tested.


2014 ◽  
Vol 18 (1) ◽  
pp. 55-65 ◽  
Author(s):  
Giacomo Di Foggia ◽  
Valentina Lazzarotti

Purpose – The aim of this paper is to analyse the role and scope of revenue management and its impact on performance of Italian tourism industry. The paper takes into consideration exogenous factors that may enable or prevent business success. Prior research shed light from different lens. Design/methodology/approach – Research design relies on an empirical analysis, information is gathered using a web survey. Variables are grouped into dependent (performance related items), independent and dummy, consistent with findings of existing literature. A questionnaire was e-mailed to a range of companies according to their NACE Rev.2 codes. The conceptual model is developed considering prior analysis of the literature. Findings – This study provides new insights for practical business management operating in the tourism industry. Indeed, it clarifies the role of the revenue manager and shows its usefulness within SMEs. Research limitations/implications – This study was conducted in only one sector and one country (Italy) and considered only SMEs. Originality/value – Although interesting suggestions can be drawn by literature, to the best knowledge of the authors the empirical analysis is one of the few attempts to explore the topic in Italy in an extensive way.


2007 ◽  
Vol 23 (4) ◽  
pp. 248-257 ◽  
Author(s):  
Matthias R. Mehl ◽  
Shannon E. Holleran

Abstract. In this article, the authors provide an empirical analysis of the obtrusiveness of and participants' compliance with a relatively new psychological ambulatory assessment method, called the electronically activated recorder or EAR. The EAR is a modified portable audio-recorder that periodically records snippets of ambient sounds from participants' daily environments. In tracking moment-to-moment ambient sounds, the EAR yields an acoustic log of a person's day as it unfolds. As a naturalistic observation sampling method, it provides an observer's account of daily life and is optimized for the assessment of audible aspects of participants' naturally-occurring social behaviors and interactions. Measures of self-reported and behaviorally-assessed EAR obtrusiveness and compliance were analyzed in two samples. After an initial 2-h period of relative obtrusiveness, participants habituated to wearing the EAR and perceived it as fairly unobtrusive both in a short-term (2 days, N = 96) and a longer-term (10-11 days, N = 11) monitoring. Compliance with the method was high both during the short-term and longer-term monitoring. Somewhat reduced compliance was identified over the weekend; this effect appears to be specific to student populations. Important privacy and data confidentiality considerations around the EAR method are discussed.


2000 ◽  
Author(s):  
Erika Felix ◽  
Anjali T. Naik-Polan ◽  
Christine Sloss ◽  
Lashaunda Poindexter ◽  
Karen S. Budd

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