At some hotel properties individual catering sales managers are empowered with the authority to make price adjustments, but at other properties they must ascertain the permission before adjusting prices. This research ...

Resort timesharing involves many interacting components—marketing and sales, products design, financial analysis, and resort management to name a few. This article aims to apply relevant findings in Ragatz Associates’ ...

Little has been published recently about the salesperson/customer dyad. Drawing upon the selling and sales literature in the area of marketing, the authors with the cooperation of a large anonymous hotel company conducted ...

This study examines the impact of conversational distances and the image of the salesperson on expected satisfaction levels for a new service. The current study does lend support to the theory that social distances are ...

The Internet serves as a major marketing and communication tool in the tourism industry; it is, therefore, surprising that there have been few discussions of the structural relationship between tourism and Internet-based ...

Fifty-seven experienced hotel revenue managers participated in a study involving the use of simulated forecasting software. The revenue managers examined raw occupancy data and used simulated forecasting software to arrive ...

Advertising provides growth in sales volume for the new products and services. The hospitality industry relies heavily on advertising through travel journals and travel sections of print media, television media, and the ...

This paper presents a model of the impact of customer satisfaction due to service quality and Yield Management practices on hotel performance. A survey of a significant sample of hotel guests shows that customer satisfaction ...

An analysis of 147 Valaisan hotels’ monthly revenue between 1992 and 2003 indicated that website adoption related positively to a performance indicator—Revenue per Available Room or RevPAR. That is, the RevPAR of hotels ...

This study is an attempt to develop a scale to measure expectations of buyer-seller working relationships on a cross-cultural basis in the hospitality industry. The focus is on North American and Asian hotel salespeople. ...