Browsing by Author "Beck, Jeffrey A."

Now showing 1 - 3 of 3
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    An Exploratory Study of Sales Managers' Activities in Lodging Properties [Summary]
    Beck, Jeffrey A.; Knutson, Bonnie J. (Virginia Tech, 2019-02-12)
    The purpose of the present study is to discover which activities hotel sales managers perceive to be most important toward their job performance and how they allocate their time on selling activities. Exploratory factor analysis was used to identify which activities lodging sales managers considered most important for success on the job. The results of this study may be applied to industry sales training programs, to further hospitality sales and marketing education, and to the management of sales in different hotel service types in the United States.
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    Predictors of Career Success Among Lodging Revenue Managers: Investigating Roles of Proactive Work Behaviors [Summary]
    Cha, JaeMin; Kim, SeungHyun “James”; Beck, Jeffrey A.; Knutson, Bonnie J. (Virginia Tech, 2019-02-19)
    This study integrated the growing literature of proactive work behavior with career success among lodging revenue managers. Proactive work behavior is a timely, relevant, and important research topic for today’s workplaces in the hospitality industry. The aim of this research was to test a model for linkage among four dimensions of proactive work behavior and career success, among 280 lodging revenue managers, while controlling for work experience, age, and gender.
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    The Pricing for Same-Day Arrival Guests in the Hotel Industry
    Beck, Jeffrey A.; Kim, MiRan; Schmidgall, Raymond S. (International Journal of Business and Applied Social Science (IJBASS)., 2018)
    The objective of this study was to recognize the impact on pricing dynamics that elements such as reservation channels, price decision makers, and pricing for same-day and very late (after 11 PM) same-day arrival guests. The data was collected via a random sample from a list of 3,000 hotels provided by Smith Travel Research, with 283 responses being analyzed. Though this is an exploratory study, it fills a need in the hospitality literature for empirical research, as it reveals hotels’ pricing patterns for same-day arrival guests. This study enables managers and scholars to form a better understanding of hotels’ actual pricing for same-day arrival guests. Researchers can thus have a starting point for developing models that can empirically demonstrate what pricing strategies are effective for same-day arrival guests.