Academic Articles in Hospitality Sales (Feiertag Collection)

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https://hdl.handle.net/10919/78367

This is a collection of peer-reviewed academic research in the area of Hospitality Sales that may be of interest to hospitality industry managers and executives.

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Now showing 1 - 20 of 99

The Basics of Yield Management
Kimes, Sheryl E. (Cornell University Press, 1989-11)
Yield-management systems have boosted revenue at many properties, but these electronic tools are not always compatible with the operating atmosphere of a hotel. If you want to introduce yield management at your property, you may need to make some changes first.
Productivity in the Hotel Industry
McMahon, Frank (Directorate of Academic Affairs at ARROW@DIT, 1994-01-01)
Productivity in the hotel industry is becoming increasingly significant as labor costs arise. Since the hotel industry is labour-intensive, its profitability depends on the success achieved in making good, productive use of its workforce. One might expect that the importance of maximizing labour productivity would be reflected in how jobs are designed, how productivity is measured, and how staff are trained to meet rigorously set performance standards. In fact, the reality has been quite different for most hotel companies to date.
Improving Productivity in a Service Business Evidence From the Hotel Industry
Brown, James R. (Cornell University School of Hotel Administration, 2000)
The objective of this paper is to compare, along three strategic dimensions, franchising with other types of operating arrangements in the lodging industry. The operating arrangements studied are, in addition to franchising, chain-managed and independent hotels. The three strategic dimensions include: (1) the variability or volatility of the task environment facing a hotel; (2) the business strategy chosen by a hotel's general manager; and (3) the level of sales revenue and profit margin achieved by a hotel.
Function-space Revenue Management: A Case Study from Singapore
Kimes, Sheryl E.; McGuire, Kelly (Cornell University Press, 2001-12)
Hotels can apply revenue-management systems to their function spaces—and boost the revenue contribution from those spaces.
Models and Techniques for Hotel Revenue Management using a Rolling Horizon
Goldman, Paul; Freling, Richard; Park, Kevin; Nanda, Piersma (2001-12)
This paper studies decision rules for accepting reservations for stays in a hotel based on deterministic and stochastic mathematical programming techniques. Booking control strategies are constructed that include ideas for nesting, booking limits and bid prices. We allow for multiple day stays. Instead of optimizing a decision period consisting of a fixed set of target booking days, we simultaneously optimize the complete range of target booking dates that are open for booking at the moment of optimization. This yields a rolling horizon of overlapping decision periods, which will conveniently capture the effects of overlapping stays.
Electronic Distribution Channels’ Effect on Hotel Revenue Management
Choi, Sunmee; Kimes, Sheryl E. (Cornell Hotel and Restaurant Administration Quarterly, 2002-06)
Even with the variety of distribution channels available, rate and length of stay remain the key factors in revenue management.
The Debate Regarding Profitability: Hotel Unit and Hotel Brand Revenue and Profit Relationships
O'Neill, John W.; Mattila, Anna S. (Journal of Travel & Tourism Marketing, 2006)
The research note explores a debate in the hotel industry regarding the relationship between hotel RevPAR and profitability, a debate around which there is a great degree of “noise.” Using a sample of 1,954 actual hotels for which both top line and bottom line indicators were available for the same year, it is concluded through this statistical analyses that while hotels with higher revenue, and particularly higher room revenue, have a higher NOI in dollars, they do not necessarily have a more profitable business model in terms of NOI percentage. Also, brand level analyses is presented.
Accounting Skills Hotel Enterprises Need Today
Kavčič, Slavka; Mihelčič, Eva (Tourism and Hospitality Management, 2006)
The article presents a view of current happenings in the business and economic environment that are significantly influencing the knowledge requirements of modern accountants both worldwide and locally. First, we define the specific skills accountants are required to have apart from an in-depth expert knowledge of accounting. These skills have set the final boundary between accounting and bookkeeping. Later, the perspectives of certified accountants in Great Britain and Slovenia, as well as accountants working for Slovenian hotel enterprises are presented as regards the key factors influencing a change in accountants' tasks. Finally, the skills of modern accountants are presented, along with the underlying education and training system needed for gaining the title of a certified accountant.
One year of smokefree bars and restaurants in New Zealand: Impacts and responses
Wilson, Nick; Thomson, George (BMC Public Health, 2006)
New Zealand introduced smoke-free bars and restaurants policy in December 2004. We reviewed the data available in December 2005 on the main public health, societal and political impacts and responses within New Zealand to the new law. Methods: Data were collected from publicly available survey reports, and from government departments and interviews. This included data on smoking in bars, attitudes to smoke-free bars, bar patronage, socially cued smoking, and perceived rights to smoke-free workplaces. Results: The proportion of surveyed bars with smoking occurring decreased from 95% to 3% during July 2004 – April 2005. Between 2004 and 2005, public support for smoke-free bars rose from 56% to 69%. In the same period, support for the rights of bar workers to have smoke-free workplaces rose from 81% to 91%. During the first ten months of the smoke-free bar's policy, there were only 196 complaints to officials about smoking in the over 9900 licensed premises. The proportion of smokers who reported that they smoked more than normal at bars, nightclubs, casinos, and cafés halved between 2004 and 2005 (from 58% to 29%). Seasonally adjusted sales in bars and clubs changed little (0.6% increase) between the first three quarters of 2004 and of 2005, while café and restaurant sales increased by 9.3% in the same period. Both changes continued existing trends. Compared to the same period in 2004, average employment during the first three quarters of 2005 was up 24% for 'pubs, taverns and bars', up 9% for cafés/restaurants, and down 8% for clubs (though employment in 'pubs, taverns, and bars' may have been affected by unusually high patronage around a major sports-series). The proportion of bar managers who approved of smoke-free bars increased from 44% to 60% between November 2004 and May 2005. Bar managers also reported increased agreement with the rights of bar workers and patrons to smoke-free environments. The main reported concerns of the national and regional Hospitality Associations, in 2005, were the perceived negative effects on rural and traditional pubs. Conclusion: As in other jurisdictions, the introduction of smoke-free bars in New Zealand has had positive overall health protection, economic and social effects; in contrast to the predictions of opponents.
Strategic Hotel Development and Positioning
O'Neill, John W.; Mattila, Anna S. (Cornell University, 2006)
A study of more than nineteen hundred U.S. hotels for the years 2002 and 2003 found that a hotel’s net operating income percentage is most closely tied to its occupancy, although average daily rate (ADR) has a strong influence, as does market segment (also known as chain scale), the age of the property, and brand affiliation. A hotel’s size (that is, number of rooms) and location (e.g., urban or highway) also influence net operating income (NOI), but a hotel’s region does not significantly affect NOI percentage. The year 2002 data particularly show the importance of heads in beds. Hoteliers cut ADR heavily in that recession year, and those hotels that maintained strong occupancy were the ones that enjoyed strong NOI. While resorts and urban hotels generated the highest NOI in raw dollar volume, economy hotels had the highest NOI percentage and midscale hotels with food and beverage service (F&B) had the lowest NOI percentage.
Services Marketing in the Hospitality Economy: An exploratory study
Kitsios, Fotis C. (Technical University of Crete, Dept. of Production Engineering and Management, 2006)
Meeting the challenges of an unstable and unsettled environment is not easy. The recent impacts on the hospitality services economy of changing technology, mergers of institutions, increasingly demanding consumers and increased competition have created an atmosphere of volatility and rapid change. In order to survive in this demanding market place, service organisations have only one choice, to successfully develop and launch new services. However, the failure rate of new service projects is high, because the knowledge on how new services should be developed is limited. Unfortunately, unlike tangible new product development practices which have the benefit of extensive research into how successful new products are developed, the service sector has only recently begun to explore ways to ensure the success of new services. Therefore, this study focuses on a better understanding of how successful new hotel services are developed and investigates the factors, which have impact on success or failure in new service development (NSD) in the hotel sector. The results of the exploratory study are summarised in a conceptual model for further research.
Do hotel managers have sufficient financial skills to help them manage their areas?
Burgess, Cathy (International Journal of Contemporary Hospitality Management, 2007)
Purpose – The purpose of this article is to investigate whether managers in hotels have sufficient financial skills to help them effectively manage their areas, within the context of a changing industry. Design/methodology/approach – Additional findings from a series of recent research projects amongst hospitality financial controllers have been utilized to give an alternative viewpoint to those found from literature. Findings – A review of literature identified a strong need for managers to have financial skills, but there is little recent evidence as to whether they actually hold these skills. Hotels are changing fast with pressure to maintain profits resulting in new approaches to management, but there is concern that the development of systems has meant an over-reliance on these to control costs. Financial controllers consider that departmental and general managers do not have enough business skills – and finance skills in particular – to optimize costs and revenues and hence maintain profits. Research limitations/implications – The findings were based on a fairly small sample of respondents, utilizing projects designed for alternative purposes. However, the findings raise questions as to the trust that hotel companies have placed in their systems and approaches. Practical implications – If the concerns expressed by controllers are not addressed by hotels, then inevitably standards of control will suffer, costs will rise and hence profitability will be negatively affected Originality/value – There has been little recent consideration of the realities and the impact of systems changes on management, the majority of earlier projects considering the need for skills rather than the actual possession of these amongst managers
Hotel Revenue Management: Today and Tomorrow
Kimes, Sheryl E. (Cornell University, 2008-08-01)
Hotel revenue management needs stronger support from human resources policies, according to this survey of 186 revenue managers. At the same time, respondents to the survey anticipate that revenue management will extend to other areas of the lodging business, including spas and function spaces. The principal human resources issue involves career paths for employees involved in revenue management. At the moment, the route to promotions for revenue managers is not clear. Some may move up from a single hotel to a group or division, but others may simply find employment in another lodging chain to move up. Moreover, many executives pointed to the difficulty of finding qualified revenue managers. With regard to the extension of revenue management to other hospitality areas, respondents commented that an integrated approach will be necessary. Although revenue management is largely viewed as a technical or quantitative process, pricing strategy and competitive tactics have become strong elements in revenue management. In all categories, respondents living in Asia thought revenue management techniques and issues were in greater need of improvement than did the revenue managers in North America. The dichotomy was particularly pronounced regarding human resources issues, but was also noticeable for technical issues, such as forecasting, optimization, and overbooking, as well as pricing and distribution.
Group Sales and Marketing in Convention Hotels
Gregory, Susan; Kline, Sheryl; Breiter, Deborah (Taylor & Francis Group, 2008-10-10)
The goal of hotel sales and marketing is revenue generation. The methods employed by group sales and marketing professionals have evolved overtime to incorporate an array of technological innovations. The purpose of this research is to ascertain the perceptions that convention hotel sales and marketing professionals have about Internet and Web integration in the group sales process. The findings indicate that Internet and Web based marketing tools have become an integral part of hotel sales and marketing activities, though convention hotel managers do not necessarily attribute an increase in revenue to these activities.
Advertising Efficiencies in the Hospitality and Tourism Industry
Bhagwat, Yatin N.; DeBruine, Marinus (hrcak, 2008-12)
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 Internet. The hospitality industry encompasses hotels, cruise lines, theme parks and holiday resorts. The focus of this paper is to investigate the long-term relationship between accounting defined changes in earnings and changes in advertising expenditure by estimation of the degree of advertising leverage -- a measure similar to the degree of total leverage.
International financial institution investments in tourism and hospitality
Perić, Jože; Mujačević, Elvis; Šimunić, Mislav (Journal of International Business and Cultural Studies, 2009)
International Financial Institutions (IFI’s) like World Bank Group and other regional developing banks helps reduce poverty and promote investments in less developed countries. This article outlines the role of IFI’s in financing projects in tourism and hospitality industry in developing countries, in terms of how much has been invested in these countries, type of investment, the effects of these investments on local economy and the results of these investments. Article opens with background on the tourism sector in developing countries its role in the economy. As the demand for tourism services has increased among World Bank Group member countries, so has the World Bank technical assistance focused on attracting foreign direct investment (FDI) in the tourism sector. So, in the second part of the article a brief analysis of policy and instruments used by the IFI’s to finance projects in less developed countries has been made especially by the International Finance Corporation which investments and advisory work in countries served by International Development Agency (IDA) now account for 40 percent of it’s projects. The next section focuses on investment promotion activity, including the work of Multilateral Investment Guarantee Agency (MIGA) and International Finance Corporation (IFC). An overview of the investments made by IFC in projects in tourism and hospitality industry in developing countries and guarantees issued by MIGA has been made. Article analyses total investments made by the IFC and guarantees issued by MIGA in tourism and hospitality industry for the period from 1991 – 2009, in developing countries.
Embracing self service technology for hotel productivity growth
Neo, Kee Chuan (University of Nevada, Las Vegas, 2010)
This paper explores the various ways in which self-service technology (SST), if employed by the hotel industry, can actually contribute to the productivity growth in Singapore. The study provides an understanding of customer’s technology acceptance and readiness by utilizing the two widely extended and accepted approaches, Technology Readiness Index (TRI) and Technology acceptance model (TAM). The study also evaluated the four common self-service technology channels: electronic kiosks, the Internet, mobile devices, and the telephone applications. From an investigation on past studies, it is found that Singapore is receptive to self-service technology. Self-service technology thus could bring a highly respectable return on investment (ROI) to the Singapore’s hotel industry, as illustrated by ROI models in this paper. Moreover, hotels could leverage on a number of Singapore’s government funding to optimize their investment on SST. With the government’s master plan (iN2015) platform to realize the intelligent nation by 2015, hotels could benefit from the self service technology features that this platform is offering. Various avenues to ride on this platform and recommendations are featured.
Hotel Service Quality and Business Performance in five hotels belonging to a UK Hotel Chain
Murasiranwa, Emmanuel; Nield, Kevin; Ball, Stephen (University of Massachusetts, 2010)
The study focuses on the nature of hotel service quality and performance in a UK Hotel chain. It examines managerial conceptualizations, implementation and measurement and contextual issues that affect decision-making. Although managers acknowledge the importance of service quality and performance monitoring, their efforts are impeded by flaws in implementation and contextual constraints. The results reveal the flaws as lack of policy on quality, non-implementation of action plans and biased reward schemes. The contextual constraints are identified as competition, budgetary, staff turnover and biased rewards. The results in this study seems to suggest that service and quality are sacrificed at the altar of profits as senior managers appear to hope for quality but reward financial performance. The results also identify a significant gap in UK literature and a consequent paucity in knowledge regarding the use of service guarantees as service quality strategy in hotels. It is concluded that hotel leaders should take responsibility for delivery on service quality and business performance
Recommending a productivity model for Singapore hotels: A critical review of productivity models adopted by researchers and hotel operators
Goh, Hwee Noi (University of Nevada, Las Vegas, 2010)
The business challenges and intensely competitive environment in today’s economy make productivity a key factor for organizational survival. This paper examines what productivity means to the services industry, in particular, to the hotel industry. This is underpinned by an investigation of the fundamental differences between goods and services and the implications on productivity measurement and control in the manufacturing and services industries. The purpose of this paper is to critically review productivity measurement and control methods used by researchers and hotel operators in order to find a model suitable for the hotel industry in Singapore, taking into consideration the local cultural expectation and legal context.
An Overview of Franchising In The Hospitality Industry
Pranoto, Ersan Suria (Jurnal Binus Business Review, 2010)
Nowadays, franchising is the most significant part of the hospitality industry through hotels and fast food restaurant. Franchisor gives the right to the franchisee to sell their product and service also to sub-franchise it and worked under their brand name. Furthermore, in franchising, there must be a contract between the franchisor and the franchisee which include the term and condition. Franchises include some aspects such as screening, site selection, operating manuals and the pre-opening. However, there are some advantages and disadvantages for both the franchisor and the franchisee. The expansion of franchise can be achieved through different strategies of distribution and the knowledge of the targeted market. The future of franchise can be gained through strategies of distribution system, which could emerge the entrepreneur into the majority economy and business.

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