Browsing Summaries of Academic Articles on Research in Hospitality (Feiertag Collection) by Issue Date
Now showing items 1-20 of 339
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Sales skills in the hospitality industry [Summary]
(Virginia Tech, 1984)The study examines important skills that are necessary for employees to be better in sales. Presentation of the results of these surveys is preceded by commentary from the literature and from selected hotel sales executives ... -
Towards a knowledge discovery framework for yield management in the Hong Kong hotel industry [Summary]
(Virginia Tech, 2000-03)Yield management is a technique focusing management decision making on maximizing revenue or profit from the sale of hotel rooms. In our study, we develop a yield management technique for maximizing revenue using a ... -
Consumer research sheds light on all aspects of resort timesharing business [Summary]
(Virginia Tech, 2002-09)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’ ... -
Room occupancies: cruise lines out-do the hotels [Summary]
(Virginia Tech, 2005-03)The cruise industry, which is essentially a North American phenomenon, is the most successful and fastest growing sector of the tourism industry. This paper seeks to describe how cruise lines go about managing their cabin ... -
Attrition clauses: outstanding issues and recommendations for meeting planners [Summary]
(Virginia Tech, 2005-03)This paper deals with the attrition clauses within hotel group sales agreements, the former of which became popular in the early 1990s. Attrition clauses specify pre-determined liquidated damages that a group (usually a ... -
Pricing strategies to maximize revenues in the lodging industry [Summary]
(Virginia Tech, 2006-03)Price-ending strategies may be utilized by hotels to signal value or quality. The current study presents that there is a directional relationship between room rates and price-ending strategies. It demonstrates that as ... -
A yield management model for five-star hotels: Computerized and non-computerized implementation [Summary]
(Virginia Tech, 2006-12)The purpose of this study was to propose an enhanced yield management (YM) model that was developed based on the previous models and to test the applicability on five-star lodging properties in Turkey to identify the related ... -
Does corporate growth really matter in the restaurant industry? [Summary]
(Virginia Tech, 2007-03)In this study, the authors hypothesize that growth strategies are not necessarily always performance-enhancing strategies that are sustainable. This is contrary to what industry managers tend to believe to be the outcome ... -
Expectations of working relationships in international buyer–seller relationships: Development of a relationship continuum scale [Summary]
(Virginia Tech, 2007-07-23)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. ... -
Influential factors and relational structure of Internet banner advertising in the tourism industry [Summary]
(Virginia Tech, 2008-04)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 ... -
The relationship of sales and marketing expenses to hotel performance in the United States [Summary]
(Virginia Tech, 2008-05-28)While hotel organizations are investing considerable sums of money for marketing at the unit level, research investigating the relative benefits of the different areas where those funds can be invested is lacking. This ... -
Impact of Weather on Downhill Ski Lift Ticket Sales [Summary]
(Virginia Tech, 2008-07-07)Skiing heavily relies on specific weather and environmental conditions to make participation both feasible and enjoyable. The lack of published research on the relationships among ski activity, weather, and climate is, ... -
Price bundling and travel product pricing practices used by online channels of distribution [Summary]
(Virginia Tech, 2008-08)Price bundling is one of the most prevalent marketing practices in many industries, including hospitality and travel. Virtually all types of firms in the hospitality and travel industry, from suppliers such as hotels and ... -
The impact of website quality on customer satisfaction and purchase intentions: Evidence from Chinese online visitors [Summary]
(Virginia Tech, 2008-09)With the increasing popularity of online shopping and being the most populated country in the world, China is one of the major online markets now and is likely to become the largest market in the future. In the academic ... -
Subjective Estimates of Occupancy Forecast Uncertainty by Hotel Revenue Managers [Summary]
(Virginia Tech, 2008-09-22)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 ... -
Yield Management and Performance in the Hotel Industry [Summary]
(Virginia Tech, 2008-09-22)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 ... -
Proxemics and Its Effect on Travelers During the Sales Contact in Hotels [Summary]
(Virginia Tech, 2008-10-10)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 ... -
Approaches, techniques, and information technology systems in the restaurants and foodservice industry: a qualitative study in sales forecasting [Summary]
(Virginia Tech, 2008-10-11)This is a study of the approaches, techniques, and information technology systems utilized for restaurant sales forecasting in the full-service restaurant segment. Companies were examined using a qualitative research methods ... -
Hospitality Industry Sales Force Automation: Organizational and Individual Levels of Adoption and the Implications on Performance, Productivity and Profitability [Summary]
(Virginia Tech, 2008-10-12)The growth of sales force automation (SFA) in the hospitality industry in recent years has led to virtually every hotel salesperson having a computer at his or her desk in order to perform his or her sales responsibilities. ... -
The Importance of Selling Abilities in Corporate Hospitality Sales to Corporate Customers [Summary]
(Virginia Tech, 2008-10-20)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 ...
