Now showing items 1-10 of 26
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. ...
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 ...
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 ...
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 ...
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 ...
Financial features of dividend-paying firms in the hospitality industry: A logistic regression analysis [Summary]
(Virginia Tech, 2009-09)
The purpose of this study was to identify the financial features that distinguish dividend-paying firms from non-dividend-paying companies in the U.S. hospitality industry.
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 ...
Hotel operator motives in UK sale and leaseback/management-back transactions [Summary]
(Virginia Tech, 2008-12)
Sale and leaseback have become a major financing method in the hotel industry in the UK over the last 10 years, followed more recently by sale and management-back. This article, using interviews with current practitioners, ...
The impact of online user reviews on hotel room sales [Summary]
(Virginia Tech, 2009)
Despite hospitality and tourism researchers’ recent attempts at examining different aspects of online word-of-mouth [WOM], its impact on hotel sales remains largely unknown in the existing literature. To fill this void, ...
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 ...