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Now showing items 1-10 of 16
An untapped gold mine? Exploring the potential of market basket analysis to grow hotel revenue [Summary]
(Virginia Tech, 2016-07)
Market Basket Analysis identifies and predicts the purchasing behavior of customers based on the expenditure patterns of all previous customers. While widely applied in retail contexts, its use in hospitality is limited. ...
Dynamics of pricing and non-pricing strategies, revenue management performance and competitive advantage in hotel industry [Summary]
(Virginia Tech, 2018-10)
This research attempts to establish linkages between the dimensions of pricing and non-pricing strategies adopted in hotels in Qatar on the revenue management performance and the gaining of the competitive advantage in ...
Why is a change of company pricing policy so hard to implement? [Summary]
(Virginia Tech, 2018-01)
This paper analyzes the process of changing a competition-oriented room rate pricing approach into a company-wide value-based pricing process from the perspective of the resource-based view. From a sample of 33 hotels in ...
An introduction to helpful forecasting methods for hotel revenue management [Summary]
(Virginia Tech, 2016-09)
Revenue management is a key tool for hotel managers’ decision-making process. Cutting-edge revenue management systems have been developed to support managers’ decisions and all have as an essential component an accurate ...
Decomposition methods for dynamic room allocation in hotel revenue management [Summary]
(Virginia Tech, 2018-11-16)
Long-term stays are quite common in the hotel business. Consequently, it is crucial for the hotel managements to consider the allocation of available rooms to a stream of customers requesting to stay multiple days. This ...
Influences of consumer characteristics on fairness perceptions of revenue management pricing in the hotel industry [Summary]
(Virginia Tech, 2011-06)
Fairness perceptions play an important role in customers’ behavior, and this study explores which consumer characteristics influence fairness perceptions of revenue management (RM) pricing in the hotel context.
Knowledge sharing in revenue management teams: Antecedents and consequences of group cohesion [Summary]
(Virginia Tech, 2014-08)
The practice of Revenue Management has received widespread acceptance in the international hospitality industry yet a lack of best practice in terms of organizational integration persists. This paper follows the notion ...
Hotel revenue management and the Internet: The effect of price presentation strategies on customers’ willingness to book [Summary]
(Virginia Tech, 2009-06)
A decision that is intrinsic to the application of hotel best available rate (BAR) pricing is how to present the BARs for individual nights within a multiple-night stay to prospective hotel guests. The study discusses two ...
An analysis of customer room choice model and revenue management practices in the hotel industry [Summary]
(Virginia Tech, 2013-06)
Considering the limitations of existing studies on the customer choice behaviour, this paper tries to use the variable precision rough set (VPRS) approach to establish a customer room choice model (CRCM) based on the logit ...
Relationship or revenue: Potential management conflicts between customer relationship management and hotel revenue management [Summary]
(Virginia Tech, 2012-09)
The concepts of customer relationship management (CRM) and revenue management (RevM) have been embraced by managers in the hospitality industry although, in practice, companies may find it difficult to accommodate both ...