The influence of national culture on the strategic use of salesperson pricing authority: A cross-country study within the hotel industry [Summary]

Abstract

At some hotel properties individual catering sales managers are empowered with the authority to make price adjustments, but at other properties they must ascertain the permission before adjusting prices. This research collected and analyzed data from 392 hotels in 28 countries and found that national culture has an influence on the price empowerment decision.