Dynamics of pricing and non-pricing strategies, revenue management performance and competitive advantage in hotel industry

Nair, Girish K.

doi:10.1016/j.ijhm.2018.10.007

Cited by 29 publications

(21 citation statements)

References 43 publications

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“…One aspect that is also a consideration of consumers in buying a product is also the price factor, where consumers often compare prices with other competitors which are cheaper but also the product is no less competitive. Product price is the sum of all values given by customers to benefit from owning or using a product or service (Laussel, Long, & Resende, 2020;Li, Nagurney, & Yu, 2018;Nair, 2019). According to (Tjiptono, 2007), the price of a product is a monetary unit or another measure including other goods and services exchanged in order to obtain ownership rights or users of an item and service.…”

Section: Introductionmentioning

confidence: 99%

The Influence of Product Quality and Price on Purchasing Decisions at Mitraindo South Tangerang Online Shop

Akbar

2020

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This study aims to determine the effect of product quality and price on purchasing decisions at Mitraindo South Tangerang Online Shop. The method used is explanatory research with analytical techniques using statistical analysis with regression testing, correlation, determination, and hypothesis testing. The results of this study product quality significantly influence purchasing decisions by 40.3, the hypothesis test obtained tcount> ttable or (7.974> 1.986). Price significantly influences the purchase decision of 38.0%, the hypothesis test is obtained tcount> ttable or (7.594> 1.986). Product quality and price simultaneously have a significant effect on purchasing decisions of 49.0%, the hypothesis test is obtained Fcount> Ftable or (44,626> 2,700)

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Section: Introductionmentioning

confidence: 99%

The Influence of Product Quality and Price on Purchasing Decisions at Mitraindo South Tangerang Online Shop

Akbar

2020

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“…The table mix is an especially important factor because of the difficulty of expanding space rapidly, while demand-based pricing can generate immediate results. Thus, adapting the table mix [8] and adopting demand-based pricing [6,23] are the two essential strategies focused on in this study that restaurant managers can use to manage revenue.…”

Section: Restaurant Revenue Managementmentioning

confidence: 99%

“…Demand-based pricing to achieve demand dispersion [4][5][6] and managing and redesigning service processes (i.e., duration control) are the most representative revenue management strategies for restaurants during peak hours. However, given that these strategies are typically applied by small restaurants, they are no longer perceived as providing competitive advantage.…”

Section: Introductionmentioning

confidence: 99%

Small Queuing Restaurant Sustainable Revenue Management

Kim

Jun

2020

Sustainability

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When competitive small restaurants have queues in peak periods, they lack strategies to cope. However, few studies have examined small restaurants’ revenue management strategies at peak times. This research examines how such small restaurants in South Korea can improve their profitability by adapting their price increases, table mix, and the equilibrium points of the utilization rates, and reports the following findings based on the analysis of two studies. In Study 1, improving profitability by increasing prices should carefully consider the magnitude and timing. In Study 2, when implementing the table mix strategy, seat occupancy and profit also increase, and we further find the equilibrium points of the utilization rates. Under a queuing system, the utilization rate and average waiting time are also identified as having a trade-off relationship. The results provide insights into how managers of small restaurants with queues can develop efficient revenue management strategies to manage peak hours.

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“…Hotels’ LOSC refers to setting limits on the minimum and, rarely, maximum number of nights required when the reservation is made based on the demand, which is one of the common industry practices for RM (Ivanov, 2014). LOSC is the unique feature of hotel RM systems and has been widely implemented as one of the key non-pricing RM practices in the hotel industry (Chiang et al, 2006; Guillet, 2020; Nair, 2019; Xu et al, 2019). The unique characteristics of hospitality and tourism services and products are demand seasonality and variability (Kandampully, 2000; Mauri, 2013).…”

Section: Introductionmentioning

confidence: 99%

Length of stay control: Is it a fair inventory management strategy in hotel market?

2020

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According to past revenue management (RM) research, length of stay control (LOSC) plays a significant role in building effective RM systems and increasing revenues in the hotel industry. While LOSC has been widely implemented in the hotel’s online booking systems, little attention has been paid to this important non-pricing RM practices. Thus, the current study aims to provide a holistic view of customers’ perceptions toward hotel’s LOSC practice. In particular, this study (1) investigates the impact of LOSC practice on customers’ perceived fairness and subsequent behaviors and (2) tests the moderating role of customers’ membership status on perceived fairness. A between-subjects factorial design and partial least squares structural equation modeling (SEM) analysis were employed to test the structured relationships. Research findings demonstrate that customers perceive LOSC as unfair, such poor fairness perceptions leading to negative word-of-mouth and a decrease in willingness to book. Hotels’ loyalty program members are likely to perceive LOSC as much more unfair than those who are not. The current study is the first study to reveal the critical roles of hotels’ LOSC practice and loyalty membership on customers’ perceived fairness and subsequent behavior intentions.

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Dynamics of pricing and non-pricing strategies, revenue management performance and competitive advantage in hotel industry

Cited by 29 publications

References 43 publications

The Influence of Product Quality and Price on Purchasing Decisions at Mitraindo South Tangerang Online Shop

The Influence of Product Quality and Price on Purchasing Decisions at Mitraindo South Tangerang Online Shop

Small Queuing Restaurant Sustainable Revenue Management

Length of stay control: Is it a fair inventory management strategy in hotel market?

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