Function space revenue management: A product bundling approach to hotel function space utilization

Maier, Thomas; Intrevado, Paul

doi:10.1080/15470148.2017.1413606

Cited by 7 publications

(3 citation statements)

References 17 publications

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“…Travel firms are increasingly looking to add-on bundling to drive value for consumers, increase incremental revenue from ancillary products and services, and capture market share (Berry and Lampo 2000; Maier and Intrevado 2018). In this research, we focused specifically on cross-category add-on bundles, and examined the efficacy of two types of discount framing, ADF and BDF, in driving demand for such bundles.…”

Section: Discussionmentioning

confidence: 99%

Cross-Category Add-On Bundling: Impact of the Consumption Nature of Bundled Products on Discount Framing Effectiveness

Myungkeun

Noone

Mattila

2021

Journal of Travel Research

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In a series of three studies, we explore the effectiveness of two types of discount frames—add-on discount frame (ADF) and bundle discount frame (BDF)—in driving consumers’ purchase intentions for cross-category, add-on travel bundles. Consistent with the analytical mindset induced by a utilitarian core product, we found that an ADF is most effective in driving purchase intentions for utilitarian core-hedonic add-on bundles due to the heightened sense of savings and ease of justification (Study 1). Conversely, consumers tend to adopt a heuristic mindset when evaluating a hedonic core product. Hence, heightened perceptions of attractiveness associated with a BDF (vs. ADF) yield higher purchase intentions for hedonic core-utilitarian add-on bundles (Study 2). Study 3 provides process evidence for the hypothesized effects.

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Section: Discussionmentioning

confidence: 99%

Cross-Category Add-On Bundling: Impact of the Consumption Nature of Bundled Products on Discount Framing Effectiveness

Myungkeun

Noone

Mattila

2021

Journal of Travel Research

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“…Investigating specific non-traditional hotel operating departments, convention hotel function spaces (Maier & Intrevado, 2018) and customers' preferences toward resort fees (Repetti, Roe, & Gregory, 2015) are current topics of research. However, there no research about the effectiveness of including parking fees in the total revenue management system.…”

Section: Literature Reviewmentioning

confidence: 99%

Parking Fees and Revenue Management: A Case Study of Las Vegas Strip Resorts

Chen,

Schuckert

2020

Journal of Hospitality & Tourism Cases

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“…Service bundling has been a prevalent strategy in the tourism industry (Tanford, Erdem, & Baloglu, 2011), encompassing a broad spectrum of applications, such as hotels (Maier & Intrevado, 2018), IT-based platforms (Neidhardt & Werthner, 2018), or tourism recommender systems (Sertkan, Neidhardt, & Werthner, 2018). This preponderance is even more relevant these days, as people can design their desired combination of travel products by themselves.…”

mentioning

confidence: 99%

The Bundling Strategy: The One-Click Effect on Loss Aversion

Nicolau

Sellers

2019

Journal of Hospitality & Tourism Research

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This research aims to determine different levels of loss aversion in the context of price responsiveness and service bundling. Considering that nonlinearities in price responses may exist in a bundling strategy, this research tests the existence of different degrees of loss aversion, depending on whether an individual books one service independently of another (e.g., an airline ticket independently of accommodation) or as part of a bundle (e.g., a package that includes an airline ticket plus accommodation). We estimate a random parameter logit model. Empirical application shows that people who book a flight independently of accommodation are more loss averse than those who book a package that includes flight and accommodation. To explain this result, we propose the one-click effect so that people who find a price higher than expected (loss aversion) are more willing to accept it if the product is included in a bundle.

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Function space revenue management: A product bundling approach to hotel function space utilization

Cited by 7 publications

References 17 publications

Cross-Category Add-On Bundling: Impact of the Consumption Nature of Bundled Products on Discount Framing Effectiveness

Cross-Category Add-On Bundling: Impact of the Consumption Nature of Bundled Products on Discount Framing Effectiveness

Parking Fees and Revenue Management: A Case Study of Las Vegas Strip Resorts

The Bundling Strategy: The One-Click Effect on Loss Aversion

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