Revenue and yield management: a perspective article

Viglia, Giampaolo; Abrate, Graziano

doi:10.1108/tr-04-2019-0117

Cited by 12 publications

(13 citation statements)

References 28 publications

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“…These processes were related to quality, performance, consumer behavior, managing demand/supply, controlling cost, pricing strategy and financial forecasting software. Generally, RM training in hotels has a remarkable impact on the employee job environment and performance (Guillet and Chu, 2021; Viglia and Abrate, 2020). During downturns, hotels struggled to maintain a satisfactory level of demand.…”

Section: Resultsmentioning

confidence: 99%

“…The second part was designed to get the respondent’s perceptions of RM practices (six factors, 42 variables) based on a five-point Likert-type scale (5 = intensely used; 1 = intensely not used) to indicate the hotel proficiency level. It was developed based on valid scale measures of previous literature with some wording modifications to achieve the research purposes (Abrate and Viglia, 2016; Talón-Ballestero et al , 2014; Tu et al , 2018; Viglia and Abrate, 2020). The third part was designed to get the respondent’s perceptions of Covid-19 impact.…”

Section: Methodsmentioning

confidence: 99%

“…Hotel managers need a strategic tool to cope with the pandemic. Thus, RM practices are suitable for the hotel’s inventory controls and could maximize the overall profit (Viglia and Abrate, 2020). It is used to increase revenues and meet/satisfy customers’ needs.…”

Section: Introductionmentioning

confidence: 99%

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Implementing dynamic revenue management in hotels during Covid-19: value stream and wavelet coherence perspectives

Zaki

2022

IJCHM

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Purpose Practicing flexible revenue management (RM) at hotels during Covid-19 is essential. The well-performed hotels ponder how to transform the target from revenue to net profits. This paper aims, first, to develop a value stream mapping (VSM) model for a productive RM based on six key drivers: organizational culture, demand forecasting, dynamic distribution channels, competition breakdown, dynamic and customized pricing and daily reviewing, and, second, to examine the nexus between RM and hotel’s efficiency during Covid-19 using the wavelet analysis (WA) to visualize this relationship’s time and frequency-based lead–lag dynamics. Design/methodology/approach Using time-series data, a multiple case study of 31 luxury hotels in Egypt was applied based on semi-structured interviews and self-administered questionnaires. Findings The first phase results showed that consensus toward the RM framework was achieved, regardless of current challenges, indicating that RM managers and scholars could use it. In Phase 2, the WA confirmed a positive correlation and significant influence between Covid-19 and RM practices at most business cycle frequencies. Furthermore, overall high causal relationships between RM practices and hotel efficiency were discovered in the short and medium terms and through different occurrence cycles. Though, the dynamic pricing in the long term was apart from this relationship. The causal effects between Covid-19 and hotel efficiency are not observable in the long-run spectra, indicating that resilience efforts with Covid-19 perhaps mitigated the impact. Research limitations/implications Hotel managers could use the RM model developed from this study during the downturn to improve efficiency. The outcome may lead to the recovery of the hotel market and the whole economy. WA maps display possible directions for hotel managers to be more efficient based on the time and frequency domains. Originality/value This study shows opportunities for RM implementation during Covid-19 based on the VSM and the WA approaches in hotels.

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Section: Resultsmentioning

confidence: 99%

Section: Methodsmentioning

confidence: 99%

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Implementing dynamic revenue management in hotels during Covid-19: value stream and wavelet coherence perspectives

Zaki

2022

IJCHM

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“…The internet-enabled wider distribution and greater price transparency (O'Connor, 2020;Buhalis, 2020). Managing large numbers of online channels has become one of the most challenging tasks for revenue managers (Viglia and Abrate, 2020). Search engine ranking affect the competitiveness of hotels (Paraskevas et al, 2011).…”

Section: Past Perspective 75 Years Of Developments 1946-2020 Technology Evolution In Hospitalitymentioning

confidence: 99%

Hospitality technology progress towards intelligent buildings: a perspective article

Leung

2020

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Purpose The purpose of this study is to review the past technology in hotel and forecast the future direction of technology adoption in hotels. Design/methodology/approach Academic papers not only from hospitality journals but also from technology-related journals were collected and reviewed to propose the future hospitality technology development trends. Findings The hospitality software application has moved from local-based to server-based to Web-based to cloud-based platforms. Business data analysis methods have also undergone an evolution from descriptive analysis using historical data to predictive analysis by mining big data collected from the sensors and web-crawlers, which consolidates both commercial data and macro-environment data. Future hotel buildings could provide ambient management that responses to external environments automatically to provide an eco-friendly and cosy environment to hotel guests. Responsive building envelopes, façade systems and autonomous furniture will allow hotel managers to customised the function space layout according to customers’ needs and maximise unoccupied space utilisation. Originality/value Reviewed 75 years of IT evolution and forecast future hotel intelligent building with ambient intelligence to provide customizable, eco-friendly and cosy environment for hotel guests.

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“…Information technology competency and knowledge management, based on big data, generate the intelligence that is critical for the competitiveness of the hospitality industry (Jalilvand et al , 2019; Köseoglu et al , 2019; Mariani, 2019). This will increasingly drive revenue and yield management decisions making a direct contribution to profitability through dynamic pricing, personalised pricing and distribution channel management (Viglia and Abrate, 2019).…”

Section: Introductionmentioning

confidence: 99%

Dynamics of hotel website browsing activity: the power of informatics and data analytics

Chan¹,

Law

et al. 2020

IMDS

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PurposeThis paper aims to investigate the temporal dynamics of users browsing activity on a hotel website in order to derive effective marketing strategies and constantly improve website effectiveness. Users' activities on the hotel's website on yearly, monthly, daily and hourly basis are examined and compared, demonstrating the power of informatics and data analytics.Design/methodology/approachA total of 29,976 hourly Weblog files from 1 August 2014 to 31 December 2017 were collected from a luxury hotel in Hong Kong. ANOVA and post-hoc comparisons were used to analyse the data.FindingsUsers' browsing behaviours, particularly stickiness, on the hotel website differ on yearly, monthly, daily and weekly bases. Users' activities increased steadily from 2014 to 2016, but dropped in 2017. Users are most active from July to September, on weekdays, and from noon to evening time. The month-, day-, and hour-based behaviours changed through years. The analysis of big data determines strategic and operational management and marketing decision-making.Research limitations/implicationsUnderstanding the usage patterns of their websites allow organisations to make a range of strategic, marketing, pricing and distribution decisions to optimise their performance. Fluctuation of website usage and level of customer engagement have implications on customer support and services, as well as strategic partnership decisions.Originality/valueLeveraging the power of big data analytics, this paper adds to the existing literature by performing a comprehensive analysis on the temporal dynamics of users' online browsing behaviours.

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Revenue and yield management: a perspective article

Cited by 12 publications

References 28 publications

Implementing dynamic revenue management in hotels during Covid-19: value stream and wavelet coherence perspectives

Implementing dynamic revenue management in hotels during Covid-19: value stream and wavelet coherence perspectives

Hospitality technology progress towards intelligent buildings: a perspective article

Dynamics of hotel website browsing activity: the power of informatics and data analytics

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