The development of the yield management (YM) conceptual model originated from studies carried out by the authors in Ireland and Australia, concerning effective yield management implementation in hospitality operations. Findings from both studies concurred. Education, training and the development of a yield‐oriented culture within an organisation are central to the implementation of a yield management system. Hospitality practitioners must then foster this culture by developing and implementing yield‐oriented strategic and tactical processes within an organisation. The model has provided the authors with a framework to further examine and evaluate the structure and processes involved in effective implementation. © 1998 John Wiley & Sons, Ltd.

The development of the yield management (YM) conceptual model originated from studiescarriedoutbytheauthorsinIrelandand Australia, concerning effective yield management implementation in hospitality operations. Findings from both studies concurred. Education, training and the developmentofayield-orientedculturewithin an organisation are central to the implementation of a yield management system. Hospitality practitioners must then foster this culture by developing and implementing yield-oriented strategic and tactical processes within an organisation. The model has provided the authors with a frameworkto further examineandevaluatethe structure and processes involved in effective implementation.