Managing hotels in the downturn: Smart revenue growth through pricing optimisation

Butscher, Stephan A.; Vidal, David; Dimier, Charles

doi:10.1057/rpm.2009.21

Cited by 18 publications

(15 citation statements)

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“…Butscher et al (2009) discuss the use of loyalty programs to build a solid market niche, particularly for properties that are not competing primarily on price. The ability to cross-sell, upsell, and bundle products and services leads to creative ways to offset slumping demand in the accommodations sector (Butscher et al (2009).…”

Section: Discussionmentioning

confidence: 99%

Forecasting Stock Exchange Opening with Foreign Stock Markets: Evidence from the NYSE and the SSE

Ye¹

2011

SSRN Journal

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AcknowledgementsThere is a great deal of work to coordinate and administer all of the activities of the Atlantic Schools of Business Conference. In particular, the coordination of activities from the call for papers to the acceptance process is very extensive. We would like to thank the many people involved to help us with this central aspect of the conference. Thanks to Ms. Amanda Strongman who took on the initiative and perseverance to automate the paper submission process using Easy Chair this year. The use of this tool provided many insights from an organizing perspective that were invaluable. We would also like to thank the track chairs (see next section for a track chair list) who provided timely and helpful feedback about how to improve the process and managed the review process for the papers submitted to their tracks. Their commitment to getting reviews for all papers and providing feedback to authors involved an immense amount of work which we are thankful they took on. Finally, we would like to thank all the reviewers who took the time to review papers in their area of expertise and offer constructive feedback to authors to help improve their work. This process relies on volunteers from across the region. We are grateful that the spirit of academic development and achievement is alive and well! Your contributions in this area make the ASB conference possible! Sincerely, Wendy R. Carroll Conference Chair Atlantic Schools of Business Executive Stream PageAccounting 1 Business Communications 13 Business History 50Finance 84 Human Resources and Industrial Relations 197 Information Systems 258 Management Education 307Marketing 323 Organizational Theory 384Strategy 430 ASB Conference 2011 Proceedings Accounting StreamUniversity of PEI IntroductionCorporate Social Responsibility (CSR) has received growing attention in the last several decades. Its impact dramatically reached the top echelons of the United Nations when UN Secretary-General Kofi Annan proposed The Global Compact at the World Economic Forum in Davos, Switzerland in 1999 (Bitanga and Bridwell, 2010). The Global Compact has grown to encompass more than 8,700 corporate participants and others stakeholders, including over 7,700 businesses in 130 countries around the world (United Nations Global Compact, 2011a).The UN Global Compact is a voluntary initiative that relies on public accountability, transparency, and enlightened corporate self-interest. The basic idea is that the voluntary involvement of companies in the areas of human rights, labor rights, environmental degradation, and anti-corruption can encourage private innovation and concern within these areas in a manner that regulation has been unable to adequately achieve, thereby hastening the emergence of a more sustainable and just future (Kell and Levin, 2002).The benefits for companies voluntarily affiliating with the UN Global Compact have been little documented from an empirical perspective. A survey by Cetindamar and Husoy (2007) documented the motivations of some firms for adherin...

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Section: Discussionmentioning

confidence: 99%

Forecasting Stock Exchange Opening with Foreign Stock Markets: Evidence from the NYSE and the SSE

Ye¹

2011

SSRN Journal

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“…Al mismo tiempo, es importante tener en cuenta que hay elementos que servirán para garantizar la consecución de las cuatro principales estrategias de pricing que Butscher et al (2009) establecen como primordiales: 1) Actuar sobre las tarifas para generar beneficio inmediato. 2) Definir estrategias claras de tarifas y diferenciarse a través de clases de tarifas.…”

Section: Sistema De Establecimiento De Precios (Pricing)unclassified

Gestión de precios en un sistema de Revenue Management hotelero en línea

Prats¹,

Julve²

2012

PASOS

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Resumen: La informatización de los sistemas de Revenue Management (RM) en el turismo es creciente en los últimos años, así como su utilización en empresas turísticas y su transformación hacia la gestión en línea. Aunque el sector hotelero parece ir a una velocidad de implementación de estos sistemas menor que otros sectores como el aéreo o el marítimo, las aplicaciones de RM aplicadas al sector hotelero también tienden a cumplir las tres premisas básicas: 1) que no sea estándar y pueda personalizarse, 2) que pueda aplicarse a todo tipo de hoteles e incluso a otros sistemas de alojamiento, y 3) que sirva para la fijación de precios que pueda relacionarse con sistemas en línea. Por este motivo el principal objetivo de este trabajo se basa en desarrollar un sistema de gestión de precios que cumpla las tres premisas básicas y además sea adaptable al entorno hotelero de venta en línea.Palabras clave: Fijación de precios; Revenue Management; Yield Management; Hotel; En línea; Gestión de precios. Title: Price Management in a hotel Revenue Management system onlineAbstract: The computerization of the Revenue Management (RM) systems in the tourism industry has increased in recent years, as well as their uses in tourism companies. Moreover, these systems turned into the on-line management. Although the hotel sector seems to drive a slower speed of implementation of these systems than other sectors like the aerial or the maritime, the applications of RM applied to the hotel sector tend to fulfill three basic premises, 1) not being standard and with a self-made structure, 2) that can applicable to all kind of hotels and even to other systems of accommodation, and 3) that can be used for the on-line price establishment. Due to this the main aim of this paper is based on developing a system of pricing management that fulfils these basic premises.

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“…The combination of growing room supply, shrinking demand for rooms and declining room rates led to an alarming drop in revenue per available room (Smith, 2008). Butscher et al (2009) also point out the effect of stagnant investment in the hotel business sector because of reduced capital for new projects or renovations. They suggest that most hotel companies have already cut their fixed costs as much as they could by deferring hotel infrastructure ownership to third parties and outsourcing aspects of everyday hotel management.…”

Section: Introductionmentioning

confidence: 99%

“…Hotels have experienced decreasing occupancy, average daily rates and revenue per available room. Recently, a wealth of research has focussed on revenue management and its role in the hospitality industry in economic crisis (Kimes, 2008;Butscher et al, 2009;Caudillo-Fuentes and Li, 2009;Garrow and Ferguson, 2009). There were, however, few studies about the holistic effect that the economic crisis had on revenue management practices.…”

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confidence: 99%

How economic crisis affects revenue management: the case of the Prague Hilton hotels

Gehrels

Blanar²

2013

Research in Hospitality Management

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Managing hotels in the downturn: Smart revenue growth through pricing optimisation

Cited by 18 publications

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Forecasting Stock Exchange Opening with Foreign Stock Markets: Evidence from the NYSE and the SSE

Forecasting Stock Exchange Opening with Foreign Stock Markets: Evidence from the NYSE and the SSE

Gestión de precios en un sistema de Revenue Management hotelero en línea

How economic crisis affects revenue management: the case of the Prague Hilton hotels

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