Yield management — a model for implementation

Abstract

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.

Yield Management in the French hotel business: An assessment of the importance of the human factor

“…However, in order for YM to generate a real increase in earnings it has to be understood, learned, and above all accepted by every member of the organization (Farell and Whelan-Ryan, 1998). Poor communication between the various operating departments, a lack of understanding of YM's principles, or resistance to implementing these techniques can lead to a substantial opportunity cost.…”