Title:
Revenue Management Performance Drivers: An Empirical Analysis in the Hotel Industry

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dc.contributor.advisor Stratman, Jeff
dc.contributor.advisor Ferguson, Mark E.
dc.contributor.advisor Ghosh, Soumen
dc.contributor.author Crystal, Carolyn Roberts en_US
dc.contributor.committeeMember van Ittersum, Koert
dc.contributor.committeeMember Garrow, Laurie
dc.contributor.department Management en_US
dc.date.accessioned 2007-08-16T17:58:47Z
dc.date.available 2007-08-16T17:58:47Z
dc.date.issued 2007-06-22 en_US
dc.description.abstract Revenue Management (RM) is an important tool for matching supply and demand by segmenting customers into different segments based on their willingness-to-pay and allocating scarce capacity to the different segments in a way that maximizes firm revenues. The benefits of RM are well accepted in the hospitality industry, and the technical aspects of RM form a rich analytical research stream. However, the research is missing a holistic examination of important elements of effective RM. The literature shows that market segmentation, pricing, forecasting, capacity allocation, IT use, organizational focus, aligned incentives, organizational structure, and education and training contribute to effective RM. We group these elements into two concepts: RM technical capability and RM social support capability and propose that these nine elements positively impact RM performance. We develop scales to measure our constructs and collect responses in the hotel industry. Our survey yields interesting results. In line with expectations, we find evidence that forecasting and organizational focus positively impact RM performance. On the other hand, the results show evidence that improved organizational structure negatively impacts RM performance. We provide a few explanations for this non-intuitive result and proposals for future research. en_US
dc.description.degree Ph.D. en_US
dc.identifier.uri http://hdl.handle.net/1853/16302
dc.publisher Georgia Institute of Technology en_US
dc.subject MNLM en_US
dc.subject Social support en_US
dc.subject Hotels en_US
dc.subject Empirical en_US
dc.subject Revenue management en_US
dc.title Revenue Management Performance Drivers: An Empirical Analysis in the Hotel Industry en_US
dc.type Text
dc.type.genre Dissertation
dspace.entity.type Publication
local.contributor.advisor Ghosh, Soumen
local.contributor.corporatename Scheller College of Business
relation.isAdvisorOfPublication 9d40e56d-3a60-45e2-b8ae-deb96de6ad3d
relation.isOrgUnitOfPublication a2f83831-ae41-4d65-82ff-c8bf95db4ffb
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