a linear programming model has been presented for finding an appropriate planning in order to maximize hotel revenue. in this model, a special planning horizon has been considered that includes several busy days of a year. there are several reservation periods that may start a few months earlier. each period of reservation may have different prices and so result different incomes. hotel custome...

A test of nonfinancial measures used as part of a management-incentive program by a U.S.-based, full-service hotel chain found that improvements in the nonfinancial measures were followed shortly by increases in revenue and profit. The two nonfinancial measures are customer satisfaction as measured by guests’ comment card indications of likelihood to return and level of complaints. The lag betw...

The concepts of customer relationship management (CRM) and revenue management (RevM) have been embraced by managers in the hospitality industry although, in practice, companies may find it difficult to accommodate both fully. This paper examines the compatibility between the two practices and discusses the possible management conflicts that occur from both account managers’ and revenue managers...

Owning to similar business nature, it should be possible to directly migrate successful airline revenue management techniques to the hotel domain. However, one of the salient di0erences between airlines and hotels is rarely highlighted—the network structure of length of stay or the displacement e0ect. The hotel patrons go from a 4rst stay-over night to a last stay-over night in consecutive nigh...

a r t i c l e i n f o Keywords: Key account management Revenue management Customer relationship management Customer value Service industries Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper addresses this neglected area of study in the mar...

Smart Revenue Management (SRM) is a project which aims the development of smart automatic techniques for an efficient optimization of occupancy and rates of hotel accommodations, commonly referred to, as Revenue Management. To get the best revenues, the hotel managers must have access to actual and reliable information about the competitive set of the hotels they manage, in order to anticipate ...

The purpose of this paper is to introduce hotel managers and hospitality educators to room revenue analysis method that is based on statistical indices. A paper presents a theoretical example of a room pricing and shows how changes in a total room contribution margin can be attributed to one of three changes: (a) changes in contribution margins for a hotel room with a specific rate, (b) changes...