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Adopting revenue management strategies and data sharing to cope with crises

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  • Viglia, Giampaolo
  • De Canio, Francesca
  • Stoppani, Anna
  • Invernizzi, Anna Chiara
  • Cerutti, Stefania

Abstract

Within a context of a continuous and unpredictable crisis, operators need to adapt their strategies to maximize revenues. This article explores, through a mixed-method approach, how hoteliers re-arranged their supply management strategies during the crisis. Structured interviews show that the adoption of disruptive and dynamic strategies and the collaboration with different stakeholders are key factors for resilience. To investigate the collaboration trait, we conducted a field experiment with 134 hoteliers. Our results reveal that, with the presence of a significant quota of data disclosure, hoteliers will share their data as they feel a perceived benefit, which activates their contextual reciprocity. These findings support the implementation of successful collaboration strategies for revenue maximization.

Suggested Citation

  • Viglia, Giampaolo & De Canio, Francesca & Stoppani, Anna & Invernizzi, Anna Chiara & Cerutti, Stefania, 2021. "Adopting revenue management strategies and data sharing to cope with crises," Journal of Business Research, Elsevier, vol. 137(C), pages 336-344.
    • Handle: RePEc:eee:jbrese:v:137:y:2021:i:c:p:336-344
    DOI: 10.1016/j.jbusres.2021.08.049
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    2. Guizzardi, Andrea & Ballestra, Luca Vincenzo & D'Innocenzo, Enzo, 2022. "Hotel dynamic pricing, stochastic demand and covid-19," Annals of Tourism Research, Elsevier, vol. 97(C).
    3. Matsuoka, Kohsuke, 2022. "Effects of revenue management on perceived value, customer satisfaction, and customer loyalty," Journal of Business Research, Elsevier, vol. 148(C), pages 131-148.
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    5. Francesca Canio & Elisa Martinelli & Giampaolo Viglia, 2023. "Reopening after the pandemic: leveraging the destination image to offset the negative effects of perceived risk," Italian Journal of Marketing, Springer, vol. 2023(2), pages 99-118, June.

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