IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v63y2010i5p519-527.html
   My bibliography  Save this article

Technology revenue management system for customer groups in hotels

Author

Listed:
  • Guadix, José
  • Cortés, Pablo
  • Onieva, Luis
  • Muñuzuri, Jesús

Abstract

This paper discusses revenue management; a technique that focuses on decision making that will maximize profit from the sale of perishable inventory units. New technologies management plays an important role in the development of revenue management techniques. Each new advancement in technology management leads to more sophisticated revenue business capabilities. Today decision support revenue management systems and technologies management are crucial factors for the success of businesses in service industries. This paper addresses the specific case of customer groups in hotels. This paper introduces a new decision support system that sets the revenue maximization criteria for a hotel. The aforementioned system includes a set of demand forecasting methods for customers and addresses a general case considering individual guests and customer groups. The system also incorporates deterministic and stochastic mathematical programming models that help to make the best decisions. The actual revenue depends upon which reservation system the hotel uses. A simulation engine makes a comparison between different heuristics of room inventory control: the results include performance indexes such as occupancy rate, efficiency rate, and yield; it compares results and chooses one of them. The system proves its suitability for actual cases by testing against actual data and thus becoming an innovative and efficient tool in the management of hotels' reservation systems.

Suggested Citation

  • Guadix, José & Cortés, Pablo & Onieva, Luis & Muñuzuri, Jesús, 2010. "Technology revenue management system for customer groups in hotels," Journal of Business Research, Elsevier, vol. 63(5), pages 519-527, May.
    • Handle: RePEc:eee:jbrese:v:63:y:2010:i:5:p:519-527
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(09)00114-3
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Barry C. Smith & John F. Leimkuhler & Ross M. Darrow, 1992. "Yield Management at American Airlines," Interfaces, INFORMS, vol. 22(1), pages 8-31, February.
    2. Gabriel R. Bitran & Stephen M. Gilbert, 1996. "Managing Hotel Reservations with Uncertain Arrivals," Operations Research, INFORMS, vol. 44(1), pages 35-49, February.
    3. Bodily, S. E. & Weatherford, L. R., 1995. "Perishable-asset revenue management: Generic and multiple-price yield management with diversion," Omega, Elsevier, vol. 23(2), pages 173-185, April.
    4. Joaquín Guzmán & Pilar Moreno & Pilar Tejada, 2008. "The tourism SMEs in the global value chains: the case of Andalusia," Service Business, Springer;Pan-Pacific Business Association, vol. 2(3), pages 187-202, September.
    5. de Boer, Sanne V. & Freling, Richard & Piersma, Nanda, 2002. "Mathematical programming for network revenue management revisited," European Journal of Operational Research, Elsevier, vol. 137(1), pages 72-92, February.
    6. Wen-Chyuan Chiang & Jason C.H. Chen & Xiaojing Xu, 2007. "An overview of research on revenue management: current issues and future research," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 1(1), pages 97-128.
    7. Gabriel R. Bitran & Susana V. Mondschein, 1995. "An Application of Yield Management to the Hotel Industry Considering Multiple Day Stays," Operations Research, INFORMS, vol. 43(3), pages 427-443, June.
    8. Jeffrey I. McGill & Garrett J. van Ryzin, 1999. "Revenue Management: Research Overview and Prospects," Transportation Science, INFORMS, vol. 33(2), pages 233-256, May.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Aldric Vives & Marta Jacob, 2021. "Dynamic pricing in different Spanish resort hotels," Tourism Economics, , vol. 27(2), pages 398-411, March.
    2. Selmi, Noureddine & Chaney, Damien, 2018. "A measure of revenue management orientation and its mediating role in the relationship between market orientation and performance," Journal of Business Research, Elsevier, vol. 89(C), pages 99-109.
    3. Aydin, N. & Birbil, S.I., 2018. "Decomposition methods for dynamic room allocation in hotel revenue management," European Journal of Operational Research, Elsevier, vol. 271(1), pages 179-192.
    4. Lazov, Igor, 2017. "Profit management of car rental companies," European Journal of Operational Research, Elsevier, vol. 258(1), pages 307-314.
    5. Ziad Alrawadieh & Zaid Alrawadieh & Gurel Cetin, 2021. "Digital transformation and revenue management: Evidence from the hotel industry," Tourism Economics, , vol. 27(2), pages 328-345, March.
    6. Sahut, Jean-Michel & Hikkerova, Lubica & Pupion, Pierre-Charles, 2016. "Perceived unfairness of prices resulting from yield management practices in hotels," Journal of Business Research, Elsevier, vol. 69(11), pages 4901-4906.
    7. Stanislav H. Ivanov, 2015. "Optimal Overbooking Limits for a Hotel with Three Room Types and with Upgrade and dOwngrade Constraints," Tourism Economics, , vol. 21(1), pages 223-240, February.
    8. Kuo, Andrew & Rice, Dan Hamilton & Fennell, Patrick, 2016. "How fitting! The influence of fence-context fit on price discrimination fairness," Journal of Business Research, Elsevier, vol. 69(8), pages 2634-2640.
    9. TILEAGA Cosmin & OPRISAN Oana, 2018. "The Importance Of Selling Techniques In The Tourism Industry," Revista Economica, Lucian Blaga University of Sibiu, Faculty of Economic Sciences, vol. 70(2), pages 142-152, August.
    10. Yunmei Bai & Chun-Hung Tang, 2021. "Determining the optimal group rate in the hotel industry," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 20(4), pages 446-456, August.
    11. Malasevska, Iveta & Haugom, Erik, 2018. "Optimal prices for alpine ski passes," Tourism Management, Elsevier, vol. 64(C), pages 291-302.
    12. Aldric Vives & Marta Jacob & Marga Payeras, 2018. "Revenue management and price optimization techniques in the hotel sector," Tourism Economics, , vol. 24(6), pages 720-752, September.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Syed Asif Raza & Rafi Ashrafi & Ali Akgunduz, 2020. "A bibliometric analysis of revenue management in airline industry," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 19(6), pages 436-465, December.
    2. Gabriel Bitran & René Caldentey, 2003. "An Overview of Pricing Models for Revenue Management," Manufacturing & Service Operations Management, INFORMS, vol. 5(3), pages 203-229, August.
    3. Jeffrey I. McGill & Garrett J. van Ryzin, 1999. "Revenue Management: Research Overview and Prospects," Transportation Science, INFORMS, vol. 33(2), pages 233-256, May.
    4. Valerio Lacagnina & Davide Provenzano, 2016. "An integrated fuzzy-stochastic model for revenue management," Tourism Economics, , vol. 22(4), pages 779-792, August.
    5. Zhe Yuan & Haoxuan Xu & Yeming (Yale) Gong & Chengbin Chu & Jinlong Zhang, 2017. "Designing public storage warehouses with high demand for revenue maximisation," International Journal of Production Research, Taylor & Francis Journals, vol. 55(13), pages 3686-3700, July.
    6. Oleg Shcherbina & Elena Shembeleva, 2014. "Modeling recreational systems using optimization techniques and information technologies," Annals of Operations Research, Springer, vol. 221(1), pages 309-329, October.
    7. Ma, Jie & Tse, Ying Kei & Wang, Xiaojun & Zhang, Minhao, 2019. "Examining customer perception and behaviour through social media research – An empirical study of the United Airlines overbooking crisis," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 127(C), pages 192-205.
    8. E. Andrew Boyd & Ioana C. Bilegan, 2003. "Revenue Management and E-Commerce," Management Science, INFORMS, vol. 49(10), pages 1363-1386, October.
    9. Thomas Spengler & Stefan Rehkopf, 2005. "Revenue Management Konzepte zur Entscheidungsunterstützung bei der Annahme von Kundenaufträgen," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 16(2), pages 123-146, June.
    10. Nicolas Houy & François Le Grand, 2015. "The Monte Carlo first-come-first-served heuristic for network revenue management," Working Papers halshs-01155698, HAL.
    11. J Pinder, 2005. "Using revenue management to improve pricing and capacity management in programme management," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 56(1), pages 75-87, January.
    12. Cynthia Barnhart & Peter Belobaba & Amedeo R. Odoni, 2003. "Applications of Operations Research in the Air Transport Industry," Transportation Science, INFORMS, vol. 37(4), pages 368-391, November.
    13. Chen, Jing & Wang, Jian & Bell, Peter C., 2014. "Lease expiration management for a single lease term in the apartment industry," European Journal of Operational Research, Elsevier, vol. 238(1), pages 233-244.
    14. Hans Buhl & Robert Klein & Johannes Kolb & Andrea Landherr, 2011. "CR 2 M—an approach for capacity control considering long-term effects on the value of a customer for the company," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 22(2), pages 187-204, December.
    15. Pak, K. & Dekker, R. & Kindervater, G.A.P., 2003. "Airline Revenue Management with Shifting Capacity," Econometric Institute Research Papers ERS-2003-091-LIS, Erasmus University Rotterdam, Erasmus School of Economics (ESE), Econometric Institute.
    16. Nicolas Houy & François Le Grand, 2015. "Financing and advising with (over)confident entrepreneurs : an experimental investigation," Working Papers 1514, Groupe d'Analyse et de Théorie Economique Lyon St-Étienne (GATE Lyon St-Étienne), Université de Lyon.
    17. Kimms, Alf & Çetiner, Demet, 2012. "Approximate nucleolus-based revenue sharing in airline alliances," European Journal of Operational Research, Elsevier, vol. 220(2), pages 510-521.
    18. Peter C. Bell & Jing Chen, 2017. "Close integration of pricing and supply chain decisions has strategic as well as operations level benefits," Annals of Operations Research, Springer, vol. 257(1), pages 77-93, October.
    19. Suresh K. Nair & Ravi Bapna, 2001. "An application of yield management for Internet Service Providers," Naval Research Logistics (NRL), John Wiley & Sons, vol. 48(5), pages 348-362, August.
    20. Itir Karaesmen & Garrett van Ryzin, 2004. "Overbooking with Substitutable Inventory Classes," Operations Research, INFORMS, vol. 52(1), pages 83-104, February.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:63:y:2010:i:5:p:519-527. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.