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An examination of popular pricing and price framing techniques in the hospitality industry and directions for future research

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  • Anna S. Mattila
  • Yixing (Lisa) Gao

Abstract

Pricing in the hospitality industry is significantly different from pricing in the traditional consumer goods market. This paper focuses on price framing and customer reactions to different price presentation formats. Specifically, we highlight seven types of pricing strategies that are commonly used in the hospitality industry, namely price endings/odd pricing, discounts framing, best available rate (BAR), package/bundling, participative pricing strategy such as name-your-own-price (NYOP) and pay-what-you-want (PWYW), and flash deals/daily deals. We offer several propositions that might sparkle interest among hospitality researchers.

Suggested Citation

  • Anna S. Mattila & Yixing (Lisa) Gao, 2016. "An examination of popular pricing and price framing techniques in the hospitality industry and directions for future research," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 9(2/3), pages 175-185.
    • Handle: RePEc:ids:ijrevm:v:9:y:2016:i:2/3:p:175-185
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    Cited by:

    1. Diyana Boteva, 2022. "Price and Distribution Policy of Seaside Holiday Hotels on the Bulgarian Black Sea Coast in the Conditions of the COVID Crisis," Izvestia Journal of the Union of Scientists - Varna. Economic Sciences Series, Union of Scientists - Varna, Economic Sciences Section, vol. 11(1), pages 102-111, April.
    2. 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.

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