IDEAS home Printed from https://ideas.repec.org/a/inm/orinte/v40y2010i1p47-57.html
   My bibliography  Save this article

Marriott International Increases Revenue by Implementing a Group Pricing Optimizer

Author

Listed:
  • Sharon Hormby

    (Marriott International, Inc., Bethesda, Maryland 20817)

  • Julia Morrison

    (Marriott International, Inc., Bethesda, Maryland 20817)

  • Prashant Dave

    (Marriott International, Inc., Bethesda, Maryland 20817)

  • Michele Meyers

    (Marriott International, Inc., Bethesda, Maryland 20817)

  • Tim Tenca

    (Marriott International, Inc., Bethesda, Maryland 20817)

Abstract

Marriott International's Group Pricing Optimizer (GPO), a decision support system, provides guidance to Marriott personnel on pricing hotel rooms for group customers. GPO uses demand segmentation, price-elasticity modeling, and optimization techniques to recommend an optimal rate. In operation since late 2006, the system has improved Marriott's hotel profitability and enhanced the sales process for both sales managers and customers.

Suggested Citation

  • Sharon Hormby & Julia Morrison & Prashant Dave & Michele Meyers & Tim Tenca, 2010. "Marriott International Increases Revenue by Implementing a Group Pricing Optimizer," Interfaces, INFORMS, vol. 40(1), pages 47-57, February.
    • Handle: RePEc:inm:orinte:v:40:y:2010:i:1:p:47-57
    DOI: 10.1287/inte.1090.0482
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1287/inte.1090.0482
    Download Restriction: no
    File URL: https://libkey.io/10.1287/inte.1090.0482?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Citations

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


    Cited by:

    1. Huashuai Qu & Ilya O. Ryzhov & Michael C. Fu & Eric Bergerson & Megan Kurka & Ludek Kopacek, 2020. "Learning Demand Curves in B2B Pricing: A New Framework and Case Study," Production and Operations Management, Production and Operations Management Society, vol. 29(5), pages 1287-1306, May.
    2. Justin Beck & John Harvey & Kristina Kaylen & Corrado Sala & Melinda Urban & Peter Vermeulen & Norman Wilken & Wei Xie & Dan Iliescu & Pratik Mital, 2021. "Carnival Optimizes Revenue and Inventory Across Heterogenous Cruise Line Brands," Interfaces, INFORMS, vol. 51(1), pages 26-41, February.
    3. Martin Petricek & Stepan Chalupa & Karel Chadt, 2020. "Identification of Consumer Behavior Based on Price Elasticity: A Case Study of the Prague Market of Accommodation Services," Sustainability, MDPI, vol. 12(22), pages 1-14, November.
    4. 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.
    5. Aldric Vives & Marta Jacob & Eugeni Aguiló, 2019. "Online hotel demand model and own-price elasticities: An empirical application in a mature resort destination," Tourism Economics, , vol. 25(5), pages 670-694, August.
    6. Breffni M Noone, 2016. "Pricing for hotel revenue management: Evolution in an era of price transparency," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 15(3), pages 264-269, July.
    7. Larissa Koupriouchina & Jean-Pierre van der Rest & Zvi Schwartz, 2023. "Judgmental Adjustments of Algorithmic Hotel Occupancy Forecasts: Does User Override Frequency Impact Accuracy at Different Time Horizons?," Tourism Economics, , vol. 29(8), pages 2143-2164, December.
    8. 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.

    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:inm:orinte:v:40:y:2010:i:1:p:47-57. 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.

    We have no bibliographic references for this item. You can help adding them by using 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: Chris Asher (email available below). General contact details of provider: https://edirc.repec.org/data/inforea.html .

    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.