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The emerging trend of hotel total revenue management

Author

Listed:
  • Chuyi Zheng

    (Ryerson University)

  • Gabor Forgacs

    (Ryerson University)

Abstract

Total hotel revenue management has emerged in the hotel industry as a next stage in the evolution of revenue management. By integrating several revenue streams including food and beverage, function space, catering, spa, retail, golf, and others with room revenue management, total revenue management enables hotels to achieve their goal in maximizing revenue in highly competitive markets. This study investigates the practices of hotel revenue management and discusses several future trends of total revenue management. In-depth interviews were conducted with 12 revenue professionals. Current issues and challenges in hotel revenue management are discussed and recommendations are offered.

Suggested Citation

  • Chuyi Zheng & Gabor Forgacs, 2017. "The emerging trend of hotel total revenue management," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 16(3), pages 238-245, June.
    • Handle: RePEc:pal:jorapm:v:16:y:2017:i:3:d:10.1057_s41272-016-0057-x
    DOI: 10.1057/s41272-016-0057-x
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    Citations

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    Cited by:

    1. Michael Murimi & Billy Wadongo & Tom Olielo, 2021. "Determinants of revenue management practices and their impacts on the financial performance of hotels in Kenya: a proposed theoretical framework," Future Business Journal, Springer, vol. 7(1), pages 1-7, December.
    2. Henri Kuokkanen & Frederic Bouchon, 2021. "When team play matters: Building revenue management in tourism destinations," Tourism Economics, , vol. 27(2), pages 379-397, March.
    3. Mantin, Benny & Rubin, Eran, 2018. "Price volatility and market performance measures: The case of revenue managed goods," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 120(C), pages 35-50.
    4. Mehmet Altin, 2021. "Does resource-based view explain outsourcing intention: Revenue management perspective," Tourism Economics, , vol. 27(2), pages 292-306, March.

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