IDEAS home Printed from https://ideas.repec.org/a/sae/toueco/v30y2024i4p813-843.html
   My bibliography  Save this article

Exploring the impact of hotel attributes and services on price and revenue: A hedonic pricing model approach with a focus on internal and external segmentation and repeat customers

Author

Listed:
  • Aldric Vives
  • Liudmila Ostrovskaya

Abstract

Hedonic pricing (HP) models are widely used to capture the price heterogeneity of hotel attributes and complementary services. This study uses a broad-ranging database with information about 11 hotels, located in the same Majorcan (Spain) coastal town, to identify the main attributes, complementary services and guest characteristics that affect hotel pricing, hotel revenue (RevPAR) and repeat stays. The results found that, aside from the main sources of price variability, such as accommodation type, location and season, other hotel attributes/services were found to influence these dependent variables: refurbishments, room type, occupancy level, number of stars, clients’ online ratings and the specific hotel. Attributes/services did not have a homogeneous effect on the three types of models estimated, as some attributes increased prices without increasing RevPAR or number of repeat stays.

Suggested Citation

  • Aldric Vives & Liudmila Ostrovskaya, 2024. "Exploring the impact of hotel attributes and services on price and revenue: A hedonic pricing model approach with a focus on internal and external segmentation and repeat customers," Tourism Economics, , vol. 30(4), pages 813-843, June.
    • Handle: RePEc:sae:toueco:v:30:y:2024:i:4:p:813-843
    DOI: 10.1177/13548166231200373
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/13548166231200373
    Download Restriction: no
    File URL: https://libkey.io/10.1177/13548166231200373?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
    ---><---

    References listed on IDEAS

    as
    1. Balaguer, Jacint & Pernías, José C., 2013. "Relationship between spatial agglomeration and hotel prices. Evidence from business and tourism consumers," Tourism Management, Elsevier, vol. 36(C), pages 391-400.
    2. Kim, Jinwon & Jang, Seongsoo & Kang, Sanghoon & Kim, SeungHyun (James), 2020. "Why are hotel room prices different? Exploring spatially varying relationships between room price and hotel attributes," Journal of Business Research, Elsevier, vol. 107(C), pages 118-129.
    3. Ibrahim Mohammed & Basak Denizci Guillet & Rob Law & Wassiuw Abdul Rahaman, 2021. "Predicting the direction of dynamic price adjustment in the Hong Kong hotel industry," Tourism Economics, , vol. 27(2), pages 346-364, March.
    4. P.M. Aguiló & J. Alegre & A. Riera, 2001. "Determinants of the Price of German Tourist Packages on the Island of Mallorca," Tourism Economics, , vol. 7(1), pages 59-74, March.
    5. Andreas Papatheodorou, 2002. "Exploring Competitiveness in Mediterranean Resorts," Tourism Economics, , vol. 8(2), pages 133-150, June.
    6. Ching-Fu Chen & R. Rothschild, 2010. "An Application of Hedonic Pricing Analysis to the Case of Hotel Rooms in Taipei," Tourism Economics, , vol. 16(3), pages 685-694, September.
    7. Eugeni Aguiló & Joaquín Alegre & Maria Sard, 2003. "Examining the Market Structure of the German and UK Tour Operating Industries through an Analysis of Package Holiday Prices," Tourism Economics, , vol. 9(3), pages 255-278, September.
    8. Catalina Juaneda & Josep Maria Raya & Francesc Sastre, 2011. "Pricing the Time and Location of a Stay at a Hotel or Apartment," Tourism Economics, , vol. 17(2), pages 321-338, April.
    9. Abrate, Graziano & Capriello, Antonella & Fraquelli, Giovanni, 2011. "When quality signals talk: Evidence from the Turin hotel industry," Tourism Management, Elsevier, vol. 32(4), pages 912-921.
    10. J.M. Espinet & M. Saez & G. Coenders & M. FluviÃ, 2003. "Effect on Prices of the Attributes of Holiday Hotels: A Hedonic Prices Approach," Tourism Economics, , vol. 9(2), pages 165-177, June.
    11. Abrate, Graziano & Viglia, Giampaolo, 2016. "Strategic and tactical price decisions in hotel revenue management," Tourism Management, Elsevier, vol. 55(C), pages 123-132.
    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.
    Full references (including those not matched with items on IDEAS)

    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. Loïc Lévi & Jean Jacques Nowak & Sylvain Petit & Hakim Hammadou, 2022. "Industrial legacy and hotel pricing: An application of spatial hedonic pricing analysis in Nord-Pas-de-Calais, France," Tourism Economics, , vol. 28(4), pages 870-898, June.
    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.
    3. de la Peña, Mario Raúl & Núñez-Serrano, Juan A. & Turrión, Jaime & Velázquez, Francisco J., 2016. "Are innovations relevant for consumers in the hospitality industry? A hedonic approach for Cuban hotels," Tourism Management, Elsevier, vol. 55(C), pages 184-196.
    4. 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.
    5. 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.
    6. Abrate, Graziano & Viglia, Giampaolo, 2016. "Strategic and tactical price decisions in hotel revenue management," Tourism Management, Elsevier, vol. 55(C), pages 123-132.
    7. Alegre, Joaquín & Cladera, Magdalena & Sard, Maria, 2013. "Tourist areas: Examining the effects of location attributes on tour-operator package holiday prices," Tourism Management, Elsevier, vol. 38(C), pages 131-141.
    8. Insu Hong & Changsok Yoo, 2020. "Analyzing Spatial Variance of Airbnb Pricing Determinants Using Multiscale GWR Approach," Sustainability, MDPI, vol. 12(11), pages 1-18, June.
    9. Evangelinos, Christos & Obermeyer, Andy & Bartel, Aaron, 2020. "The individual monetary valuation of online hotel ratings," IU Discussion Papers - Hospitality, Tourism & Event 3/2020, IU International University of Applied Sciences.
    10. Luigino Baldassin & Massimo Gallo & Elena Mattevi, 2017. "Tourism in European cities," Tourism Economics, , vol. 23(1), pages 3-28, February.
    11. Abrate, Graziano & Capriello, Antonella & Fraquelli, Giovanni, 2011. "When quality signals talk: Evidence from the Turin hotel industry," Tourism Management, Elsevier, vol. 32(4), pages 912-921.
    12. Fleischer, Aliza, 2012. "A room with a view—A valuation of the Mediterranean Sea view," Tourism Management, Elsevier, vol. 33(3), pages 598-602.
    13. Aliza Fleischer, 2012. "A Room with a View — A Valuation of the Mediterranean Sea View," ERSA conference papers ersa12p144, European Regional Science Association.
    14. de Oliveira Santos, Glauber Eduardo, 2016. "Worldwide hedonic prices of subjective characteristics of hostels," Tourism Management, Elsevier, vol. 52(C), pages 451-454.
    15. Yang, Yang & Mueller, Noah J. & Croes, Robertico R., 2016. "Market accessibility and hotel prices in the Caribbean: The moderating effect of quality-signaling factors," Tourism Management, Elsevier, vol. 56(C), pages 40-51.
    16. Ante Mandić & Elza Jurun, 2018. "The Determinants of Small and Family Owned Hotel Room Rates," International Journal of Business and Economic Sciences Applied Research (IJBESAR), International Hellenic University (IHU), Kavala Campus, Greece (formerly Eastern Macedonia and Thrace Institute of Technology - EMaTTech), vol. 11(2), pages 17-22, September.
    17. Hakim Hammadou & Lévi Loïc & Jean Jacques Nowak & Sylvain Petit, 2018. "The prices of public goods and public bads for hotel rooms in Nord-Pas de Calais, France," Working Papers hal-01831534, HAL.
    18. Alegre, Joaquín & Sard, Maria, 2015. "When demand drops and prices rise. Tourist packages in the Balearic Islands during the economic crisis," Tourism Management, Elsevier, vol. 46(C), pages 375-385.
    19. Yifei Jiang & Honglei Zhang & Xianting Cao & Ge Wei & Yang Yang, 2023. "How to better incorporate geographic variation in Airbnb price modeling?," Tourism Economics, , vol. 29(5), pages 1181-1203, August.
    20. Christos Evangelinos & Stefan Tscharaktschiew, 2021. "The Valuation of Aesthetic Preferences and Consequences for Urban Transport Infrastructures," Sustainability, MDPI, vol. 13(9), pages 1-17, April.

    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:sae:toueco:v:30:y:2024:i:4:p:813-843. 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: SAGE Publications (email available below). General contact details of provider: .

    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.