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The evolution of competitor data collection in the hotel industry and its application to revenue management and pricing

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  • Natalie Haynes

    (Sheffield Business School, Sheffield Hallam University)

Abstract

This article explores the move towards the collection and processing of hotel competitor set data since the late 1970s. It identifies a shift from using internal metrics to measure the revenue-generating capabilities of a hotel, such as performance against budget, to the use of large amounts of detailed competitor set data processed for hotels by third parties. It analyses the impacts of these changes on the way pricing and revenue decisions are made and suggests that the modern manager may have become over focussed on competitor data, potentially diverting the focus from hospitality-specific success factors such as customer service.

Suggested Citation

  • Natalie Haynes, 2016. "The evolution of competitor data collection in the hotel industry and its application to revenue management and pricing," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 15(3), pages 258-263, July.
    • Handle: RePEc:pal:jorapm:v:15:y:2016:i:3:d:10.1057_rpm.2016.7
    DOI: 10.1057/rpm.2016.7
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    References listed on IDEAS

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    1. Fred E. Williams, 1977. "Decision Theory and the Innkeeper: An Approach for Setting Hotel Reservation Policy," Interfaces, INFORMS, vol. 7(4), pages 18-30, August.
    2. Nigel Hemmington, 2007. "From Service to Experience: Understanding and Defining the Hospitality Business," The Service Industries Journal, Taylor & Francis Journals, vol. 27(6), pages 747-755, September.
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    Cited by:

    1. Claudio A. Piga & Graziano Abrate & Giampaolo Viglia & Francesca Canio, 2022. "How the hospitality industry reacts to COVID-19: structural, managerial and tactical factors," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 21(5), pages 503-516, October.
    2. Timothy Webb & Zvi Schwartz, 2017. "Revenue management analysis with competitive sets," Tourism Economics, , vol. 23(6), pages 1206-1219, September.

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