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A measure of revenue management orientation and its mediating role in the relationship between market orientation and performance

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  • Selmi, Noureddine
  • Chaney, Damien

Abstract

This research conceptualizes revenue management as a specific strategic orientation—that is, the belief, and the processes that guide this belief, that revenue management leads to greater performance. As a first step, we propose REMANOR, a two-dimensional measure of revenue management orientation (RMO). Then, we investigate the impact of RMO on firm performance in the French hotel industry. The results show that RMO plays a mediating role in the relationship between market orientation and performance. The article also highlights the moderating role of customers' acceptance of revenue management practices on the RMO-performance relationship. The article concludes with the theoretical and managerial implications of the research.

Suggested Citation

  • Selmi, Noureddine & Chaney, Damien, 2018. "A measure of revenue management orientation and its mediating role in the relationship between market orientation and performance," Journal of Business Research, Elsevier, vol. 89(C), pages 99-109.
    • Handle: RePEc:eee:jbrese:v:89:y:2018:i:c:p:99-109
    DOI: 10.1016/j.jbusres.2018.04.008
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