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Pricing strategies for perishable products: the case of Vienna and the hotel reservation system

  • Jörg Schütze


Consider a retailer who sells perishable products for which there is uncertain demand. Yield management with dynamic pricing is a standard practice that firms use for revenue management. For perishable products, recent analysis has focused on the distribution of flight capacity, referred to as ticket sales. Other non- storable, non-transportable, immaterial hospitality products include hotel capacity. The article discusses the extent to which hotel pricing strategies vary within the internet distribution system This study focuses on the distribution of hotel rooms available for booking on the internet for Vienna and gives an outlook to Euroland capitals. The main research interests are the underlying pricing models and the setting of the end price. Data was taken from, which is the most important specialist for hotel room internet distribution in Germany according to recent studies by KMPG and others. The results include the identification of different pricing strategy clusters with regard to hotel category and hotel availability over a 22-day period for Vienna and one city from all Euroland countries (the capitals were studied for all cases except for the Netherlands, for which data was collected for Amsterdam). The study took the arrival days Mondays, Tuesdays, Wednesdays and Thursdays into account, and used data for all these days from the 11th of July, 2005, to the 10th of October, 2005, for Vienna, and the first and the last of these dates as a comparison base for the other Euroland cities. Copyright Springer-Verlag 2008

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Article provided by Springer in its journal Central European Journal of Operations Research.

Volume (Year): 16 (2008)
Issue (Month): 1 (March)
Pages: 43-66

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Handle: RePEc:spr:cejnor:v:16:y:2008:i:1:p:43-66
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  1. Guillermo Gallego & Garrett van Ryzin, 1994. "Optimal Dynamic Pricing of Inventories with Stochastic Demand over Finite Horizons," Management Science, INFORMS, vol. 40(8), pages 999-1020, August.
  2. Wen Zhao & Yu-Sheng Zheng, 2000. "Optimal Dynamic Pricing for Perishable Assets with Nonhomogeneous Demand," Management Science, INFORMS, vol. 46(3), pages 375-388, March.
  3. Goldman, P. & Freling, R. & Pak, K. & Piersma, N., 2001. "Models and Techniques for Hotel Revenue Management Using a Roling Horizon," ERIM Report Series Research in Management ERS-2001-80-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  4. Goldman, P. & Freling, R. & Pak, K. & Piersma, N., 2001. "Models and techniques for hotel revenue management using a rolling horizon," Econometric Institute Research Papers EI 2001-46, Erasmus University Rotterdam, Erasmus School of Economics (ESE), Econometric Institute.
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