Revenue management on the links: Applying yield management to the golf-course industry

Cornell Hotel and Restaurant Administration Quarterly

Volumn 41, Issue 1, 2000, Pages 120-127

  Kimes, Sheryl E ^a  

^a 335 Statler Hall   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0034134650     PISSN: 00108804     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0010-8804(00)88891-6     Document Type: Article

References (14)

1. 1 For a review of revenue-management literature, see: Sheryl E. Kimes, "Yield Management: A Tool for Capacity-constrained Service Firms," Journal of Operations Management, Vol. 8, No. 4 (1989), pp. 348-363; or Lawrence R. Weatherford and Samuel E. Bodily, "A Taxonomy and Research Overview of Perishable-asset Revenue Management: Yield Management, Overbooking, and Pricing," Operations Research, Vol. 40, No. 5 (1992), pp. 831-844.
2. 1 For a review of revenue-management literature, see: Sheryl E. Kimes, "Yield Management: A Tool for Capacity-constrained Service Firms," Journal of Operations Management, Vol. 8, No. 4 (1989), pp. 348-363; or Lawrence R. Weatherford and Samuel E. Bodily, "A Taxonomy and Research Overview of Perishable-asset Revenue Management: Yield Management, Overbooking, and Pricing," Operations Research, Vol. 40, No. 5 (1992), pp. 831-844.
3. 2 Barry C. Smith, John F. Leimkuhler, and Ross M. Darrow, "Yield Management at American Airlines," Interfaces, Vol. 22, No. 1 (1992), pp. 8-31.
4. 3 Kimes, pp. 348-363; and Robert G. Cross, Revenue Management (New York: Broadway Books, 1997). See also: Robert G. Cross, "Launching the Revenue Rocket: How Revenue Management Can Work for Your Business," Cornell Hotel and Restaurant Administration Quarterly, Vol. 38, No. 2 (April 1997), pp. 32-43.
5. 3 Kimes, pp. 348-363; and Robert G. Cross, Revenue Management (New York: Broadway Books, 1997). See also: Robert G. Cross, "Launching the Revenue Rocket: How Revenue Management Can Work for Your Business," Cornell Hotel and Restaurant Administration Quarterly, Vol. 38, No. 2 (April 1997), pp. 32-43.
6. 3 Kimes, pp. 348-363; and Robert G. Cross, Revenue Management (New York: Broadway Books, 1997). See also: Robert G. Cross, "Launching the Revenue Rocket: How Revenue Management Can Work for Your Business," Cornell Hotel and Restaurant Administration Quarterly, Vol. 38, No. 2 (April 1997), pp. 32-43.
7. 4 As explained further in: Sheryl E. Kimes and Richard B. Chase, "The Strategic Levers of Yield Management," Journal of Service Research, Vol. 1, No. 2 (November 1998), pp. 156-166.
8. 5 A few golf courses do sell blocks of time, allowing golfers to play for a fixed length of time (e.g., two hours), with a reminder to leave when the time is up. For instance, some courses offer "twilight" golf in which players can start at 5:00 or 6:00 PM and must finish at sunset. Other alternatives to the traditional round of golf include shotgun golf (during which players start from different tees rather than all starting off the first tee) and directing some golfers to play the holes out of sequence by pointing them to available (vacant) tees.
9. 6 Brian Breuhaus, "Handling No-shows: Operators React to Reservation Plan," Restaurant Business, Vol. 16, No. 1 (1998), p. 13.
10. 7 The concept of reducing changeover time is now a common strategy for airlines. Southwest Airlines and the Shuttle by United both boast 20-minute aircraft turnarounds and have thereby been able to increase plane use. See: Sheryl E. Kimes and Franklin Young, "The Shuttle by United," Interfaces, Vol. 27, No. 3 (1997), pp. 1-13.
11. 8 See: Richard D. Hanks, Robert G. Cross, and R. Paul Noland, "Discounting in the Hotel Industry: A New Approach," Cornell Hotel and Restaurant Administration Quarterly, Vol. 33, No. 3 (June 1992), pp. 40-45.
12. 9 D. Kahneman, J. Knetsch, and R. Thaler, "Fairness as a Constraint on Profit Seeking: Entitlements in the Market," American Economic Review, Vol. 76, No. 4 (1986), pp. 728-741. For a summary of this work, see: Glenn Withiam, "What's Fair (and What Ain't Fair)," Cornell Hotel and Restaurant Administration Quarterly, Vol. 27, No. 3 (November 1986), p. 7.
13. 9 D. Kahneman, J. Knetsch, and R. Thaler, "Fairness as a Constraint on Profit Seeking: Entitlements in the Market," American Economic Review, Vol. 76, No. 4 (1986), pp. 728-741. For a summary of this work, see: Glenn Withiam, "What's Fair (and What Ain't Fair)," Cornell Hotel and Restaurant Administration Quarterly, Vol. 27, No. 3 (November 1986), p. 7.
14. 10 The operations from which I borrowed the examples include: American Golf, Cornell University's Robert Trent Jones golf course, Marriott Resorts, the Phoenix Country Club, and Walt Disney World Resorts.