메뉴 건너뛰기




Volumn 57, Issue , 2016, Pages 132-142

Meeting revenue management challenges: Knowledge, skills and abilities

Author keywords

Challenges; KSAs; Revenue management; Revenue managers; Yield management

Indexed keywords


EID: 84978374749     PISSN: 02784319     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ijhm.2016.06.008     Document Type: Article
Times cited : (58)

References (58)
  • 1
    • 0040439446 scopus 로고    scopus 로고
    • A comparative revenue analysis of hotel yield management heuristics
    • Baker, T.K., Collier, D.A., A comparative revenue analysis of hotel yield management heuristics. Decis. Sci. 30:1 (1999), 239–263.
    • (1999) Decis. Sci. , vol.30 , Issue.1 , pp. 239-263
    • Baker, T.K.1    Collier, D.A.2
  • 2
    • 79953005232 scopus 로고    scopus 로고
    • Developing revenue managers for the lodging industry
    • Beck, J., Knutson, B., Cha, J., Kim, S., Developing revenue managers for the lodging industry. J. Hum. Resour. Hosp. Tour. 10:2 (2011), 182–194.
    • (2011) J. Hum. Resour. Hosp. Tour. , vol.10 , Issue.2 , pp. 182-194
    • Beck, J.1    Knutson, B.2    Cha, J.3    Kim, S.4
  • 4
    • 14544296090 scopus 로고    scopus 로고
    • Applying yield management pricing to your service business
    • Berman, B., Applying yield management pricing to your service business. Bus. Horiz. 48:2 (2005), 169–179.
    • (2005) Bus. Horiz. , vol.48 , Issue.2 , pp. 169-179
    • Berman, B.1
  • 5
    • 84954571415 scopus 로고    scopus 로고
    • Technology induced competitive advantage: a case of US lodging industry
    • Bilgihan, A., Wang, Y., Technology induced competitive advantage: a case of US lodging industry. J. Hosp. Tour. Technol. 7:1 (2016), 37–59.
    • (2016) J. Hosp. Tour. Technol. , vol.7 , Issue.1 , pp. 37-59
    • Bilgihan, A.1    Wang, Y.2
  • 6
    • 85027951925 scopus 로고    scopus 로고
    • The information technology (IT) skills of hospitality school graduates as perceived by hospitality professionals
    • Bilgihan, A., Berezina, K., Cobanoglu, C., Okumus, F., The information technology (IT) skills of hospitality school graduates as perceived by hospitality professionals. J. Teach. Travel Tour. 14:4 (2014), 321–342.
    • (2014) J. Teach. Travel Tour. , vol.14 , Issue.4 , pp. 321-342
    • Bilgihan, A.1    Berezina, K.2    Cobanoglu, C.3    Okumus, F.4
  • 7
    • 84986099171 scopus 로고    scopus 로고
    • Research chefs' competencies: a delphi approach
    • Birdir, K., Pearson, T.E., Research chefs' competencies: a delphi approach. Int. J. Contemp. Hosp. Manage. 12:3 (2000), 205–209.
    • (2000) Int. J. Contemp. Hosp. Manage. , vol.12 , Issue.3 , pp. 205-209
    • Birdir, K.1    Pearson, T.E.2
  • 8
    • 84914151502 scopus 로고    scopus 로고
    • The application of revenue management in beverage operations
    • Bujisic, M., Hutchinson, J., Bilgihan, A., The application of revenue management in beverage operations. J. Foodserv. Bus. Res. 17:4 (2014), 336–352.
    • (2014) J. Foodserv. Bus. Res. , vol.17 , Issue.4 , pp. 336-352
    • Bujisic, M.1    Hutchinson, J.2    Bilgihan, A.3
  • 9
    • 24944572986 scopus 로고    scopus 로고
    • Agglomeration efects and strategic orientations: evidence from the US lodging industry
    • Canina, L., Enz, C.A., Harrison, J.S., Agglomeration efects and strategic orientations: evidence from the US lodging industry. Acad. Manage. J. 48:4 (2005), 565–581.
    • (2005) Acad. Manage. J. , vol.48 , Issue.4 , pp. 565-581
    • Canina, L.1    Enz, C.A.2    Harrison, J.S.3
  • 10
    • 0141873041 scopus 로고    scopus 로고
    • The evolution of electronic distribution: effects on hotels and intermediaries
    • Carroll, B., Siguaw, J., The evolution of electronic distribution: effects on hotels and intermediaries. Cornell Hotel Restaur. Adm. Q. 44:4 (2003), 38–50.
    • (2003) Cornell Hotel Restaur. Adm. Q. , vol.44 , Issue.4 , pp. 38-50
    • Carroll, B.1    Siguaw, J.2
  • 11
    • 74449093304 scopus 로고    scopus 로고
    • Differences between male and female sport event tourists: a qualitative study
    • Chen, P.J., Differences between male and female sport event tourists: a qualitative study. Int. J. Hosp. Manage. 29:2 (2010), 277–290.
    • (2010) Int. J. Hosp. Manage. , vol.29 , Issue.2 , pp. 277-290
    • Chen, P.J.1
  • 12
    • 41549145624 scopus 로고    scopus 로고
    • An overview of research on revenue management: current issues and future research
    • Chiang, W.C., Chen, J.C., Xu, X., An overview of research on revenue management: current issues and future research. IJRM 1:1 (2006), 97–128.
    • (2006) IJRM , vol.1 , Issue.1 , pp. 97-128
    • Chiang, W.C.1    Chen, J.C.2    Xu, X.3
  • 13
    • 0347534650 scopus 로고    scopus 로고
    • Electronic distribution channels’ effect on hotel revenue management
    • Choi, S., Kimes, S.E., Electronic distribution channels’ effect on hotel revenue management. Cornell Hotel Restaur. Adm. Q. 43:3 (2002), 23–31.
    • (2002) Cornell Hotel Restaur. Adm. Q. , vol.43 , Issue.3 , pp. 23-31
    • Choi, S.1    Kimes, S.E.2
  • 14
    • 33746798389 scopus 로고    scopus 로고
    • Hotel revenue management and its impact on customers' perceptions of fairness
    • Choi, S., Mattila, A.S., Hotel revenue management and its impact on customers' perceptions of fairness. JRPM 2:4 (2004), 303–314.
    • (2004) JRPM , vol.2 , Issue.4 , pp. 303-314
    • Choi, S.1    Mattila, A.S.2
  • 15
    • 84928153725 scopus 로고    scopus 로고
    • Revenue management in the context of movie theaters: is it fair?
    • Choi, C., Jeong, M., Mattila, A.S., Revenue management in the context of movie theaters: is it fair?. JRPM 14:2 (2015), 72–83.
    • (2015) JRPM , vol.14 , Issue.2 , pp. 72-83
    • Choi, C.1    Jeong, M.2    Mattila, A.S.3
  • 16
    • 84895068292 scopus 로고    scopus 로고
    • Millennials in the workplace: a conceptual analysis of millennials' leadership and followership styles
    • Chou, S.Y., Millennials in the workplace: a conceptual analysis of millennials' leadership and followership styles. Int. J. Hum. Resour. Stud., 2(2), 2012, 71.
    • (2012) Int. J. Hum. Resour. Stud. , vol.2 , Issue.2 , pp. 71
    • Chou, S.Y.1
  • 17
    • 78651401400 scopus 로고    scopus 로고
    • Ten myths of revenue management–A practitioner's view
    • Cleophas, C., Frank, M., Ten myths of revenue management–A practitioner's view. JRPM 10:1 (2011), 26–31.
    • (2011) JRPM , vol.10 , Issue.1 , pp. 26-31
    • Cleophas, C.1    Frank, M.2
  • 18
    • 30544454199 scopus 로고    scopus 로고
    • Knowledge management and tourism
    • Cooper, C., Knowledge management and tourism. Ann. Tour. Res. 33:1 (2006), 47–64.
    • (2006) Ann. Tour. Res. , vol.33 , Issue.1 , pp. 47-64
    • Cooper, C.1
  • 19
    • 0004245184 scopus 로고    scopus 로고
    • Qualitative Inquiry and Research Design: Choosing Among Five Approaches
    • 2nd ed. Sage Thousand Oaks, CA
    • Creswell, J.W., Qualitative Inquiry and Research Design: Choosing Among Five Approaches. 2nd ed., 2007, Sage, Thousand Oaks, CA.
    • (2007)
    • Creswell, J.W.1
  • 20
    • 59649110912 scopus 로고    scopus 로고
    • Revenue management's renaissance: a rebirth of the art and science of profitable revenue generation
    • Cross, R.G., Higbie, J.A., Cross, D.Q.D., Revenue management's renaissance: a rebirth of the art and science of profitable revenue generation. Cornell Hotel Restaur. Adm. Q. 50:1 (2009), 56–81.
    • (2009) Cornell Hotel Restaur. Adm. Q. , vol.50 , Issue.1 , pp. 56-81
    • Cross, R.G.1    Higbie, J.A.2    Cross, D.Q.D.3
  • 21
    • 77957984453 scopus 로고    scopus 로고
    • Defining Revenue Management
    • Hospitality Sales and Marketing Association International McLean, VA
    • Cullen, K., Helsel, C., Defining Revenue Management. 2006, Hospitality Sales and Marketing Association International, McLean, VA.
    • (2006)
    • Cullen, K.1    Helsel, C.2
  • 22
    • 72049120201 scopus 로고    scopus 로고
    • Hilton-honors Worldwide: Loyalty Wars
    • Business School Publishing Cambridge, MA: Harvard
    • Deighton, J., Shoemaker, S., Hilton-honors Worldwide: Loyalty Wars. 2001, Business School Publishing, Cambridge, MA: Harvard.
    • (2001)
    • Deighton, J.1    Shoemaker, S.2
  • 23
    • 84929254097 scopus 로고    scopus 로고
    • Revenue management research in hospitality and tourism: a critical review of current literature and suggestions for future research
    • Denizci Guillet, B., Mohammed, I., Revenue management research in hospitality and tourism: a critical review of current literature and suggestions for future research. Int. J. Contemp. Hosp. Manage. 27:4 (2015), 526–560.
    • (2015) Int. J. Contemp. Hosp. Manage. , vol.27 , Issue.4 , pp. 526-560
    • Denizci Guillet, B.1    Mohammed, I.2
  • 24
    • 33749148821 scopus 로고    scopus 로고
    • A yield management model for five-star hotels: computerized and non-computerized implementation
    • Emeksiz, M., Gursoy, D., Icoz, O., A yield management model for five-star hotels: computerized and non-computerized implementation. Int. J. Hosp. Manage. 25:4 (2006), 536–551.
    • (2006) Int. J. Hosp. Manage. , vol.25 , Issue.4 , pp. 536-551
    • Emeksiz, M.1    Gursoy, D.2    Icoz, O.3
  • 25
    • 70149113583 scopus 로고    scopus 로고
    • Competitive pricing decisions in uncertain times
    • Enz, C.A., Canina, L., Lomanno, M., Competitive pricing decisions in uncertain times. Cornell Hosp. Q. 50:3 (2009), 325–341.
    • (2009) Cornell Hosp. Q. , vol.50 , Issue.3 , pp. 325-341
    • Enz, C.A.1    Canina, L.2    Lomanno, M.3
  • 26
    • 0012468366 scopus 로고    scopus 로고
    • Revenue management saves national car rental
    • Geraghty, M.K., Johnson, E., Revenue management saves national car rental. Interfaces 27:1 (1997), 107–127.
    • (1997) Interfaces , vol.27 , Issue.1 , pp. 107-127
    • Geraghty, M.K.1    Johnson, E.2
  • 27
    • 0003424343 scopus 로고
    • The Discovery of Grounded Theory: Strategies for Qualitative Research
    • Aldine New York
    • Glaser, B.G., Strauss, A.L., The Discovery of Grounded Theory: Strategies for Qualitative Research. 1967, Aldine, New York.
    • (1967)
    • Glaser, B.G.1    Strauss, A.L.2
  • 28
    • 84926351272 scopus 로고    scopus 로고
    • Can setting hotel rate restrictions help balance the interest of hotels and customers?
    • Guillet, D.B., Liu, W., Law, R., Can setting hotel rate restrictions help balance the interest of hotels and customers?. Int. J. Contemp. Hosp. Manage. 26:6 (2014), 948–973.
    • (2014) Int. J. Contemp. Hosp. Manage. , vol.26 , Issue.6 , pp. 948-973
    • Guillet, D.B.1    Liu, W.2    Law, R.3
  • 29
    • 36749049210 scopus 로고    scopus 로고
    • Knowledge management in the hospitality industry: a review of empirical research
    • Hallin, C.A., Marnburg, E., Knowledge management in the hospitality industry: a review of empirical research. Tour. Manage. 29:2 (2008), 366–381.
    • (2008) Tour. Manage. , vol.29 , Issue.2 , pp. 366-381
    • Hallin, C.A.1    Marnburg, E.2
  • 30
    • 40049111823 scopus 로고    scopus 로고
    • Revenue management in fabulous Las Vegas: combining customer relationship management and revenue management to maximize profitability
    • Hendler, R., Hendler, F., Revenue management in fabulous Las Vegas: combining customer relationship management and revenue management to maximize profitability. JRPM 3:1 (2004), 73–79.
    • (2004) JRPM , vol.3 , Issue.1 , pp. 73-79
    • Hendler, R.1    Hendler, F.2
  • 31
    • 84869480783 scopus 로고    scopus 로고
    • Is it time to rethink your pricing strategy
    • Hinterhuber, A., Liozu, S., Is it time to rethink your pricing strategy. MIT Sloan Manage. Rev. 53:4 (2012), 69–77.
    • (2012) MIT Sloan Manage. Rev. , vol.53 , Issue.4 , pp. 69-77
    • Hinterhuber, A.1    Liozu, S.2
  • 32
  • 33
    • 0004210409 scopus 로고
    • The Power of Followership
    • Doubelday New York
    • Kelley, R.E., The Power of Followership. 1992, Doubelday, New York.
    • (1992)
    • Kelley, R.E.1
  • 34
    • 84878534747 scopus 로고    scopus 로고
    • Determinants affecting comprehensive property-level hotel performance: the moderating role of hotel type
    • Kim, W.G., Cho, M., Brymer, R.A., Determinants affecting comprehensive property-level hotel performance: the moderating role of hotel type. Int. J. Hosp. Manage. 34 (2013), 404–412.
    • (2013) Int. J. Hosp. Manage. , vol.34 , pp. 404-412
    • Kim, W.G.1    Cho, M.2    Brymer, R.A.3
  • 36
    • 79952662816 scopus 로고    scopus 로고
    • Hotel Revenue Management: Today and Tomorrow
    • Cornell University, School of Hotel Administration, The Center for Hospitality Research
    • Kimes, S.E., Hotel Revenue Management: Today and Tomorrow. 2008, Cornell University, School of Hotel Administration, The Center for Hospitality Research.
    • (2008)
    • Kimes, S.E.1
  • 37
    • 78651394474 scopus 로고    scopus 로고
    • The future of hotel revenue management
    • Kimes, S.E., The future of hotel revenue management. JRPM 10:1 (2011), 62–72.
    • (2011) JRPM , vol.10 , Issue.1 , pp. 62-72
    • Kimes, S.E.1
  • 38
    • 34249886130 scopus 로고    scopus 로고
    • The financial risk of airline revenue management
    • Lancaster, J., The financial risk of airline revenue management. JRPM 2:2 (2003), 158–165.
    • (2003) JRPM , vol.2 , Issue.2 , pp. 158-165
    • Lancaster, J.1
  • 39
    • 84938529718 scopus 로고    scopus 로고
    • Quality of work life and job satisfaction among frontline hotel employees: a self-determination and need satisfaction theory approach
    • Lee, J.S., Back, K.J., Chan, E.S., Quality of work life and job satisfaction among frontline hotel employees: a self-determination and need satisfaction theory approach. Int. J. Contemp. Hosp. Manage. 27:5 (2015), 768–789.
    • (2015) Int. J. Contemp. Hosp. Manage. , vol.27 , Issue.5 , pp. 768-789
    • Lee, J.S.1    Back, K.J.2    Chan, E.S.3
  • 40
    • 34548043165 scopus 로고    scopus 로고
    • Fast forward for hospitality revenue management: after lagging behind other travel industries, hotels now seek advanced revenue management methods
    • Mainzer, B.W., Fast forward for hospitality revenue management: after lagging behind other travel industries, hotels now seek advanced revenue management methods. JRPM 3:3 (2004), 1–5.
    • (2004) JRPM , vol.3 , Issue.3 , pp. 1-5
    • Mainzer, B.W.1
  • 42
    • 33144457308 scopus 로고    scopus 로고
    • Examination of grounded theory analysis with an application to hospitality research
    • Mehmetoglu, M., Altinay, L., Examination of grounded theory analysis with an application to hospitality research. Int. J. Hosp. Manage. 25:1 (2006), 12–33.
    • (2006) Int. J. Hosp. Manage. , vol.25 , Issue.1 , pp. 12-33
    • Mehmetoglu, M.1    Altinay, L.2
  • 43
    • 77952427281 scopus 로고    scopus 로고
    • Millennials in the workplace: a communication perspective on millennials’ organizational relationships and performance
    • Myers, K.K., Sadaghiani, K., Millennials in the workplace: a communication perspective on millennials’ organizational relationships and performance. J. Bus. Psychol. 25:2 (2010), 225–238.
    • (2010) J. Bus. Psychol. , vol.25 , Issue.2 , pp. 225-238
    • Myers, K.K.1    Sadaghiani, K.2
  • 44
    • 79959912650 scopus 로고    scopus 로고
    • Social media meets hotel revenue management: opportunities, issues and unanswered questions
    • Noone, B.M., McGuire, K.A., Rohlfs, K.V., Social media meets hotel revenue management: opportunities, issues and unanswered questions. JRPM 10:4 (2011), 293–305.
    • (2011) JRPM , vol.10 , Issue.4 , pp. 293-305
    • Noone, B.M.1    McGuire, K.A.2    Rohlfs, K.V.3
  • 45
    • 84986165601 scopus 로고    scopus 로고
    • Barriers and resistance to change in hotel firms: an investigation at unit level
    • Okumus, F., Hemmington, N., Barriers and resistance to change in hotel firms: an investigation at unit level. Int. J. Contemp. Hosp. Manage. 10:7 (1998), 283–288.
    • (1998) Int. J. Contemp. Hosp. Manage. , vol.10 , Issue.7 , pp. 283-288
    • Okumus, F.1    Hemmington, N.2
  • 46
    • 32044435366 scopus 로고    scopus 로고
    • Applying revenue management to Palapas
    • Pinchuk, S., Applying revenue management to Palapas. Cornell Hotel Restaur. Adm. Q. 47:1 (2006), 84–91.
    • (2006) Cornell Hotel Restaur. Adm. Q. , vol.47 , Issue.1 , pp. 84-91
    • Pinchuk, S.1
  • 47
    • 61349135489 scopus 로고    scopus 로고
    • Growing effective revenue managers
    • Skugge, G., Growing effective revenue managers. JRPM 3:1 (2004), 49–61.
    • (2004) JRPM , vol.3 , Issue.1 , pp. 49-61
    • Skugge, G.1
  • 48
    • 0002290605 scopus 로고
    • Yield management at american airlines
    • Smith, B., Leimkuhler, J., Darrow, R., Yield management at american airlines. Interfaces 22:1 (1992), 8–31.
    • (1992) Interfaces , vol.22 , Issue.1 , pp. 8-31
    • Smith, B.1    Leimkuhler, J.2    Darrow, R.3
  • 49
    • 3242795902 scopus 로고    scopus 로고
    • An evaluation of guests’ preferred incentives to shift time-variable demand in restaurants
    • Susskind, A.M., Reynolds, D., Tsuchiya, E., An evaluation of guests’ preferred incentives to shift time-variable demand in restaurants. Cornell Hotel Restaur. Adm. Q. 45:1 (2004), 68–84.
    • (2004) Cornell Hotel Restaur. Adm. Q. , vol.45 , Issue.1 , pp. 68-84
    • Susskind, A.M.1    Reynolds, D.2    Tsuchiya, E.3
  • 50
    • 0036271315 scopus 로고    scopus 로고
    • The hospitality industry culture profile: a measure of individual values, organizational culture, and person-organization fit as predictors of job satisfaction and behavioral intentions
    • Tepeci, M., Bartlett, A.B., The hospitality industry culture profile: a measure of individual values, organizational culture, and person-organization fit as predictors of job satisfaction and behavioral intentions. Int. J. Hosp. Manage. 21:2 (2002), 151–170.
    • (2002) Int. J. Hosp. Manage. , vol.21 , Issue.2 , pp. 151-170
    • Tepeci, M.1    Bartlett, A.B.2
  • 51
    • 85021823275 scopus 로고    scopus 로고
    • Tourism Statistics (online)
    • (accessed 16.05.15)
    • TurkStat, Tourism Statistics (online). 2015 (accessed 16.05.15) http://www.tuik.gov.tr/PreTablo.do?alt_id=1072.
    • (2015)
    • TurkStat1
  • 52
    • 61849175807 scopus 로고    scopus 로고
    • Applying the hierarchical cluster analysis procedure upon the process of yield management: a comparative study
    • Upchurch, R.S., Ellis, T., Seo, J., Applying the hierarchical cluster analysis procedure upon the process of yield management: a comparative study. J. Travel Tour. Mark. 16:4 (2004), 47–58.
    • (2004) J. Travel Tour. Mark. , vol.16 , Issue.4 , pp. 47-58
    • Upchurch, R.S.1    Ellis, T.2    Seo, J.3
  • 53
    • 84943811936 scopus 로고    scopus 로고
    • The exploration of hotel reference prices under dynamic pricing scenarios and different forms of competition
    • Viglia, G., Mauri, A., Carricano, M., The exploration of hotel reference prices under dynamic pricing scenarios and different forms of competition. Int. J. Hosp. Manage. 52 (2016), 46–55.
    • (2016) Int. J. Hosp. Manage. , vol.52 , pp. 46-55
    • Viglia, G.1    Mauri, A.2    Carricano, M.3
  • 54
    • 33745249414 scopus 로고    scopus 로고
    • Unlocking the value of revenue management in the hotel industry
    • Vinod, B., Unlocking the value of revenue management in the hotel industry. JRPM 3:2 (2004), 178–190.
    • (2004) JRPM , vol.3 , Issue.2 , pp. 178-190
    • Vinod, B.1
  • 55
    • 35248873866 scopus 로고    scopus 로고
    • A proposal to rationalize entertainment ticket pricing using price discrimination
    • Volpano, L.J., A proposal to rationalize entertainment ticket pricing using price discrimination. JRPM 1 (2003), 379–382.
    • (2003) JRPM , vol.1 , pp. 379-382
    • Volpano, L.J.1
  • 56
    • 0039828519 scopus 로고    scopus 로고
    • Yield management: a human activity system
    • Yeoman, I., Watson, S., Yield management: a human activity system. Int. J. Contemp. Hosp. Manage. 9:2 (1997), 80–83.
    • (1997) Int. J. Contemp. Hosp. Manage. , vol.9 , Issue.2 , pp. 80-83
    • Yeoman, I.1    Watson, S.2
  • 57
    • 0037302339 scopus 로고    scopus 로고
    • Internet technology use by American convention and visitors bureaus
    • Yuan, Y.L., Gretzel, U., Fesenmaier, D.R., Internet technology use by American convention and visitors bureaus. J. Travel Res. 41:3 (2003), 240–255.
    • (2003) J. Travel Res. , vol.41 , Issue.3 , pp. 240-255
    • Yuan, Y.L.1    Gretzel, U.2    Fesenmaier, D.R.3
  • 58
    • 84971327549 scopus 로고    scopus 로고
    • Business Research Methods
    • 8th ed. Cengage Learning Mason, OH
    • Zikmund, W.G., Babin, B., Carr, J., Griffin, M., Business Research Methods. 8th ed., 2012, Cengage Learning, Mason, OH.
    • (2012)
    • Zikmund, W.G.1    Babin, B.2    Carr, J.3    Griffin, M.4


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.