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Revenue Management for Hospitality and Tourism

 

 Revenue Management for Hospitality and Tourism1

The purpose of this book is to examine the revenue management function and to explain the mechanism of commercial decision making, from the definition of segmentation grids and pricing policy to the final decision to accept or refuse to sell a service at a given price on a given date. The revenue management function, always viewed as integrated to the marketing field, is central to hospitality and tourism companies and, from an operational point of view, reports more often than not to senior management. The book incorporates many contributions from practitioners, academics, and revenue management experts from across the hospitality and tourism industry, including contributions that cover transport, accommodation, tour operations and car rentals. It has deliberately been written in a very engaging, accessible and student-friendly manner to facilitate learning, with a rich supply of contemporary case material included throughout the book. The case material has been carefully selected to provide the reader with an overview, as up-to-date as possible, of what is really going on in each sector, as well as providing a strong international coverage with case material originating from the USA, Europe and Asia.

Table of Contents

The Emergence of Yield Management

2

   
The Components of Revenue Management

20

   
The Role of the Revenue Manager

37

   
The Revenue Manager’s Approach

53

   
Setting up a Revenue Management System

74

   
Revenue Management for Fixing Quotas and Prices of Perishable Commodities

88

   
Revenue Management in China’s Lodging Sector: Practices and Challenges

104

   
Revenue Management at Heritage Visitor Attractions

118

   
Theme Parks Revenue Management

130

   
Revenue Management at Heritage Visitor Attractions                143
   
Theme Parks Revenue Management

157

   
Revenue Management in the Cruising Industry

169

Revenue Management and Customer Relationship Management

182

   
Staff Empowerment and Revenue Management

194

   
Risk Management as a Tool to Optimize Revenue during Black Swan Events

213

   
Timeshare Revenue Management

223

   
Conclusion

240

   
Index

253

About Alan Fyall & Elisabeth Poutier & Patrick Legohérel

Alan Fyall is Professor at Rosen College of Hospitality Management, University of Central Florida, USA. He has published widely in his fields of expertise and is

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