Purpose - The purpose of this study is to assist hoteliers to design hotel rate restrictions that are in the interest of hotels and of customers, under the joint influence of room rates and rate fences. Design/methodology/approach - This study used a questionnaire as the data collection instrument. ...

Purpose: The purpose of this study is to investigate the interactive effect of timing and framing of hotel's upselling message on consumer attitudes toward the message. The mediating role of reactance between the timing of upselling message and consumer attitudes is also explored....

The purpose of this study is to segment hotel customers based on room rates and rate fences. Four distinct customer segments were identified by combining conjoint and cluster analysis methods: refund seekers, 1-week advance booking lovers, price-sensitive consumers, and non-fenced consumers. The...

Online booking is one of the most popular ways of making reservations for hotel guests. Thus, hoteliers are paying increasing attention to hotel website information presentation and design. The purpose of this study, then, is to examine the joint influence of choice set size and information...

Aside from marketing information on traditional room rates, hotels and online travel agents (OTAs) are trying a new pricing technique based on the attributes of guestrooms. This research investigates how attribute-based room pricing (ABP) differs from traditional room pricing (TRP) in influencing...

This study analysed dynamic pricing data of Hong Kong hotels within the last-minute 1-week booking window to determine patterns and direction of room rate changes and their association with hotel characteristics regarding tangible attributes, reputational variables and contextual factors. Findings...

Purpose: The revenue management (RM) discipline is built on the principle of demand-based pricing. This study aims to examine how and to what extent RM can be implemented in the hotel industry during low-demand periods, particularly during the coronavirus disease 2019 (COVID-19) crisis....

Purpose: The purpose of this study is to understand how and to what extent Hong Kong hotels have integrated customer relationship management (CRM) into their revenue management (RM) practices at individual customer level. Method: Semi-structured interviews were used to gather information from...

The purpose of this study is to investigate potential differences in attitudes between Chinese and Western tourists towards various hotel room reservation policies. The study is meant to help the revenue managers of international hotel companies make informed choices on whether to pursue a...

The purpose of this study is to evaluate hotel companies' social media marketing efforts using the "6Is" social media monitoring framework. More specifically, in this study we set out to understand how hotels disseminate information, engage with consumers, and distribute products through social...