Using Technology and Customer Behaviour Characteristics to Improve Hotel Sales Performance

@article{25405,
   author = {Chalupa, Štěpán and Petříček, Martin},
   article_number = {2},
   doi = {http://dx.doi.org/10.18421/TEM92-20},
   keywords = {Booking window, channel management, booking engine, hotel distribution, revenue management},
   language = {eng},
   issn = {2217-8309},
   journal = {TEM Journal},
   title = {Using Technology and Customer Behaviour Characteristics to Improve Hotel Sales Performance},
   url = {http://www.temjournal.com/content/92/TEMJournalMay2020_573_577.pdf},
   volume = {9},
   year = {2020}
}

TY  - JOUR
ID  - 25405
AU  - Chalupa, Štěpán - Petříček, Martin
PY  - 2020
TI  - Using Technology and Customer Behaviour Characteristics to Improve Hotel Sales Performance
JF  - TEM Journal
VL  - 9
IS  - 2
SP  - 573-577
EP  - 573-577
PB  - UIKTEN
SN  - 22178309
KW  - Booking window, channel management, booking engine, hotel distribution, revenue management
UR  - http://www.temjournal.com/content/92/TEMJournalMay2020_573_577.pdf
L2  - http://www.temjournal.com/content/92/TEMJournalMay2020_573_577.pdf
N2  - Booking window is one of the critical characteristics of customer behaviour that can influence hotel sales performance. Previous studies were focused mainly on the importance of booking window reporting in revenue management with lack of evaluation. This paper focuses on the evaluation of revenue management activities by analysis of customer behaviour with a focus on the use of modern technologies (Booking Engine, Channel Manager). Results show that the selected hotel is not following basic revenue management principles, which can be a reason for the year-to-year decrease in direct online sales and overall poor performance.
ER  - 

CHALUPA, Štěpán a Martin PETŘÍČEK. Using Technology and Customer Behaviour Characteristics to Improve Hotel Sales Performance. \textit{TEM Journal}. UIKTEN, 2020, roč.~9, č.~2, s.~573-577. ISSN~2217-8309. Dostupné z: https://dx.doi.org/10.18421/TEM92-20.