CHALUPA, Štěpán and Martin PETŘÍČEK. Using Technology and Customer Behaviour Characteristics to Improve Hotel Sales Performance. TEM Journal. UIKTEN, 2020, vol. 9, No 2, p. 573-577. ISSN 2217-8309. Available from: https://dx.doi.org/10.18421/TEM92-20.
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Basic information
Original name Using Technology and Customer Behaviour Characteristics to Improve Hotel Sales Performance
Authors CHALUPA, Štěpán and Martin PETŘÍČEK.
Edition TEM Journal, UIKTEN, 2020, 2217-8309.
Other information
Original language English
Type of outcome Article in a journal
Country of publisher Serbia
Confidentiality degree is not subject to a state or trade secret
WWW URL
Organization unit University College Prague – University of International Relations and Institute of Hospitality Management and Economics, Ltd.
Doi http://dx.doi.org/10.18421/TEM92-20
UT WoS 000537903600020
Keywords in English Booking window, channel management, booking engine, hotel distribution, revenue management
Tags International impact, Reviewed
Changed by Changed by: Ing. Štěpán Chalupa, Ph.D., učo 10522. Changed: 15/12/2020 07:57.
Abstract
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.
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