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@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 and Martin PETŘÍČEK. Using Technology and Customer Behaviour Characteristics to Improve Hotel Sales Performance. \textit{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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