J 2020

Using Technology and Customer Behaviour Characteristics to Improve Hotel Sales Performance

CHALUPA, Štěpán and Martin PETŘÍČEK

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

Language

English

Type of outcome

Článek v odborném periodiku

Country of publisher

Serbia

Confidentiality degree

není předmětem státního či obchodního tajemství

References:

Organization unit

University College Prague – University of International Relations and Institute of Hospitality Management and Economics, Ltd.

DOI

UT WoS

000537903600020

Keywords in English

Booking window, channel management, booking engine, hotel distribution, revenue management

Tags

International impact, Reviewed
Změněno: 15/12/2020 07:57, Ing. Štěpán Chalupa, Ph.D.

Abstract

V originále

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.