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Critical success factors in yield management: a development and analysis

✍ Scribed by Christine Nolsø Hansen; Klaes Eringa

Publisher
John Wiley and Sons
Year
1998
Weight
293 KB
Volume
4
Category
Article
ISSN
1077-3509

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✦ Synopsis

Why is it that yield management (YM) has not been more successful in the hotel industry? What keeps hoteliers from introducing successful YM programmes and realising the full potential of this revenue management strategy? Is it because of de®ciencies in the YM techniques applied, or are there other factors that hinder its effective implementation and practice?

This paper aims to identify and analyse the people-related critical success factors (CSFs) in YM in hotels: a model relating these factors is presented, and a proposed approach to YM recognising the importance of the people element is developed and its implications analysed.

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