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To browse Academia. Revenue Management has been attracting increasing attention frompractitioners and scholars as a viable strategy to improve financial effectiveness of firms. Because of perishability characteristics of its services, tourism industry e.
However the dynamic, competitive and multi-dimensional structure of the industry creates problems in balancing supply and demand at optimum price levels. Revenue managers particularly has a critical role in hospitality as they are responsible for ensuring the hotel prices match guests willingness to pay. The main objective of the study is to identify the challenges that are faced by hotel revenue managers during their duty of managing inventory and prices.
In order to reach this aim a qualitative method was adopted and revenue managers of five-stars hotels located in Istanbul were interviewed concerning their interpretations of those problems.
The content analysi Cagakan Ayas , Stanislav Ivanov. This exploratory research paper investigates the revenue management practices of accommodation establishments in Turkey through a survey of the managers of hotels. Specifically the paper looks at the revenue centres, revenue management tools, channel management, performance metrics, revenue management team, software and forecasting methods used by hoteliers. The findings indicate that respondent hoteliers put the emphasis on price discrimination and room availability guarantee and are less likely to apply overcontracting and overbooking.
