Yield management: the case of the accommodation industry in New Zealand
by Tim Lockyer
International Journal of Revenue Management (IJRM), Vol. 1, No. 4, 2007

Abstract: Research was undertaken into the use of yield management within the accommodation industry in New Zealand. The research involved sending a survey to managers and owners with a response of 175 completed surveys. Results revealed clear differences in the use of yield management and of its understanding among respondents. The research suggests that there is little understanding and application of the principles of yield management and that the responses are often reactive rather than planned. It is also suggested that this lack of understanding, and in particular the lack of planning, negatively influences the profitability of businesses.

Online publication date: Fri, 26-Oct-2007

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