Title: Yield management: the case of the accommodation industry in New Zealand

Authors: Tim Lockyer

Addresses: Department of Tourism and Hospitality Management, The University of Waikato, Private Bag 3105, Hamilton 3240, New Zealand

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.

Keywords: accommodation industry; hotels; motels; room occupancy; room rates; revenue management; yield management; New Zealand.

DOI: 10.1504/IJRM.2007.015536

International Journal of Revenue Management, 2007 Vol.1 No.4, pp.315 - 326

Published online: 26 Oct 2007 *

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