Adopting revenue management strategies and data sharing to cope with crises

Giampaolo Viglia, Francesca De Canio, Anna Stoppani, Anna Chiara Invernizzi and Stefania Cerutti

Journal of Business Research, 2021, vol. 137, issue C, 336-344

Abstract: Within a context of a continuous and unpredictable crisis, operators need to adapt their strategies to maximize revenues. This article explores, through a mixed-method approach, how hoteliers re-arranged their supply management strategies during the crisis. Structured interviews show that the adoption of disruptive and dynamic strategies and the collaboration with different stakeholders are key factors for resilience. To investigate the collaboration trait, we conducted a field experiment with 134 hoteliers. Our results reveal that, with the presence of a significant quota of data disclosure, hoteliers will share their data as they feel a perceived benefit, which activates their contextual reciprocity. These findings support the implementation of successful collaboration strategies for revenue maximization.

Keywords: Revenue management; Contextual reciprocity; Independent hotels; Data sharing; Data disclosure; Crisis (search for similar items in EconPapers)
Date: 2021
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (5)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:137:y:2021:i:c:p:336-344

DOI: 10.1016/j.jbusres.2021.08.049

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