A measure of revenue management orientation and its mediating role in the relationship between market orientation and performance

Noureddine Selmi and Damien Chaney

Journal of Business Research, 2018, vol. 89, issue C, 99-109

Abstract: This research conceptualizes revenue management as a specific strategic orientation—that is, the belief, and the processes that guide this belief, that revenue management leads to greater performance. As a first step, we propose REMANOR, a two-dimensional measure of revenue management orientation (RMO). Then, we investigate the impact of RMO on firm performance in the French hotel industry. The results show that RMO plays a mediating role in the relationship between market orientation and performance. The article also highlights the moderating role of customers' acceptance of revenue management practices on the RMO-performance relationship. The article concludes with the theoretical and managerial implications of the research.

Keywords: Revenue management; Yield management; Market orientation; Performance; Pricing; Services (search for similar items in EconPapers)
Date: 2018
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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:89:y:2018:i:c:p:99-109

DOI: 10.1016/j.jbusres.2018.04.008

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