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Revenue management in luxury hotels

Sheryl E. Kimes () and Jeannette Ho ()
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Sheryl E. Kimes: Cornell University SC Johnson College of Business
Jeannette Ho: Raffles Brand & Strategic Relationships

Journal of Revenue and Pricing Management, 2018, vol. 17, issue 4, 291-295

Abstract: Abstract In this paper, we show that the application of revenue management (RM) in luxury hotels is different because of the role that price and service delivery play in driving the luxury hotel customer experience. Luxury consumers often take price as a cue for quality and luxury, and given that luxury consumers are less price sensitive, the focus becomes more one of providing the experiences that they desire and expect. We illustrate our discussion with examples from the luxury brands operated by AccorHotels.

Keywords: hotels; revenue management; luxury; implementation; customer experience (search for similar items in EconPapers)
Date: 2018
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Handle: RePEc:pal:jorapm:v:17:y:2018:i:4:d:10.1057_s41272-017-0113-1