ROMANIAN HOTEL MANAGERS’ PERSPECTIVE ON REVENUE MANAGEMENT

• Main Author: Ovidiu ȚIEREAN
• Format: Article
• Language: English
• Published: Transilvania University Press 2018-12-01
• Series: Bulletin of the Transilvania University of Brasov. Series V : Economic Sciences
• Subjects: quantitative research; revenue management; affiliated vs. non- affiliated hotels; price setting
• Online Access: http://webbut.unitbv.ro/bulletin/Series%20V/2018/BULETIN%20I/08_Tierean.pdf

This research paper investigates the revenue management practices of Romanian classified hotels through a survey of 85 managers. The information found shows that the focus is on the pricing policy and not necessarily on their dynamic s, on the optimization of the inventory sales and less on forecasting. The over-represented hotels are the four-star hotels. Most of the respondents are non-affiliated hotels without an employed manager. The revenue management activities are the general manager’s responsibilities in most of the cases. The answers received show a balance in the choice of customer perception or profitability as factors in price setting. The most important distribution channels are other websites, not the hotel’s or OTA.