Yield Management has been successfully adopted by the airline industry followingderegulation in the late 1970's. In an hotel context, yield management--a profitmaximization strategy--is concerned with the market sensitive pricing of fixed roomcapacity relative to specific market characteristics. The concept of yield management isreviewed and the authors present a comprehensive structured operational frameworkfor management in the hospitality industry focusing on 10 key areas. The articleconcludes with a look at the future of Yield Management and some areas for furtherresearch.
|Journal||International Journal of Hospitality Management|
|Publication status||Published (in print/issue) - 1995|
Bibliographical noteReference text: Berkus, D. (1988) The Yield management revolution--an ideal use of Artificial Intelligence. The
Bottomline, June/July, pp. 13-15.
Carter, R (1988) Screen Dreams. The Business Traveller April, 34-35.
Chang, Y. N. and Campo-Flores, F. C. (1980) Business Policy and Strategy: Text and Cases.
Goodyear, Santa Monico.
Cornell HRA Quarterly Conference Report (1990) Yield Management Magic. The Cornell HRA
Quarterly 31(2) 14-15.
Donaghy, K., McMahon,U. and McDowell, D. (1994) Yield Management--A practised Idea or an
Ideal practice? Council for Hospitality Management Education (CHME) Third Annual Research
Conference, Napier University, Edinburgh.
Dunn, D. and Brooks, D. E. (1990) Profit Analysis beyond Yield Management. The Cornell HRA
Quarterly 31(3) 80-90.
Gamble, P. R. (1990) Building a yield management system--the flip side. Hospitality Research
Journal 14(2) 11-22.
Jenner, G. (1991) Rate Relations. Caterer and Hotel Hotelkeeper 184, 44-46.
Hanks, D., Cross, G. and Noland, P. (1992) Discounting in the Hotel Industry: a new approach. The
Cornell HRA Quarterly 33(1) 15-23.
Horgan, B. (1990) quoted in Solomon, A. (ed.) Yield Management--leaders shed light on the dark
science. Hotel and Motel Management 205, 85-88.
International Hotel Association (IHA) (1993a) The ABCs of Yield Management. Hotels 27(4) 55-
International Hotel Association (IHA) (1993b) Technology to the rescue balancing rates, occupancies.
Hotels 27(8) 37-38.
James, G. W. (1987) Fares must yield to the market. Airline Business January, 16-19.
Jones, P. and Hamilton, D. (1992) Yield Management: putting people in the big picture. The Cornell
HRA Quarterly 33(1) 88-95.
Jones, P. and Lockwood, A. (1989) The Management of Hotel Operations. Cassell Education Ltd,