Vol.9, No.2, May 2020.                                                                                                                                                                                     ISSN: 2217-8309

                                                                                                                                                                                                                        eISSN: 2217-8333


TEM Journal



Association for Information Communication Technology Education and Science

Using Technology and Customer Behaviour Characteristics to Improve Hotel Sales Performance


Stepan Chalupa, Martin Petricek


© 2020 Stepan Chalupa, published by UIKTEN. This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License. (CC BY-NC-ND 4.0)


Citation Information: TEM Journal. Volume 9, Issue 2, Pages 573-577, ISSN 2217-8309, DOI: 10.18421/TEM92-20, May 2020.


Received: 05 February 2020.

Revised:   25 March 2020.
Accepted: 31 March 2020.
Published: 27 May 2020.




Booking window is one of the critical characteristics of customer behaviour that can influence hotel sales performance. Previous studies were focused mainly on the importance of booking window reporting in revenue management with lack of evaluation. This paper focuses on the evaluation of revenue management activities by analysis of customer behaviour with a focus on the use of modern technologies (Booking Engine, Channel Manager). Results show that the selected hotel is not following basic revenue management principles, which can be a reason for the year-to-year decrease in direct online sales and overall poor performance.


Keywords –Booking window, channel management, booking engine, hotel distribution, revenue management.



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