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Vol.14, No.3, August 2025. ISSN: 2217-8309 eISSN: 2217-8333
TEM Journal
TECHNOLOGY, EDUCATION, MANAGEMENT, INFORMATICS Association for Information Communication Technology Education and Science |
Deconstructing Revenue Management Decision-Making: Analyzing the Influence of Individual Factors in Small and Medium-Sized Hospitality Enterprises
Martin Kocourek, Stepan Chalupa, Martin Petricek
© 2025 Štěpán 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 14, Issue 3, Pages 2090-2097, ISSN 2217-8309, DOI: 10.18421/TEM143-16, August 2025.
Received: 29 November 2024. Revised: 16 April 2025.
Abstract:
This study examines the impact of selected factors on revenue management (RM) strategy development and decision-making in small and medium-sized hotels. Previous research highlights the limited RM adoption among smaller hospitality businesses and its stronger presence in luxury segments. This study investigates whether such patterns persist among members of The Czech Association of Hotels and Restaurants. The research questions explore how hotel size influences RM implementation and which factors affect RM decision complexity. It was hypothesized that medium-sized hotels exhibit higher RM adoption and data-driven decision-making than small-sized hotels. A quantitative survey was conducted with 14% of association members in predefined segments; 38.8% exited the questionnaire due to non-application of RM. Results confirm that medium-sized hotels demonstrate greater RM sophistication, including customer segmentation and behavioral analysis, while small hotels often lack structured RM practices. The findings suggest a positive shift in RM adoption, particularly among upper-class and luxury accommodation providers.
Keywords – Revenue management, decision-making process, hospitality. |
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