A Survey on Hotel Yield Management Utilization and its Statistical Analysis

Hotel industry publications demonstrate a keen interest in the revenue enhancing potential of yield management, but there has been little research on the extent to which this pricing technique is actually utilized by hotel general managers. This research tests the proposition that there are eight basic elements of yield management in hotels. The degree to which yield management is practiced is indicated by the extent that these eight elements are in place. It was found that there is a positive relationship between a managers perception of his or her own yield management utilization and the extent to which the eight elements are used. It was also found, however, that while 77% of hotels claim to be utilizing yield management techniques extensively, very few are using all of the basic elements in their efforts to maximize revenue.