Yield Management in the French hotel business: An assessment of the importance of the human factor

Noureddine Selmi, Raphaël Dornier

Abstract


Based on a qualitative study of the practice of Yield Management in the hotel industry, and semi-direct exploratory interviews with 27 Paris hotel managers, this study highlights the strong connection between Yield Management and information systems, and stresses the great importance of the role played by the human factor in the establishment and development of an effective Yield Management system.

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International Business Research  ISSN 1913-9004 (Print), ISSN 1913-9012 (Online)

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