000			02241nam a2200253Ia 4500
008			200306s2019 xx 000 0 und d
100			_aNoone, Breffni M.
245		4	_aThe uniqueness of revenue management approaches in nontraditional settings : _bthe case of the golf industry / _cBreffni M. Noone, Cathy A. Enz, Linda Canina
260			_cJune 2019
336			_atext
337			_aunmediated
338			_avolume
440			_n43 : 5, page 633-655 _aJournal of Hospitality & Tourism Research
520			_aThis study focuses on two demand and supply characteristics that may affect the transferability of revenue management (RM) practices from traditional (e.g., hotels) to nontraditional (e.g., golf, restaurants, entertainment venues) RM settings. Consumption within many nontraditional RM settings is largely discretionary in nature, with the potential to affect how demand and price should be managed across the booking horizon. Equally, operators are often challenged with a high degree of time-based inventory complexity, which may require that price and inventoried demand are managed at a greater level of granularity than traditional RM applications dictate. Using longitudinal golf reservations data, we found that superior revenue performance was associated with capturing a higher proportion of demand early in the booking horizon, rather than protecting inventory at higher prices for late bookers. Competitive price positioning in which price was higher than the competition during within-day peak-demand tee times also shaped revenue gains. Similarly, conversion management was found to be most critical during within-day peak demand periods. These findings suggest that traditional RM strategies may not apply in nontraditional RM settings where one or both of the demand and supply characteristics of interest is present. The implications of these findings for practitioners are explored.
521			_aHotel and Restaurant Management.
650			_aBooking horizon.
650			_aDiscretionary purchase.
650			_aInventoried demand management.
650			_aInventory complexity.
650			_aPrice positioning.
650			_aRevenue management.
942			_2lcc _cA
998			_c84268 _d142631
999			_c80768 _d80768