Abstract
This article explores the move towards the collection and processing of hotel competitor set data since the late 1970s. It identifies a shift from using internal metrics to measure the revenue-generating capabilities of a hotel, such as performance against budget, to the use of large amounts of detailed competitor set data processed for hotels by third parties. It analyses the impacts of these changes on the way pricing and revenue decisions are made and suggests that the modern manager may have become over focussed on competitor data, potentially diverting the focus from hospitality-specific success factors such as customer service.
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1lectures in the fields of revenue management, marketing and hotel management at Sheffield Hallam University, within the Department of Service Sector Management. Her current research focus is on the use of data and information in price decision making within the hotel industry, with a particular interest in the use of competitor data. Drawing on her own hotel sales career with several major global brands, her teaching emphasises the integration of sales, revenue and operational functions.
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Haynes, N. The evolution of competitor data collection in the hotel industry and its application to revenue management and pricing. J Revenue Pricing Manag 15, 258–263 (2016). https://doi.org/10.1057/rpm.2016.7
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DOI: https://doi.org/10.1057/rpm.2016.7