Research Article
From Surviving to Thriving: The New Face of Revenue Management Strategies in A Crisis Era
@INPROCEEDINGS{10.4108/eai.6-10-2022.2325692, author={Tatiana Dauxert and Margherita Bonometti}, title={From Surviving to Thriving: The New Face of Revenue Management Strategies in A Crisis Era}, proceedings={Proceedings of the 2nd International Joint Conference on Hospitality and Tourism, IJCHT 2022, 6-7 October 2022, Singaraja, Bali, Indonesia}, publisher={EAI}, proceedings_a={IJCHT}, year={2022}, month={12}, keywords={competitors covid-19 crisis luxury boutique hotel revenue management right communication right customer right distribution right price right product}, doi={10.4108/eai.6-10-2022.2325692} }- Tatiana Dauxert
Margherita Bonometti
Year: 2022
From Surviving to Thriving: The New Face of Revenue Management Strategies in A Crisis Era
IJCHT
EAI
DOI: 10.4108/eai.6-10-2022.2325692
Abstract
This paper aims to investigate and evaluate the main changes in revenue management strategies in a luxury boutique hotel in France amid the Covid-19 pandemic. This study offers a comprehensive approach to revenue management. The literature and the case study on hotel N are based on Kimes’s (1989) key pillars: right customer, product, price, distribution and communication. Through an internal and external analysis, the case study compares hotel N’s revenue management strategies in a pre-versus post-crisis context, and concerning its direct competitors, with the contribution of experts’ interviews analyzed through Nvivo software. It is found that changes to N revenue management strategies are mainly for the short term and may be counterproductive. Instead, to thrive in the medium and long run, the hotel should adapt its strategy by focusing on developing an efficient revenue management system and attracting and retaining a skilled workforce