Building a Yield Management System—The Flip Side

Abstract

Trends toward globalization of markets have implications for the way in which hotels are managed. Computer technology is an important tool in this process. A project to develop a functional specification for a computerized yield management system in a large, middle market London hotel revealed serious difficulties with available data and deficiencies in management training. It also indicated that a major reorientation away from a unit perspective might be needed if yield is to be maximized by more technically capable managers.

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