El revenue management en la administración de hoteles: un análisis de la percepción gerencial sobre su empleo

Resumo

This work concentrates on executive perception of Revenue Management (RM) as a hotel managerial tool. Its specific objectives are: a) to create an instrument to measure executive perception about the use of RM techniques in hotels and, b) to give them a supervision and control tool to improve the RM efficiency on the financial management of their firms.
From a conceptual framework on the use of RM in hotels, a quantitative method was utilized to analyse data gathered from an internet survey carried out on executives of 520 hotels operating in Mexico and other Latin American countries.
Results demonstrate that the executives gave great importance to RM as a managerial tool. The main theoretical contribution of this paper is to confirm that hotel-executive perception about the use of RM techniques is a construct integrated by three dimensions: a) “personnel performance”, b) “demand prevision”, and c) “management”. These findings are so relevant because they confirm the tridimensional character of RM and contrast the results of precedent studies establishing that RM techniques have a more complex nature.
As a practical contribution to managerial tasks, this work also confirms that human performance is an essential component of executive perception of RM in the financial management of hotels and, particularly, on the query to obtain high levels of production efficiency.