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Zastosowanie technik yield management w komercjalizacji turystyki kulturowej

100%
Pawlicz A.
Turystyka Kulturowa
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2012
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issue 1
5-18
EN
Airlines and hotel chains have long been increasing revenues using yield management which is price discrimination allowing them to sell services at different prices to various market segments. The basic condition for using the yield management technique is the service character of the product and the constant potential. This condition is also fulfilled in case of a large group organizations dealing with commercialization of cultural tourism sites. Therefore, theoretically thinking, this type of organizations could also increase their revenues using the yield management technique. The article presents both the potential and constraints connected with the use of yield management in the sites dealing with cultural tourism commercialization. The possibility of generating additional revenue is essential in crisis times when subsidies granted by public entities must be replaced by financial resources generated on their own by the entities managing the cultural tourism sites. For these organizations, yield management is an alternative to other ways of generating additional funds for their statutory activities.
2

VNÍMANIE UPLATŇOVANIA PRAKTÍK YIELD MANAŽMENTU V HOTELIERSTVE

88%
Sahut J.-M., Hikkerová Ľ.
Ekonomický časopis (Journal of Economics)
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2010
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vol. 58
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issue 5
437-457
EN
The object of this article is to study the consumer perception of Yield Management (YM) with an example in the hotel sector. Hotels use these practices in order to increase their incomes. However, the economic literature suggests that if YM practices are considered to be unfair, they are likely to influence customers' purchasing intentions negatively, in particular for loyal customers. Our empirical analysis shows that the assumption that the YM induces dissatisfaction in all circumstances is rejected. But when a practice of YM is perceived as unfair, it causes a loss of customers. However, the manner of presenting the YM practices to consumers (positive or negative frame) has a considerable influence on their perception. Lastly, the price changes induced by the YM are not perceived more unfavourably by the loyal customers. From this point of view, there are several managerial levers in the communication of tariff practices and the management of loyalty programs to avoid or reduce the conflicts with customers.
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