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The Spread of Yield Management Practices

The Need for Systematic Approaches

  • Conference proceedings
  • © 2006

Overview

Authors:
  1. Fabiola Sfodera

    1. Centro Italiano di Studi sul Turismo e sulla Promozione Turistica, Sta. Maria degli Angeli — Assisi (PG), Italy

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Table of contents (11 papers)

  1. Front Matter

    Pages I-XVI
    Download chapter PDF

  2. Some strategic aspects of a YMS implementation

    1. Yield management in advanced systems of hotel management

      • Fabiola Sfodera
      Pages 3-16

    2. How to yield value: the Janus perspective

      • Bryn Parry, David McCaskey
      Pages 19-30

    3. Human issues and the introduction of a yield management system. A case study of a 4* chain hotel

      • Bob Brotherton, Rebecca Turner
      Pages 35-51

    4. Yield Management and trust: the effect of variable pricing on consumer trust in a restaurant brand

      • Una McMahon Beattie, Adrian Palmer, Patrick McCole, Anthony Ingold
      Pages 55-63

    5. Controlling the yield management process in the hospitality business

      • Paolo Desinano, Maria Stella Minuti, Emanuela Schiaffella
      Pages 65-78

  4. Information instruments for a YMS in the hospitality industry

    1. Microsoft Fidelio: Opus 2 overview

      Pages 129-139

    2. e-yield™ technical brief

      Pages 141-153
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Keywords

About this book

Yield management has always been considered a teclinique for large companies, whether these be airlines, railroad, car rental or hotel companies. Its application to the small and medium sized businesses that characterise the tourism industry in many countries, Italy in the first place, has never been totally excluded, but its implementation and subsequent actuation has always been considered too expensive for this type of business. In recent years all this has been changing. Technology and research have opened up new possibilities for its application at costs, and following methods, that are acceptable even to those who cannot access sophisticated statistics or mathematics instruments. The evolution and the rapid changes in the reference scenarios both of the demand and the offer, have done the rest. It has become clear that to compete in a market as vast as the tourism one, one must apply the principles and techniques of marketing to produce and deliver a service that can satisfy the needs of the client better than the competition. In the same way, however, a deeper knowledge of the processes of the clientele's choice, acquisition and consumption permits the formulation of increasingly accurate forecasts of their behaviour and an understanding of the significance and importance that each client segment attaches to the purchase and consumption of a particular service. In this way the application of the yield management technique has assumed a new and more important position as well as a greater and constant spread.

Authors and Affiliations

  • Centro Italiano di Studi sul Turismo e sulla Promozione Turistica, Sta. Maria degli Angeli — Assisi (PG), Italy

    Fabiola Sfodera

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