1998•The Journal of Hospitality Financial ManagementRequires access

Yield Management and its Practical Application in Hotels

Jeff Caneen, Gu Zheng

Abstract

Yield management is an approach to pricing that is often used by industries in which the marginal production cost is relatively high, while the marginal sales cost is relatively low. The hotel industry meets this criteria. Hoteliers have looked at the airlines and their claims of improving revenues by 2 to 5 percent, and have been enthusiastic about attempting to do the same.

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Key concepts: Yield management, Yield (engineering), Revenue, Revenue management, Marginal cost, Hotel industry, Business, Production (economics)