MARTIN SAMPER, Rosario del Carmen    MORENO ROJAS, José. A Holistic Approach To Determining And Managing Rates In The Hotel Sector. []. , 24, 51, pp.45-60. ISSN 0121-5051.  https://doi.org/10.15446/innovar.v24n51.41238.

Abstract: This article has two objectives: first, to identify the factors affecting hotel rates and second, to analyze the procedures that are followed to set them. A longitudinal study was carried out in a hotel owned by a prestigious Spanish hotel chain with major international operations. The authors were able to identify that the principal factors influencing the company's price decisions are demand levels, client perceptions and actions taken by the competition. The low margins associated with the provision of lodging mean that in conditions of normal demand cost does not play a significant part. When demand falls, however, it does come to play a significant role in determing discount policy. In terms of the management procedures used, of particular importance are service quality surveys, negotiation with key accounts and yield management systems whose potential and limitations are described in the article.

: Managing hotel rates; yield management systems; quality cost analysis and Uniform System of Account for the Lodging Industry (USALI).

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