基于团体客人的酒店收益管理探析

收益管理已经普遍应用于航空，酒店，银行等行业，尤其是酒店业。本文是基于团体客人的酒店收益管理，通过对团体客人特点的分析，并结合酒店的实际情况和散客预订的情况来对房价进行重新定价，以使酒店在合理定价的基础上获得更大的收益。     

收益管理理论在我国酒店业中的应用

收益管理作为一种通过平衡服务型企业的需求和供给,有效管理企业相对固定的服务能力的工具,在服务型行业中得到了广泛的应用。收益管理作为一项在国外运用超过二十年的先进且成功的管理理念,近年来正被国内的酒店逐渐认识和引进。然而中国的酒店有自己的特色,如果不加修正地照搬国外的模式,反而有害无益。事实上,许多酒店实施收益管理后收益不增反降,这主要是因为没有掌握收益管理的精髓,没有将其灵活应用到中国的实际情况中去。本文试图利用收益管理的理论,寻求细分市场的利益诉求,结合我国酒店业自身的特点,探讨施行收益管理的原理和寻求实用性新方法,提出实施收益管理的建议,以期对新时代下的酒店管理有所贡献,为酒店业收益管理的发展尽一点自己的绵薄之力。     

淡季中酒店与OTA合作模式选择研究

针对淡季时酒店入住率下降的困境,将"互联网+"背景与收益管理理论相结合,通过构建Stackelberg博弈模型,研究了淡季时酒店与在线旅游代理商（Online Travel Agent,OTA）如何选择合作模式以提高入住率和收益。研究在几种常见情境下展开,不同情境下均得出了最优合作模式。优化的合作模式不但协调了酒店服务供应链,而且在提高酒店整体效益的同时,也增加了OTA的收益。研究为酒店和OTA提供了具有可操作意义上的合作模式决策支持,同时也弥补了以往研究在酒店和OTA合作模式对比、选择与优化方面的空缺。     

鲁棒优化理论视角下餐饮收益管理的策略分析

基于酒店餐饮价值的易逝性以及顾客需求的波动性,如何实现餐饮销售收益最大化一直是困扰酒店餐饮行业的一大难题。本文在鲁棒优化原理的指导下提出了关于餐饮收益管理的对策。     

航空公司的收益管理

收益管理早已在世界各主要航空公司推行,我国一些航空公司也在运用。该理论涵盖了运筹学、决策理论、管理经济学、统计规划和市场营销等多门学科。希望这一以追求总效益最大化为目的的管理方式能对我国交通运输、旅游业、酒店、水电供应等行业有所启迪,收到成效。     

微利上市公司盈余管理实证研究

本文选取2002-2005年我国制造行业微利上市公司作为研究对象,分析每股收益分布密度函数,选取每股收益为0附近的10组对应的分布点,计算分析每组点的斜率之和是否显著不等于0,对其盈余管理存在性进行实证分析.研究结果表明,微利上市公司存在着明显的盈余管理现象.     

收益管理:航空业价格歧视的实现策略

本文通过对收益管理概念和理论的陈述,分析了收益管理在航空业的实践:超售、市场细分、多级票价和舱位控制,为民航等服务性企业提供一条收益管理应用的思路。     

基于收益管理的动态定价研究综述

动态定价作为收益管理的重要手段之一对提高企业收益具有重要作用。本文对收益管理动态定价问题的几个构成要素进行了分析;对国外动态定价基本模型的研究文献进行了简单的评述;重点对动态定价的最新研究热点进行了综述并对其发展前景进行了展望;最后介绍了动态定价在中国的研究现状,旨在推动其在中国的研究与应用。     

收益管理的完善与超越--中国民航客运收益管理案例

运用定性和定量分析方法对中国航空公司实施收益管理进行系统评估,找出其在收益管理中应着重加强和改进的方面,并对完善收益管理系统提出了建议,即航空公司实施收益管理应注重以人为本和顾客关系管理,只有让员工满意和员工忠诚,才能最终获得顾客满意和顾客忠诚,真正实现公司收益的持续增长.     

基于收益管理的海运集装箱舱位分配与路径选择优化模型

文章应用收益管理的方法对不确定环境下海运集装箱的舱位分配问题进行了定量研究.首先针对海运收益管理的应用特征,建立了考虑空箱调运和路径选择的集装箱多航段能力分配模型,然后考虑需求的不确定性,应用稳健优化方法对此模型进行求解.最后,通过数值仿真得到了优化的舱位分配方案,比较发现稳健优化模型取得了较确定性规划模型更好的收益.显示了模型和方法对于集装箱海运企业的收益管理问题具有应用价值.     

Service Package Switching in Hotel Revenue Management Systems

Revenue Management Systems (RMS) are commonly used in the hotel industry to maximize revenues in the short term. The forecasting‐allocation module is a key tactical component of a hotel RMS. Forecasting involves estimating demand for service packages across all stayover nights in a planning horizon. A service package is a unique combination of physical room, amenities, room price, and advance purchase restrictions. Allocation involves parsing the room inventory among these service packages to maximize revenues. Previous research and existing revenue management systems assume the demand for a service package to be independent of which service packages are available for sale. We develop a new forecasting‐allocation approach that explicitly accounts for this dependence. We compare the performance of the new approach against a baseline approach using a realistic hotel RMS simulation. The baseline approach reflects previous research and existing industry practice. The new approach produces an average revenue increase of at least 16% across scenarios that reflect existing industry conditions.     

A Comparative Revenue Analysis of Hotel Yield Management Heuristics

Yield management is the dynamic pricing, overbooking, and allocation of perishable assets across market segments in an effort to maximize short-term revenues for the firm. Numerous optimization heuristics for allocation and overbooking exist for the airline industry, whose perishable asset is the airplane seat. When an airplane departs, no revenue is gained from the empty seat(s). In the hotel industry, the perishable asset is the hotel room-once a room is left empty for a night, that night's revenue cannot be recaptured. The literature on yield management heuristics for the hotel industry is sparse. For the hotel operating environment, no research has adequately (1) integrated overbooking with allocation, (2) modeled the phenomenon of hotel patrons extending or contracting their stay at a moment's notice, or (3) performed a realistic performance comparison of alternative heuristics. This research develops (1) two hotel-specific algorithms that both integrate overbooking with the allocation decisions, (2) a simulation model to reproduce realistic hotel operating environments, and (3) compares the performance of five heuristics under 36 realistic hotel operating environments. Seven conclusions are reached with regard to which heuristic(s) perform best in specific operating environments. Generally, heuristic selection is very much dependent on the hotel operating environment. A counterintuitive result is that in many operating environments, the simpler heuristics work as well as the more complex ones.     

基于收益管理的邮轮客舱分配与定价模型

基于收益管理的思想对邮轮客舱分配与定价问题进行了研究。结合邮轮运营中的个性化特点，例如消费者团体人员构成多样、较长的预售周期以及救生位和儿童看护人员的数量限制等。在不失一般性的前提下，建立了整数规划模型用以确定在预售周期内的不同预售阶段中各种客舱类型的待售数量及其价格，以达到使邮轮公司收益最大化的目的。实验分析表明，该模型在实际应用中是有效的且呈现出显著的年增长趋势，可明显提高邮轮公司的收益。此外，设计了一种基于韦伯分布的EM算法用以解决模型中涉及到的需求量的无约束估计问题。数值算例研究表明，该算法收敛速度快且无约束估计过程可靠有效。     

New Directions in Revenue Management Research

Research in revenue management is rapidly changing as the environment in which firms operate changes. The Internet, the adoption of new information technologies, and other market forces are driving a new wave of research in revenue management. At the same time, more and more industries are adapting the tools of revenue management to their needs. Promising research directions are more sophisticated models of consumer behavior, more general models and understanding of rivalry, and more general pricing mechanisms. These are important issues for today's revenue managers and promising areas for both theoretical and empirical research.     

易逝性高新技术产品在衰退期的收入管理问题

通过对处于衰退期的高新技术产品的分析,指出高新技术产品的易逝性现象,并将收入 管理原则运用于衰退期中高新技术产品的价格策略. 针对此类产品的易逝性和需求的随机 性,提出对价格和生产规模进行综合控制的数学模型并给出求解的方法. 算例表明,使用收入 管理方法可以显著提高销售收入,增加企业经济效益.     

A Comparison of Unconstraining Methods to Improve Revenue Management Systems

Asuccessful revenue management system requires accurate demand forecasts for each customer segment. The forecasts are used to set booking limits for lower value customers to ensure an adequate supply for higher value customers. The very use of booking limits, however, constrains the historical demand data needed for an accurate forecast. Ignoring this interaction leads to substantial penalties in a firm's potential revenues. We review existing unconstraining methods and propose a new method that includes some attractive properties not found in the existing methods. We evaluate several of the common unconstraining methods against our proposed method by testing them on intentionally constrained simulated data. Results indicate our proposed method outperforms other methods in two of three data sets. We also test the revenue impact of our proposed method, expectation maximization (EM), and “no unconstraining” on actual booking data from a hotel/casino. We show that performance varies with the initial starting protection limits and a lack of unconstraining leads to significant revenue losses.     

THE BENEFITS OF OPTIMIZING PRICES TO MANAGE DEMAND IN HOTEL REVENUE MANAGEMENT SYSTEMS

We investigate the revenue impact of a new Price Setting Method (PSM) and compare it with the industry standard Bid Price Method (BPM). This comparison is performed via a simulation that was validated by a major hotel chain. In 27 out of the 32 cases, the PSM outperformed the BPM based on statistically significant tests. The PSM produces an average revenue increase of 34%, which can be thought of as an upper bound on the realistic revenue increase.     

Demand Growth in Services: A Discrete Choice Analysis of Customer Preferences and Online Selling

The selling of perishable services (e.g., hotel rooms, airline seats, and rental cars) online is increasingly popular with both retailers and consumers. Among the innovative approaches to online sales is opaque selling. First popularized by Priceline.com's name‐your‐own‐price model, opaque selling hides some attributes of the service (notably, brand and specific location) until after the purchase decision, in exchange for a discounted price. This means that a branded “product” is being sold as somewhat of a commodity, but the brand “name” is protected by the opaque model. The attraction of this model for retailers is that they are presumably able to increase their revenue stream, albeit at a lower rate, by selling rooms that otherwise would remain in inventory. In this article, we outline the development and analysis of an online choice survey to understand consumer preferences among three types of online distribution channels: regular full information sales channels, and opaque sales channels with or without consumer bidding. A Multinomial Logit model is employed to analyze the data and measure the consumer trade‐offs between price and other attributes of the product. We use the estimated model to calculate the incremental demand and revenue created by using an opaque channel simultaneously with regular full information channels. On balance, we find that correctly priced opaque channels can add to hotels revenue streams without undue cannibalization of regular room sales.     

Fleet and revenue management in car rental companies: A literature review and an integrated conceptual framework

This paper aims to present, define and structure the car rental fleet management problem, which includes operational fleet management issues and problems traditionally studied under the revenue management framework. The car rental business has challenging and distinctive characteristics, which are mainly related with fleet and decision-making flexibility, and that render this problem relevant for academic research and practical applications. Three main contributions are presented: an in-depth literature review and discussion on car rental fleet and revenue management issues, a novel integrating conceptual framework for this problem, and the identification of research directions for the future development of the field.