Within a context of a continuous and unpredictable crisis, operators need to adapt their strategies to maximize revenues. This article explores, through a mixed-method approach, how hoteliers re-arranged their supply management strategies during the crisis. Structured interviews show that the adoption of disruptive and dynamic strategies and the collaboration with different stakeholders are key factors for resilience. To investigate the collaboration trait, we conducted a field experiment with 134 hoteliers. Our results reveal that, with the presence of a significant quota of data disclosure, hoteliers will share their data as they feel a perceived benefit, which activates their contextual reciprocity. These findings support the implementation of successful collaboration strategies for revenue maximization.

Adopting revenue management strategies and data sharing to cope with crises / Viglia, Giampaolo; De Canio, Francesca; Stoppani, Anna; Invernizzi, Anna Chiara; Cerutti, Stefania. - In: JOURNAL OF BUSINESS RESEARCH. - ISSN 0148-2963. - 137:(2021), pp. 336-344. [10.1016/j.jbusres.2021.08.049]

Adopting revenue management strategies and data sharing to cope with crises

De Canio, Francesca;
2021

Abstract

Within a context of a continuous and unpredictable crisis, operators need to adapt their strategies to maximize revenues. This article explores, through a mixed-method approach, how hoteliers re-arranged their supply management strategies during the crisis. Structured interviews show that the adoption of disruptive and dynamic strategies and the collaboration with different stakeholders are key factors for resilience. To investigate the collaboration trait, we conducted a field experiment with 134 hoteliers. Our results reveal that, with the presence of a significant quota of data disclosure, hoteliers will share their data as they feel a perceived benefit, which activates their contextual reciprocity. These findings support the implementation of successful collaboration strategies for revenue maximization.
137
336
344
Adopting revenue management strategies and data sharing to cope with crises / Viglia, Giampaolo; De Canio, Francesca; Stoppani, Anna; Invernizzi, Anna Chiara; Cerutti, Stefania. - In: JOURNAL OF BUSINESS RESEARCH. - ISSN 0148-2963. - 137:(2021), pp. 336-344. [10.1016/j.jbusres.2021.08.049]
Viglia, Giampaolo; De Canio, Francesca; Stoppani, Anna; Invernizzi, Anna Chiara; Cerutti, Stefania
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11380/1252420
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