Згідно з Наказом Міністерства освіти і науки України від 28.12.2019 № 1643
журнал внесено до Переліку наукових фахових видань України 
(категорії “Б”з економічних наук

Проводимо набір статей до публікації у науковому фаховому журналі "Вісник КНТЕУ" з економічних та філософських наук

THE CONCEPT OF VALUE-ORIENTED REVENUE MANAGEMENT

Автор: Sveta on .

 FREE FULL TEXT (PDF)
DOI: http://doi.org/10.31617/visnik.knute.2019(127)04

УДК 338.487:338.53

KORZH Nataliya,
Doctor of Economics, Professor, Professor at the Department of Management and Administration
of Vinnytsia Institute of Trade and Economics
ofKyiv National University of Trade and Economics
87 SobornaStr., Vinnytsia, 21050, Ukraine
 
E-mail: Ця електронна адреса захищена від спам-ботів. вам потрібно увімкнути JavaScript, щоб побачити її.
ORCID ID: https://orcid.org/0000-0002-4901-3078

THE CONCEPT OF VALUE-ORIENTED REVENUE MANAGEMENT

Background.Revenue management complicates the situation in the hotel in a hotel business, which demonstrates decrease in relations and trust between hotels and clients because of opportunistic behavior of both parties.
The aim of the articleis to give an overview of the concept of revenue management in order to form dynamic competitive advantages and lasting mutually beneficial relations with clients.
Materials and methods.Methods of theoretical generalizations, comparisons, histo­rical and linguistic analysis were used to investigate and systematize scientific approaches to the development of the notion "revenue management".
Results.Strategic, tacticalandoperationalactionswithrevenuemanagementarestudiedbased onconsumervalueindividualization. A newdefinitionofrevenuemanage­mentisgroundedwithinthelimitsofthe conceptualvalue-orientedapproach, whichim­pliesdeliberatecreationofmutuallybeneficialrelationswithclientsbased onfairpricedifferentiation(andnotpricemanipulation) withinthelimitsofstructuredandpredicteddemand. Thesystemofrevenuemanagementofahotelwasdeveloped, whichconsistsofthetotalityofstructural, procedural, regularandbehavioralelementsaimedatreachingstra­tegicgoalsinhotelrevenuemanagement, unlikeothersystems.
Conclusion.A value-orientedapproachtorevenuemanagementreveals anewcon­ceptualsenseofthisinnovativemanagementtechnologyinthesphereofstimulationofsalesof no persistentoutputtomaximizeoptimalincomeofanenterprise, whichhelps form dynamic competitive advantages and lasting mutually beneficial relations with clients.
Keywordsrevenue management, consumer value, customer management, revenue management system, average customer value.

REFERENCES

  1. Cross, R. G. (1997). Launching the revenue rocket: How revenue management can workfor your business. Cornell Hotel and Restaurant Administration Quarterly, 38 (2),32-43 [in English].
  2. Jauncey, S., Mitchell,I., & Slamet, P. (1995). The meaning and management of yield in hotels. International Journal of Contemporary Hospitality Management, 7 (4), 23-26 [in English].
  3. Kimes, SherylE. (2011).The future of hotel revenue management. Journal of Revenue and Pricing Management. 10(1), 62-72 [in English].
  4. Talluri,K., & Ryzin,G. (2004). The Theory and Practice of Revenue Management. Springer-Verlag US,ТBoston. MA [in English].
  5. Mauri, A. G. (2012). Hotel revenue management: Principles and practices. Milan-Torino: Pearson Italia [in English].
  6. Mathies C., & Gudergan S. (2007). Revenue management and customer centric marketing – How do they influence travellers’ choices. Journal of Revenue and Pricing Management, 6, 331-346 [in English].
  7. Mazaraki,A.,Bojko,M.,&Kuly’k,M. (2017).Determinanty’ revenyu-menedzhmentu v gotel’nomu biznesi[Determinants of revenue management in the hotel business]. Visnyk Kyiv. nac. torg.-ekon. un-tHerald of the Kyiv National University of Trade and Economics,4 (114), 66-79 [in Ukrainian].
  8. Bolton,L. E., Keh,H. T., & Alba,J. W. (2010). How do price fairness perceptions differ across culture? Journal of Marketing Research, 29( June), 564-576 [in English].
  9. Tkachenko, T. I., Mel’nychenko,S. V., Bojko,M. G. et. al. (2010). Strategichnyj rozvytokturystychnogo biznesu [Strategic development of tourism business].A. A. Mazaraki (Ed.).Kyiv: Kyiv. nac. torg.-ekon. un-t [inUkrainian].
  10. KozlovD. A. (2013). Yield management in hotels. USA: Createspace [in English].
  11. McMahon-Beattie, U., McCentee, M., McKenna, R., Yeoman, I, & Hollywood,L. (2016).,Revenue management, pricing and the consumer. Journal of Revenue and Pricing Management, 15(3-4), 292-305 [in English].
  12. Korzh,N. V.,&Onishchuk,N. V. (2018). Social Selection of the optimal set of Reve­nue management tools in hotels. Texnologichny’j audy’t ta rezervy vyrobnycztva – Technological audit and production reserves, 1/4 (39),16-21 [in Ukrainian].
  13. Lesnik, A. L. (2015). Gostinichnyj menedzhment: politika cenoobrazovanija i upravle­nija dohodom [Hotel management: pricing and revenue management policies. SPb.: Intermedija [in Russian].
  14. Ambrosij, O. I. (2010). Upravlinnja dohodamy pidpryjemstv gotel’nogo gospo-darstva: cilisnyj pidhid [Revenue management of enterprises of hotel industry: a holistic approach].Ekonomichni nauky – Economic sciences,7 (25). P. 1,31–35. Serija "Oblik i finansy" [in Ukrainian].
  15. Blank, I. O., & Sytnyk,G. V. (2016).Planuvannja groshovyh potokiv pidpryjemstva [Enterprise cash flow planning]. Visnyk Kyiv. nac. torg.-ekon. un-tu –Herald of the Kyiv National University of Trade and Economics, 4, 31-44 [in Ukrainian].
  16. Phillips R. (2005). Pricing and revenue management optimization. Palo Alto, CA: Stanford University Press [in English].
  17. Fiig,T., Goyons,O., Adelving,R., & Smith,B. (2016). Dynamic pricing – the next revo­lution in RM? Journal of Revenue and Pricing Management, 15(5), 360-79 [in English].
  18. Belobaba,P.(2016). OptimizationmodelsinRMsystems: optimalityversusrevenuegains. JournalofRevenueandPricingManagement, 15(3-4), 229-235 [in English].
  19. Weatherford, L. (2016).Thehistoryofforecastingmodelsinrevenuemanagement. Journal of Revenue and Pricing Management, 15(4), 222-228 [in English].