Revenue Management: a comparative study in hotels in Florianópolis - Brazil

• Autor(a) principal: Arruda Bianchini, Gabriel
• Data de Publicação: 2020
• Outros Autores: Savi Mondo, Tiago
• Tipo de documento: Artigo
• Idioma: por
• Título da fonte: Marketing & Tourism Review
• Texto Completo: https://revistas.face.ufmg.br/index.php/mtr/article/view/6254
• topic: revenue management; hotels; Florianópolis; revenue management; hotelaria; gestão de receitas; Florianópolis

The competitiveness within the hospitality industry has been growing daily. With the appearance of Revenue Management practices, the majority of hotels are now deploying this science and utilizing its practices to optimize and increase turnover. Therefore, this article aimed to analyze how Revenue Management operations are done in three business hotels from the city center of Florianópolis (SC); observing similarities and differences between an independent total, a national chain hotel and an international chain hotel. The methodology used for this article was based on an applied research and the philosophical logic used was a deductive method. As for the objectives, the research aimed for an exploratory and descriptive profile. Sample was defined in a judgmental, non-probabilty method. A bibliographic research was conducted on the subject, alongside a semi-structured interview in accordance to the studied theory. Data analysis had a qualitative nature. It was deducted that the main similarities between the hotels were: academic background of interviewees; demand forecasting practices, usage of fluctuating tariffs, distribution channels and the most used OTA’s. A few notable differences were: the amount of time that RM is being deployed in each hotel, the number of levels in each tariff grid and the amount of time in advance with which next year’s tariffs are planned.