Romanian Hotel Managers’ Perspective on Revenue Management

Abstract

This research paper investigates the revenue management practices of Romanian classified hotels through a survey of 85 managers. The information found shows that the focus is on the pricing policy and not necessarily on their dynamics, on the optimization of the inventory sales, and less on forecasting. The over-represented hotels are the four-star hotels. Most of the respondents are non-affiliated hotels without an employed manager. The revenue management activities are the general manager’s responsibility in most cases. The answers received show a balance in the choice of customer perception or profitability as factors in price setting. The most important distribution channels are other websites, not the hotels or OTA.