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Journal of Hospitality & Tourism Research
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A Case Study Of The Yield Management Conundrum: Usage Versus Competence

Randall S. Upchurch

Taylor Ellis

University of Central Florida

Junwon Seo

Doubletree Guest Suites

This article compares usage versus perceived comfort in applying yield management principles as reported by those in charge of revenue enhancement within midsized, upper-market lodging operations located in the United States. This profile indicates that (a) the practice of yield management does have conceptual and practical links, and (b) there is a perceived difference between one’s usage and comfort in applying various principles.

Key Words: yield management • revenue enhancement • upper-market properties • yield training

Journal of Hospitality & Tourism Research, Vol. 27, No. 1, 125-137 (2003)
DOI: 10.1177/1096348002238885
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