Posted: February 24th, 2022

Assessment of revenue management application in Nigerian hotels.

Summary
This thesis has offered a structured literature Assessment which supplies a broader definitions of the foremost ideas in revenue management in phrases of the functions and the long run relationship with prospects. It then explores the extent to which revenue management is been utilized in the Nigerian hospitality sector.
The goal of this thesis is to research revenue management application in some chosen motels in Nigeria, Nigeria is made up of 36 states together with the Federal Capital Territory. Three motels shall be chosen from the 36 states including as much as a complete of 108 motels to which questionnaires shall be despatched, the end result will give how RM is been utilized in line with the manipulation strategies concerned, above that, from the analysis, it’s going to conduct a improvement plan for different motels beneath utilising the complete power of RM instruments.

The purpose of this thesis is to enhance the profitability of the room capability with the instruments of revenue management being explored, The theoretical information for this thesis shall be collected from the chosen motels, hospitality management literatures, and Web. As well as, different necessary data sources shall be from the creator’s private expertise and a end result from the questionnaires rolled out to realize a dependable and complete data of the RM adoption.
1.zero Introduction
This chapter offers an introduction to RM, following literatures by Orkin, (1990), Jones and Val, (1993), Karaesmen and van Ryzin, (2004), Kimes, (2000, 1998), Rothstein (1971, 1975), Bitran and Caldentey, (2003), and Weatherford, (2003). We begin with an elaborated clarification of revenue management, the historical past and its origin (Rothstein (1971, 1975), Bitran and Caldentey, (2003), and Weatherford, (2003)). Afterwards, a conceptual framework for understanding the goals of revenue management, the enterprise platform on which RM could be adopted (Kimes, 1989), the way in which the system works and eventually, this thesis will conclude by giving an overview of the remaining chapters of the thesis.
We right here hint the historical past of revenue management as practiced in the hospitality trade in an effort as an instance what Jones and Lockwood, (1998), stated about RM, they stated that Revenue management is a properly researched and explored manipulation approach for maximising revenue. Sadly, revenue management observe in Nigeria is little identified, for instance, it has been a commonplace to promote a room twice a day if the chance come up, rising the revenue generated straight resulting in RM application not directly, this way the bisis of this dissertation and it’s a hole this analysis is looking for to fill by exploring the extent to which RM is practised in Nigerian motels straight and never been blind folded by an oblique method of the application of Revenue Management.
RM could be outline as a management instrument or approach which is at present being utilized by an rising quantity of worldwide chain of motels and independently owned motels in order to maximise the efficient use of their accessible room capability and guarantee a lift financially, (Salmon, 1990). Moreover, Jones and Lockwood, (1998), researched and concluded that RM shouldn’t be fully a brand new capability manipulation tactic in the world, and most hoteliers observe some kind of RM, such because the adjusting of room charges to mood fluctuations between peak and off-peak seasons, mid-week, and weekend charges. This Analysis, subsequently, examines the use and application of RM in the lodge trade in Nigeria and goals to display its application in direction of successfully maximizing room revenue and revenue maximization.
For the sake of this thesis, a complete literature Assessment primarily based on secondary sources in order to discover RM application shall be established as a information to the fieldwork and the areas of curiosity shall be extracted from the literature Assessment. Above others, these areas and points shall be investigated by way of the tactic of amassing main information. Moreover, all collected documentations shall be made accessible in order to validate the knowledge given throughout these interviews.
This thesis is a really satisfying and difficult course of because it focuses on the hole which has by no means been researched in the hospitality trade in Nigeria. Nonetheless, it’s a helpful studying expertise which shall be cherished by revenue managers in Nigeria in order to boost the revenue generated in their respective lodge(s). This thesis search to provide a correct understanding of revenue management instruments together with; Overbooking, Stock management, displacement Assessment pricing and lastly forecasting technique, their impacts on the company efficiency in phrases of buyer satisfaction and loyalty resulting in buyer retention shall be of secondary concern.
1.1 Purpose
This thesis seeks to discover the extent to which revenue management is being practised in Nigerian lodge in phrases of the utilization of RM instruments which is afore talked about. This shall be achieved by exploring three motels from every 36 states in Nigeria, some which shall be from a world chain of motels and others an independently owned motels. Questionnaires shall be rolled out to those chosen motels in different to have a generic notion in direction of the adoption of RM following the literature by Vinod (2004) in that the worth of revenue management is assessed in the lodge trade.
1.2 RESEARCH OBJECTIVES AND QUESTIONS
Each vendor is confronted with basic choices, juxtaposing this, a BBQ restaurant promoting hen and chips ought to have the ability to resolve on which interval to make her most sale, the value to provide and when to cut back the value. A cinema ticket or stadium ticket should be bought inside a sure interval, subsequently, the supervisor should resolve when to begin promoting tickets, what the asking worth needs to be, and when to drop worth if needed. Within the Lodge trade, it’s comparable; lodge managers ought to know when to drop costs on rooms, when to cease promoting rooms, when to extend the costs of rooms. Following these examples, the Nigerian motels’ operations led us to the goals of the thesis:
To discover the extent to which revenue management is utilized.
To hunt the attention of RM throughout the Nigerian motels.
Analysis questions:
How is revenue managed in Nigerian motels
To what extent do Nigerian motels think about Buyer loyalty, buyer satisfaction and buyer retention a precedence
Limitations
For the sake of this thesis, solely three motels shall be explored from every of the 36 states in Nigeria, as a result of there are a number of unregistered motels and there’s no correct record of all of the motels in Nigeria. Nonetheless, some of the motels are half of worldwide chain of motels working on a world degree whereas some are independently owned. Moreover, we now have restricted the analysis to RM application and from the survey, the delicate areas near to buyer loyalty, satisfaction and long run retention shall be explored, in different phrases, the loyalty, retention and satisfaction shall be our secondary goal. Nonetheless, there might of course be different operations or practices inside these motels that have an effect on revenue however our analysis is targeted on the 5 RM instruments been employed as afore talked about. The followings beneath listed are the potential limitation this thesis may face.
Finance
One of the foremost issues for the analysis is finance, the monetary facet in phrases of travelling to Nigeria to schedule and execute an interview with the managers of the chosen motels and subsequently, questionnaires shall be despatched by way of the wi-fi community (web) utilizing kwicksurvey; an web primarily based questionnaire software program.
Authenticity of data
Secondly, Some of the managers to fill the questionnaires may settle for the aim of the research and fill, however some is likely to be offended by it and really feel it’s a time losing course of and provides a biased data.
Time constraints
Lastly, the danger for the research of not been capable of finding the knowledge it wants on the allowed time. Discovering the knowledge might take extra time than the restricted time given (time constraints).
Analysis Define
Chapter one will set a strong basis for this thesis, subsequently, the analysis will proceed by presenting a complete literature Assessment so far as revenue management is anxious in Chapter Two. A concise description and demanding understanding of RM background would be the goal of the literature Assessment (Chapter two). Moreover, an summary of the literature throughout the following RM instruments together with; overbooking, displacement Assessment, worth management, stock management (size of keep restriction) and as they result in buyer management shall be given in order to set the bottom and create an understating of how these instruments affect revenue generated. Chapter Two concludes with a quick structured Assessment of the literature Assessment introduced.
Chapter three will search to discover and study the goal of the analysis course of and the way the fieldwork shall be carried out. Analysis limitations shall be introduced, the fieldwork and the way data shall be dealt with. This chapter describes what occurs in all of the phases on the fieldwork. (Earlier than, throughout, and after the fieldwork).
In Chapter 4 we current a generic observe throughout the studied motels and provides a brief generic presentation of the motels collaborating and describe how RM instruments are used in phrases of the followings; overbooking, displacement Assessment, worth management, stock management (size of keep restriction). Concluding the chapter with an outline of how the respondents acknowledge the exterior setting adopted by their notion on revenue management and their practices of RM strategies.
In Chapter 5, the empirical findings shall be evaluated and analysed in a approach that it may be linked with the literature overview introduced in Chapter Two. This shall be executed by way of a essential Assessment. These analyses will illustrate the effectiveness of RM application in Nigerian motels and the way it’s been adopted, subsequently, Chapter Six shall be primarily based on the Assessment of revenue management ways.
Chapter Six offers the implication of our major findings and conclusions, as this shall be primarily based on your complete analysis carried out, Moreover, strategies of areas which is felt to be additional developed after essential analysis of RM application in Nigeria is made following Choi and Mattila (2004)’s investigation on the affect of revenue management near to prospects’ perceptions on equity.
LITERATURE REVIEW ON REVENUEMANAGEMENT
Revenue ManagementDefinition
On this chapter, RM literature shall be explored, following all of the 5 application instruments afore talked about. Within the literature, Burgess and Bryant, (2001) stated, many authors are conversant with the use of interchanging the time period revenue management (RM) with yield management (YM). Some think about YM solely to be associated with revenue derived from lodging whereas RM might embody all areas of lodge revenue Due to this fact, it is very important spotlight the time period YM and make clear its which means for the aim of this thesis. Many definitions can be found on YM. Jones and Val, (1993) stated, yield is calculated by taking revenue realized and dividing it by revenue potential. Nonetheless, RM is usually related to the next definition by Kimes, (2000, p. 121) “The application of data techniques and pricing methods to allocate the best capability to the best buyer on the proper place on the proper time.” additional Assessment carried out by Mitchell (1992) states that revenue management is the method of controlling room availability by opening, closing and proscribing totally different room charges primarily based on forecast demand in order to maximise room revenue.
Jauncey et al. concluded by way of an Assessment of literatures, got here up with the time period “greatest match” definition for RM, which is “An built-in, steady and systematic method to maximizing room revenue by way of the manipulation of room charges in response to forecasted patterns of demand.” Jauncey et al., (1995, p. 25) and an outline of RM, in line with Jones and Val (1993), is to use fundamental financial rules to pricing and to manage the availability of rooms for the aim of maximizing room revenue. Which implies that in order to have an efficient RM approach in place one would want to know the essential economics of provide and demand in order that the best worth could possibly be set in order to extend room revenue for the corporate, following what kimes (1998a) stated about promoting the best product to the best buyer on the proper time and the best place. Nonetheless, some situations for the application of revenue management should predominate in line with kimes (2000). These situations embrace;
Capability should be comparatively fastened, RM ways is primarily designed for a capability constrained corporations however corporations not having this capability constraints could make use of stock as a buffer coping with fluctuations in demand.
Service needs to be perishable, service ends when ends.
Service could possibly be bought properly in advance of cunsumption, to maximise room revenue, some kind of reservation system which permits stock bookings to be acquired properly in advance needs to be put in place.
The fee of a sale needs to be comparatively low, this merely means the fee of placing a visitor in one other unoccupied room is comparatively decrease than constructing one other room.
Demand ought to flunctuate substancially, peak and off peak seasons, festive intervals are all examples of demand fluctuations.
Market could possibly be segmented e.g Leisure travellers and enterprise travellers.
When wanting on the literature from a historic perspective, it was the airline trade that has been credited with the event and refinement of RM following the deregulation of the U.S. airline trade in the 1970s, Kimes, (1989a), and McMahon-Beattie et al., (1999). This deregulation resulted in a heavy competitors throughout the airline trade and led to a price competition. Nonetheless, from the literatures of Rothstein (1971, 1975), Bitran and Caldentey, (2003), and Weatherford, (2003), managing stock turned an necessary half of operating a profitable enterprise in the early 1970s. Because of this of this aggressive circumstances, McMahon-Beattie et al., (1999) stated, the adoption of RM started in the lodge trade in the center of the 1980s because the trade was confronted with extra capability, extreme short-term liquidity downside and rising enterprise failure charges.
Goal of Yield Management
Jones and Hamilton (1992) amongst others stated, RM in the lodge trade tries to maximise the accessible visitor room charges when room demand exceeds accessible room and to maximise occupancy when accessible room exceeds room calls for, even on the expense of the common room charge. Nonetheless, some authors like Jauncey et al., (1995), McMahon-Beattie et al.,(1999), Siguaw et al., (2001) all agree that the aim of RM is the maximization of room revenue by way of the manipulation of room charges in a structured style, in order to bear in mind forecasted patterns of demand. It’s a approach that makes an attempt to maximise income by utilizing details about shopping for behaviour and gross sales to create pricing and stock controls, Lee-Ross and Johns, (1997).
Why RM.
Donaghy et. al., (1995), and Kimes, (1989b) simply to say just a few, has examined RM functions and studied its definition, researchers like Donaghy and McMahon, (1995), Fitzsimmons and Fitzsimmons, (1998), Hiemstra, (1999), Kimes, (1989a, b, 1997), Yeoman and Watson, (1997), seemed on the essential elements which can be more likely to affect the application and implementation of RM and eventually, the moral points in phrases of buyer satisfaction, retention and loyalty over a protracted interval of time could be seen in the next literatures, Cross, (1992, 1997), Jauncey et al., (1995), Kimes, (1994), and Lieberman, (1993).
Cross, (1997) added that inside one 12 months of the adoption of RM, Delta airline generated $300 million increment, $500 million yearly was recorded yearly by American airline, over $100 million is yearly generated by Marriott jr Accommodations and $2 million gained in the primary two weeks, following the adoption of RM strategies on the Canadian Broadcasting Company.
RM Instruments
Pricing methods
At the start, RM instruments are intertwined, one instrument is determined by the opposite to operate successfully. Pricing methods was a choice by the general managers earlier than, however in latest years, that schedule has been given to a revenue supervisor however the precept of differential pricing is alleged to not be attributed to the immergence of RM by Donaghy, et al (1995). Lodge managers have lengthy been utilizing varied pricing methods to maximise their income by bringing the seasonal demand for rooms and capability limitations right into a steadiness (Choi and Cho, 2000), even earlier than the deregulation in the airline trade that gave start to RM in the 1970’s. Differential pricing methods together with; worth discrimination, off peak pricing and demand primarily based pricing might change the reference worth and reference transaction which may trigger prospects to really feel the present transaction is unfair and the client may even understand such differential pricing as worth gorging. (Whirtz et al (2003; pg 220)), A stochastic or probabilistic demand appeared justified on the idea that buyers ‘arrive’ at random instances earlier than consumption. From the pricing perspective, although, a theoretical construction was wanted to clarify how demand is formed or why it will observe a selected sample throughout time. In any other case, there was no assurance that the previous is ready to predict the longer term [Bernstein, 1996; Ng, 2004]. Accordingly, regardless of large computing energy accessible as we speak, pricing primarily based on demand forecasts faces the identical outdated downside in typical likelihood concept, the place, in line with Bernstein [1996: 334], ‘the uncooked materials of the mannequin is the info of the previous’. Some analysis research have tried to shed some gentle on the behaviour of the advance purchaser. The literature is scant, dominated by advertising and marketing, and never generally introduced into revenue management analysis. For instance, Desiraju and Shugan [1999] evaluated strategic pricing in advance promoting and located that yield management methods akin to discounting, overbooking and limiting early gross sales work greatest when price-insensitive prospects purchase later than price-sensitive prospects. Shugan and Xie [2000] confirmed that because of the state dependency of service utility, consumers are unsure in advance and turn into sure at consumption time whereas sellers stay unsure of purchaser states at consumption time as a result of of data asymmetry. They recommend that advance promoting overcomes the informational drawback of sellers and it’s subsequently a technique to extend revenue. Xie and Shugan [2001] studied when advance promoting improves income and the way advance costs needs to be set. They’ve additionally investigated the optimality of advance promoting, investigating promoting in a spread of conditions, purchaser threat aversion, second interval arrivals, restricted capability, yield management and different advance promoting points. Png [1989], alternatively, confirmed that costless reservations in advance is a worthwhile pricing technique because it induces reality revelation on the kind of valuation that the buyer has for the service (which is personal data). If the buyer has a excessive valuation i.e. means to eat, s/he’ll use the reservation and pay a better worth. If not, the buyer is not going to use it. In one other paper, Png [1991] in contrast the methods of charging shoppers a lower cost for advance gross sales and attaching a worth premium on the date of consumption versus charging them a premium and promising a refund ought to consumption costs be decrease than what was bought. Regardless of these fashions that goal to seize primitive advance demand behaviour, there has not been a lot effort to combine them right into a unified framework, nor have there been any makes an attempt to bridge the behavioural elements of demand with revenue management analysis. Fashions of the previous seize particular person client behaviour (or homogeneous client segments) and it was tough to see how that could possibly be aggregated and utilized to revenue management that principally dealt
Overbooking, cancellations and no-shows
Overbooking, is just outlined as an idea of accepting extra reservations than the bodily accessible capability with the information that some bookings will find yourself as a no-show, or cancellations moreover, this function a hedge in opposition to early examine outs, that is stated in the literature that overbooking is one of the oldest kind of RM ways Karaesmen and van Ryzin, (2004). Overbooking is definitely not a nasty idea, but when not managed properly, it may result in overselling. Overselling occurs when the quantity of arrivals exceeds the accessible room capability. Authors have examined how motels may safe themselves in different to keep away from no-shows or cancellations by friends, by way of acceptable reservation insurance policies,
(Alstrup et al., (1986), Belobaba, (1989), Hersh and Ladany, (1978), Lieberman and Yechiali, (1978), Rothstein, (1971, 1974, 1985), Thompson, (1961), and Toh, (1985)) ———airways.
Beneath this technique, the vendor intentionally oversells capability if high-paying shoppers present up, even when capability is already absolutely booked. The vendor then cancels the sale to some low-paying prospects whereas offering them with acceptable compensation. We derive a brand new rule to optimally allocate capability to shoppers when overselling is used, and present that overselling helps restrict the potential yield and spoilage losses. Yield loss is diminished as a result of the vendor can seize extra high-paying prospects by compensating low-paying prospects who surrender their proper to the product.
Displacement Assessment
Displacement Assessment has been a really difficult train for operate room Assessment. It’s difficult to find out what to barter when contemplating reserving a gaggle with a major lead time, as a result of when compression does hit it’s potential that more cash may have been made by ready and taking the last-minute teams which can be keen to pay increased costs. However that requires motels taking important dangers and gambles
The idea of displacement is outlined by Abbort and Lewry, (1991) is alleged to be “these potential prospects who’re unable to acquire a better charge as a result of the rooms have already been booked by prospects paying decrease charge.” Moreover, Biyalogorsky, (1999) added that displacement idea is “promoting at a low worth, and dropping a greater worth later”.
Displacement Assessment is split in to 2 elements, together with; Major displacement and Secondary displacement. Major displacement is also referred to as the direct displacement, and these are these potential visitor who’re keen to extend the room charge themselves simply to get booked for a selected date of arrival however couldn’t be booked as a result of the truth that the accessible rooms are already been booked by friends with decrease charges. Secondly, the secondary displacement which is also referred to as oblique displacement and are stated to be these subsequent rooms misplaced as a result of main displacement. Instance of this displacement Assessment could be seen in appendix 1.
Stock management
1 The Mechanics of Stock Management
Distribution and Central Reservation Techniques
Conventional revenue management is intimately associated with distribution and central reservation techniques. Distribution and central reservation techniques symbolize a broad and interesting subject in their very own proper. A superb high-level account of airline planning, advertising and marketing, and distribution actions and their relation to operations analysis could be discovered in Smith et al. (2001). Right here we offer solely adequate background data to facilitate dialogue of the primary subject of this paper, revenue management.
Forecasting
Forecasting is a vital technique of RM in any organisation adopting its strategies; however it’s notably essential in lodge revenue management as a result of of the direct affect forecasts have on the accessible room reserving limits that decide lodge income. Not surprisingly, forecasting is concurrent with the literature on overbooking as a result of overbooking calculations rely upon predictions of final demand, cancellations, and no-shows.
Demand forecasting
Jauncey et al., (1995), Pak and Piersma, (2002), Kime, (1999), 2003), all agreed that forecasting is one of the important thing rules of revenue management. Jauncey et al., (1995), Donaghy et al., (1995, 1997), juxtaposed the effectiveness of RM system by including that it ought to have the ability to predict demand situations and fluctuations by analyzing reservation patterns, arrival, departures and a rating of different demand traits. Just lately, the next literatures by Anderson and Blair, (2004), Desiraju and Shugan, (1999) recommended that revenue management techniques with forecasting algorithms are costly to implement in actual phrases. Lahoti, (2002) added by saying that, a typical RM system prices between $1 million to $Three million and takes greater than two years to implement. Furthermore, analysis has confirmed and confirmed that these complicated and complicated revenue management techniques will not be liable to mislead, deceive, or disappoint. In actual fact, Ng et al., (1999) added that, utilizing the info of the previous and gross sales division utilizing current day data, conflicts typically happen, and plenty of revenue management ways ought to make use of some degree of human intervention, in different phrases, making use of RM as a information however human intervention continues to be related.
Forecasting has 4 limitations, following the literatures by c.f. Chase, 1999; Lieberman, 1993; Relihan, 1989; Boyd, 2004; Desiraju and Shugan, 1999. Firstly, A proposition upon which forecasting relies or from which a forecasting conclusion is drawn, needs to be primarily based on basic ideas of client behaviour, (Chase, 1999; Lieberman, 1993, Relihan, 1989). Will probably be of nice significance to convey to revenue managers consideration in line with Carry, (2004) revenue manipulation and maximisation utilizing forecast technique. Consequently, this might not be indicator of the following or current bookings, and can’t be decided by utilizing solely RM system by finding out historic sample of demand, as a result of the explanation why shoppers act or react the way in which they do is simply as necessary as how they’re behaving. Secondly, forecasting tactic at its greatest when adopted continues to be a mix segments that would, if potential, be desegregated for increased revenue. Thirdly, demand information are topic to many elements, together with the pricing methods of the prevailing rivals at the moment. We will solely assume and predict primarily based on the historic information. Lastly, demand could be influenced, not merely be identified. As early as 1951, Schumpeter, (1951), Liebhafsky, (1968) stated that wishes can’t be taken as impartial and shoppers could possibly be taught by producers to need new issues.
Determine 1
period
worth
fixedvariable
predictableQuadrant 1MoviesStadiums and arenasConvention centres
Quadrant 2HotelsAirlinesRental vehicles
Cruise strains

unpredictableQuadrant 3RestaurantsGolf CoursesInternet service
suppliers
Quadrant4Continuing careHospitals
(Kimes. 2000. p.127)
The industries discovered in quadrant 2, akin to airways and motels, are typically these related to RM, Weatherford et al., (2001). That’s as a result of these industries have a tendency to make use of variable pricing for companies with a specified or predictable period. Nonetheless, Donaghy and McMahon (1995) state that a profitable application of RM strategies outcomes in fluctuating room costs. RM subsequently, consists of not two, however three separate, interrelated elements; stock management, period management, and pricing.
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