A measure of revenue management orientation and its mediating role in the relationship between market orientation and performance

被引：13

作者：

Selmi, Noureddine ^{[1
]}

Chaney, Damien ^{[2
]}

机构：

[1] IHEC Carthage, Mkt, 3 Rue Oranges,Cite Ghazelle Route Raoued, Ariana 2083, Tunisia

[2] South Champagne Business Sch, Lab Regards, 217 Ave Pierre Brossolette,BP 710, F-10002 Troyes, France

来源：

JOURNAL OF BUSINESS RESEARCH | 2018年 / 89卷

关键词：

Revenue management; Yield management; Market orientation; Performance; Pricing; Services; STRUCTURAL EQUATION MODELS; STRATEGIC ORIENTATION; BUSINESS PROFITABILITY; PRODUCT PERFORMANCE; FIRM PERFORMANCE; YIELD MANAGEMENT; ANTECEDENTS; IMPACT; CONSEQUENCES; SENSITIVITY;

D O I：

10.1016/j.jbusres.2018.04.008

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

This research conceptualizes revenue management as a specific strategic orientation that is, the belief, and the processes that guide this belief, that revenue management leads to greater performance. As a first step, we propose REMANOR, a two-dimensional measure of revenue management orientation (RMO). Then, we investigate the impact of RMO on firm performance in the French hotel industry. The results show that RMO plays a mediating role in the relationship between market orientation and performance. The article also highlights the moderating role of customers' acceptance of revenue management practices on the RMO-performance relationship. The article concludes with the theoretical and managerial implications of the research.

引用

页码：99 / 109

页数：11

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