Organizacyjny mechanizm implementacji zarządzania przychodami
The organisational mechanism of revenue management implementation

Author(s): Mariia Kulyk, Margaryta Boiko, Mariia Dehtiarenko
Subject(s): Sociology
Published by: Wydawnictwa Uniwersytetu Warszawskiego
Keywords: revenue management; organisational revenue management mechanism; hotel industry; demand management; risk and financial reserves; local hotel market; sustainable development
Summary/Abstract: This study examines the implementation of a revenue management mechanism within a hotel management system in conditions of fluctuating demand and a turbulent market environment. The research question is focused on how a logically structured implementation of revenue management practices and technologies can increase resource efficiency, improve financial performance, and enhance the competitiveness and financial stability of a hotel business. The aim of the study is to identify and conceptualize the components of the organisational revenue management mechanism, including strategic planning, resource allocation, and a performance evaluation system that integrates pricing decisions, demand management, and the development of new revenue centers for sustainable economic, social, and environmental development. An analysis of the literature on revenue management, an assessment of management practices in the hotel industry, as well as analytical and comparative methods were used to identify risk factors and revenue growth potential in the local market. The research results demonstrate that a coherent organisational revenue management mechanism facilitates the adaptation of decision-making to changing consumer preferences, contributes to cost structure optimisation, improves service quality, and creates the basis for developing strategies for competing businesses in the local market. The proposed approach is useful for both hotel managers and stakeholders involved in the development of a sustainable tourism economy.

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