What is it about?

We examine the pricing objectives, strategy determinants, and strategies employed by hotels while taking managerial concerns into account.

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Why is it important?

The study determines managers’ key pricing concerns and investigates value-informed pricing strategies and making comparisons. The study indicates similarities and differences in price determination factors in the hotel industry.


A significant finding is that upscale hotels place high importance on pricing due to intense competition related to their wider product portfolio in comparison to luxury and mid-scale hotels and tend to rely on competition-based pricing. Although exploratory in nature, the results are valuable and provide compelling.

Dr. Muhammet Kesgin
Rochester Institute of Technology

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This page is a summary of: Pricing determinants in hotels: The case of luxury, upscale, and mid-scale price segments, Journal of Revenue and Pricing Management, November 2017, Springer Science + Business Media, DOI: 10.1057/s41272-017-0133-x.
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