The Revenue Management in the Portuguese hotel sector

Abstract

Revenue Management has become incressingly important in the hotel sector and has played a pivotal role in generating and optimising revenue. This management concept focuses on pricing policies designed to maximise an organization´  s profits.

The aim of this study was to examine whether there is a relationship between the classification of a specific hotel unit and the existence of a Revenue Management (RM) department, whether there is a relantionship between the geographical location of an hotel and the use of RM tools, and whether hotel chains are more likely to use RM tools compared to independent hotels.

A cross-sectional, descriptive-correlational, quantitaive study was therefore conducted, using a questionnaire adapted from Costa (2017). The sample consisted of 110 respondents, who emphasised the importance of RM in hotel operations.

The findings suggest that the implementation of RM is essential for the hotel sector in Portugal.