From its origin in the airline industry nearly sixty years ago, revenue management has expanded to other hospitality industries, notably lodging and rental cars. More recently, “nontraditional” service industries, such as restaurants, golf courses, and casinos, have begun to adapt and apply revenue management principles. The first revenue-management—related article appeared in the Cornell Quarterly in 1988—an article that introduced revenue management concepts to the hotel industry. Subsequently, the Quarterly has published numerous revenue management studies, covering hotels, restaurants, golf courses, and function space. In addition, CQ has examined distribution and pricing issues. This review of twenty-plus years of CQ articles documents the expansion of revenue management themes as published in the Quarterly and suggests directions for future revenue management research.
Anderson, C.K., and X. Xie.2009. Room-risk management at Sunquest Vacations . Cornell Hospitality Quarterly50 (3): 314-24.
2.
Carroll, B., and J. Siguaw.2003. The evolution of electronic distribution: effects on hotels and intermediaries. Cornell Hotel and Restaurant Administration Quarterly44 (4): 38-50.
3.
Chen, C.C., and Z. Schwartz.2006. The importance of information asymmetry in customers’ booking decisions: A cautionary tale from the internet . Cornell Hotel and Restaurant Administration Quarterly47 (3): 272-85.
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Choi, S.2006a. Group revenue management: A model for evaluating group profitability. Cornell Hotel and Restaurant Administration Quarterly47 (3): 260-71.
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Choi, S.2006b. The role of disclosure in variable hotel pricing: A cross-cultural comparison of customers’ fairness perceptions. Cornell Hotel and Restaurant Administration Quarterly47 (1): 27-35.
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Choi, S., and S.E. Kimes.2002. Electronic distribution channels’ effect on hotel revenue management. Cornell Hotel and Restaurant Administration Quarterly43 (3): 23-31.
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Choi, S., and A.S. Mattila.2005. Impact of information on customer fairness perceptions of hotel revenue management. Cornell Hotel and Restaurant Administration Quarterly46 (4): 444-51.
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Choi, S., and A.S. Mattila.2006. The role of disclosure in variable hotel pricing: A cross-cultural comparison of customers’ fairness perceptions . Cornell Hotel and Restaurant Administration Quarterly47 (1): 27-35.
9.
Cross, R.1997. Launching the revenue rocket: How revenue management can work for your business. Cornell Hotel and Restaurant Administration Quarterly38 (2): 32-43.
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Cross, R.G., J. Higbie, and D. Cross.2009. Revenue management’s renaissance: A rebirth of the art and science of profitable revenue generation. Cornell Hospitality Quarterly50 (1): 56-81.
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Dunn, K.D., and D.E. Brooks.1990. Profit analysis: Beyond yield management . Cornell Hotel and Restaurant Administration Quarterly31 (3): 80-90.
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Gourville, J.T., and D. Soman.2001. How packaging services can hurt consumption: The potential downside of bundling. Cornell Hotel and Restaurant Administration Quarterly42 (3): 29-37.
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Hanks, R.D., R.G. Cross, and R.P. Noland.1992. Discounting in the hotel industry: A new approach. Cornell Hotel and Restaurant Administration Quarterly33 (1): 15-23.
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Kelly, T.J., N.M. Kiefer, and K. Burdett.1994. A demand-based approach to menu pricing . Cornell Hotel and Restaurant Administration Quarterly35 (1): 48-52.
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Kimes, S.E.1989. The basics of yield management. Cornell Hotel and Restaurant Administration Quarterly30 (3): 14-19.
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Kimes, S.E.1994. Perceived fairness of yield management. Cornell Hotel and Restaurant Administration Quarterly35 (1): 22-29.
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Kimes, S.E.1999. Implementing restaurant revenue management: A five-step approach. Cornell Hotel and Restaurant Administration Quarterly40 (3): 16-21.
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Kimes, S.E.2000. Revenue management on the links: Applying yield management to the golf-course industry. Cornell Hotel and Restaurant Administration Quarterly41 (1): 120-27.
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Kimes, S.E.2002. Perceived fairness of yield management. Cornell Hotel and Restaurant Administration Quarterly43 (1): 21-30.
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Kimes, S.E.2004. Restaurant revenue management: Implementation at Chevys Arrowhead. Cornell Hotel and Restaurant Administration Quarterly45 (1): 52-67.
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Kimes, S.E.2008. The role of technology in restaurant revenue management . Cornell Hospitality Quarterly49 (3): 297-309.
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Kimes, S.E., D.I. Barrash, and J.E. Alexander.1999. Developing a restaurant revenue-management strategy. Cornell Hotel and Restaurant Administration Quarterly40 (5): 18-29.
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Kimes, S.E., R.B. Chase, S. Choi, P.Y. Lee, and E.N. Ngonzi.1998. Restaurant revenue management: Applying yield management to the restaurant industry. Cornell Hotel and Restaurant Administration Quarterly39 (3): 32-39.
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Kimes, S.E., and K.A. McGuire.2001. Function-space revenue management: A case study from Singapore. Cornell Hotel and Restaurant Administration Quarterly42 (6): 33-46.
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Kimes, S.E., and S.K. Robson.2004. The impact of restaurant table characteristics on meal duration and spending. Cornell Hotel and Restaurant Administration Quarterly45 (4): 333-46.
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Kimes, S.E., and S. Singh.2009. Spa revenue management. Cornell Hospitality Quarterly50 (1): 82-95.
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Kimes, S.E., and P.E. Wagner.2001. Preserving your revenue-management system as a trade secret. Cornell Hotel and Restaurant Administration Quarterly42 (5): 8-15.
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Kimes, S.E., and J. Wirtz.2002. Perceived fairness of demand-based pricing for restaurants. Cornell Hotel and Restaurant Administration Quarterly43 (1): 31-37.
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Lambert, C.U., J.M. Lambert, and T.P. Cullen.1989. The overbooking question: A simulation . Cornell Hotel and Restaurant Administration Quarterly30 (2): 15-20.
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Lefever, M.M.1988. The gentle art of overbooking. Cornell Hotel and Restaurant Administration Quarterly29 (3): 7-8.
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Lewis, R.C., and S. Shoemaker.1997. Price-sensitivity measurement: A tool for the hospitality industry. Cornell Hotel and Restaurant Administration Quarterly38 (2): 44-54.
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Lieberman, W.H.1993. Debunking the myths of yield management. Cornell Hotel and Restaurant Administration Quarterly34 (1): 34-41.
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McGuire, K.A., and S.E. Kimes.2006. The perceived fairness of waitlist-management techniques for restaurants. Cornell Hotel and Restaurant Administration Quarterly47 (2): 121-34.
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Noone, B.M., S.E. Kimes, A.S. Mattila, and J. Wirtz.2007. The effect of meal pace on customer satisfaction. Cornell Hotel and Restaurant Administration Quarterly48 (3): 231-45.
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Norman, E.D., and K.J. Mayer.1997. Yield management in Las Vegas Casino hotels. Cornell Hotel and Restaurant Administration Quarterly38 (5): 28-33.
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O’Connor, P.O.2003. On-line pricing: An analysis of hotel-company practices . Cornell Hotel and Restaurant Administration Quarterly44 (1): 88-96.
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O’Connor, P.O., and A.J. Frew.2002. The future of hotel electronic distribution: Expert and industry perspectives. Cornell Hotel and Restaurant Administration Quarterly43 (3): 33-45.
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Orkin, E.B.1988. Boosting your bottom line with yield management . Cornell Hotel and Restaurant Administration Quarterly28 (4): 52-56.
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Orkin, E.B.1998. Wishful thinking and rocket science: The essential matter of calculating unconstrained demand for revenue management. Cornell Hotel and Restaurant Administration Quarterly39 (4): 15-19.
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Peister, C.2007. Table-games revenue management: Applying survival analysis . Cornell Hotel and Restaurant Administration Quarterly48 (1): 70-87.
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Pinchuk, S.G.2006. Applying revenue management to palapas: Optimize profit and be fair and consistent. Cornell Hotel and Restaurant Administration Quarterly47 (1): 84-91.
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Pullman, M.E., and G.M. Thompson.2002. Evaluating capacity-and demand-management decisions at a ski resort. Cornell Hotel and Restaurant Administration Quarterly43 (6): 25-36.
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Quain, W.J.1992. Analyzing sales-mix profitability. Cornell Hotel and Restaurant Administration Quarterly33 (2): 57-62.
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Quain, W.J., M. Sansbury, and D. Quinn.1999. Revenue enhancement, part 3: Picking low-hanging fruit-A simple approach to yield management. Cornell Hotel and Restaurant Administration Quarterly40 (2): 76-83.
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Quan, D.C.2002. The price of a reservation. Cornell Hotel and Restaurant Administration Quarterly43 (3): 77-86.
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Relihan, W.J., III.1989. The yield-management approach to hotel-room pricing. Cornell Hotel and Restaurant Administration Quarterly30 (1): 40-45.
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Rohlfs, K.V., and S.E. Kimes.2007. Customers’ perceptions of best available hotel rates. Cornell Hotel and Restaurant Administration Quarterly48 (2): 151-62.
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Russo, J.A., Jr.1991. Variance analysis: Evaluating hotel room sales . Cornell Hotel and Restaurant Administration Quarterly31 (4): 60-65.
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Schwartz, Z., and E. Cohen.2004. Hotel revenue-management forecasting: Evidence of expert-judgement bias. Cornell Hotel and Restaurant Administration Quarterly45 (1): 85-98.
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Susskind, A.M., D. Reynolds, and E. Tsuchiya.2004. An evaluation of guests’ preferred incentives to shift time-variable demand in restaurants. Cornell Hotel and Restaurant Administration Quarterly45 (1): 68-84.
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Thompson, G.M.2002. Optimizing a restaurant’s seating capacity: Use dedicated or combinable tables? Cornell Hotel and Restaurant Administration Quarterly43 (4): 48-57.
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Thompson, G.M.2003. Optimizing restaurant-table configurations: Specifying combinable tables. Cornell Hotel and Restaurant Administration Quarterly44 (1): 53-60.
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Thompson, G.M.2009. (Mythical) Revenue benefits of reducing dining duration in restaurants. Cornell Hospitality Quarterly50(1):96-112.
54.
Toh, R.S., and F. Dekay.2002. Hotel room-inventory management: An overbooking model. Cornell Hotel and Restaurant Administration Quarterly43 (4): 79-90.
55.
Verma, R., and G. Plaschka.2003. Customer-choice modeling: Reflections, advances, and managerial implications. Cornell Hotel and Restaurant Administration Quarterly44 (5/6): 156-65.
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Weatherford, L.R.1995. Length of stay heuristics: Do they really make a difference ? Cornell Hotel and Restaurant Administration Quarterly36 (6): 70-79.
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Weatherford, L.R., S.E. Kimes, and D.A. Scott.2001. Forecasting for hotel revenue management: Testing aggregation against disaggregation. Cornell Hotel and Restaurant Administration Quarterly42 (4): 53-64.
