Software como um Serviço: uma plataforma eficaz para oferta de sistemas holísticos de gestão da performance

This study main objective was to assess the viability of development of a Performance Management (PM) system, delivered in the form of Software as a Service (SaaS), specific for the hospitality industry and to evaluate the benefits of its use. Software deployed in the cloud, delivered and licensed as a service, is becoming increasingly common and accepted in a business context. Although, Business Intelligence (BI) solutions are not usually distributed in the SaaS model, there are some examples that this is changing. To achieve the study objective, design science research methodology was employed in the development of a prototype. This prototype was deployed in four hotels and its results evaluated. Evaluation of the prototype was focused both on the system technical characteristics and business benefits. Results shown that hotels were very satisfied with the system and that building a prototype and making it available in the form of SaaS is a good solution to assess BI systems contribution to improve management performance.O objetivo principal deste estudo é avaliar a viabilidade de desenvolvimento de um sistema de Gestão da Performance, entregue sob a forma de “Software como Serviço” (SaaS), específico para o setor hoteleiro, e também avaliar os benefícios de seu uso. O software implantado na cloud, entregue e licenciado como um serviço, é cada vez mais aceite num contexto de negócios. Todavia, não é comum que soluções de Business Intelligence (BI) sejam distribuídas neste modelo SaaS. No entanto, existem alguns exemplos de que isso se está a alterar. Para atingir o objetivo do estudo, foi utilizada Design Science Research como metodologia de pesquisa científica para desenvolvimento de um protótipo. Este protótipo foi implementado em quatro hotéis para que os seus resultados pudessem ser avaliados. A avaliação foi focada tanto nas características técnicas do sistema como nos benefícios para o negócio. Os resultados mostraram que os hotéis estavam muito satisfeitos com o sistema e que construir um protótipo e disponibilizá-lo sob a forma de SaaS é uma boa solução para avaliar a contribuição dos sistemas de BI para melhorar o desempenho da gestão.info:eu-repo/semantics/publishedVersio

Will they take this offer? A machine learning price elasticity model for predicting upselling acceptance of premium airline seating

Employing customer information from one of the world's largest airline companies, we develop a price elasticity model (PREM) using machine learning to identify customers likely to purchase an upgrade offer from economy to premium class and predict a customer's acceptable price range. A simulation of 64.3 million flight bookings and 14.1 million email offers over three years mirroring actual data indicates that PREM implementation results in approximately 1.12 million (7.94%) fewer non-relevant customer email messages, a predicted increase of 72,200 (37.2%) offers accepted, and an estimated $72.2 million (37.2%) of increased revenue. Our results illustrate the potential of automated pricing information and targeting marketing messages for upselling acceptance. We also identified three customer segments: (1) Never Upgrades are those who never take the upgrade offer, (2) Upgrade Lovers are those who generally upgrade, and (3) Upgrade Lover Lookalikes have no historical record but fit the profile of those that tend to upgrade. We discuss the implications for airline companies and related travel and tourism industries.© 2023 The Author(s). Published by Elsevier B.V. This is an open access article under the CC BY license (http://creativecommons.org/licenses/by/4.0/).fi=vertaisarvioitu|en=peerReviewed

Strategic Price Positioning for Revenue Management: The Effects of Relative Price Position and Fluctuation on Performance

Emerging price optimization models systematically incorporate competitor price information into the derivation of optimal price points. While consideration of competitor pricing at this tactical level is essential to maximizing short-term revenues, the long-term impact of competitive price positioning on revenue performance should not be overlooked. This study examines the effect of two key dimensions of strategic price positioning - relative price position and relative price fluctuation - on the revenue performance of 6998 US hotels over an 11-year period. It finds that revenue performance is strongest for hotels that price higher than the competition and maintain a consistent relative price over time. Implications for revenue management practitioners are discussed

Does Discounting Work in the Lodging Industry?

The central intent of this econometric case study analysis is to examine the relationship between discounting room rates and hotel financial performance. The study provides a theoretical framework that investigates the fundamentals of discounting and empirically assesses the efficacy of the discounting process in the lodging industry. The study adopts an error correction model to properly account for the dynamics of the industry. The results indicate that the variables may be modeled as an integrated process and which are linked in the long run and also possess a short-term relationship. The research findings suggest that discounting works both in the short term and the long term only if the discount rate exhibits serial correlation or nonstationary tendencies

The value and structuring role of web APIs in digital innovation ecosystems: the case of the online travel ecosystem

Interfaces play a key role in facilitating the integration of external sources of innovation and structuring ecosystems. They have been conceptualized as design rules that ensure the interoperability of independently produced modules, with important strategic value for lead firms to attract and control access to complementary assets in platform ecosystems. While meaningful, these theorizations do not fully capture the value and structuring role of web APIs in digital innovation ecosystems. We show this with an empirical study of the online travel ecosystem in the 26 years (1995–2021) after the first Online Travel Agencies (OTAs) were launched. Our findings reveal that web APIs foster a dynamic digital innovation ecosystem with a distributed networked structure in which multiple actors design and use them. We provide evidence of an ecosystem where decentralized interfaces enable decentralized governance and where interfaces establish not only cooperative relationships, but also competitive ones. Instead of locking in complementors, web APIs enable the integration of capabilities from multiple organizations for the co-production of services and products, by interfacing their information systems. Web APIs are important sources of value creation and capture, increasingly being used to offer or sell services, constituting important sources of revenue

Heuristic Rules for the Dynamic Pricing Problem

This paper is devoted to the development of heuristics for the dynamic pricing problem. A discrete time model of dynamic pricing on the fixed time horizon is proposed. It is applicable to products that satisfy two properties: 1) product value expires at a certain predetermined date, and 2) consumers demand at most a single unit of the product. This type of demand structure allows deriving a simple system of recursive equations for optimal prices using dynamic programming techniques. Optimal pricing policy is expressed as a function of time to expiration and inventory levels of unsold products. An analytical solution to this problem was obtained for special cases, while for the general case, a numerical algorithm has been developed. Qualitative characteristics of the optimal pricing policy are established, and their implications for dynamics of inventories and prices are discussed. Based on these observations, a simple heuristic rule for dynamic price adjustments is proposed. Performance of this heuristic is evaluated against the optimal dynamic and fixed-price policies using Monte-Carlo experiments. Results demonstrate high efficiency of the proposed heuristic strategy and its even simpler derivatives. Heuristics’ adaptability and ease of implementation should make it suitable and attractive for small and medium businesses

Revenue Management Strategies for Long-Term Survival of Small-Farm Wineries

Some owners of small-farm wineries have moved to direct and alternative revenue management strategies to generate revenue and create brand awareness because of increased competition and regulatory changes. Research has revealed that owners of small-farm wineries remain financially reliant on direct-to-consumer sales through tasting rooms that represent an estimated 70% of their total revenue generated. This qualitative multiple case study was an exploration of how revenue management decisions of small-farm winery owners may contribute to long-term survival in a regulated industry. Dynamic capabilities concept was the conceptual framework for this study. The study population consisted of 3 small-farm winery owners in Connecticut who have operated a winery with Connecticut Grown designation for at least 10 years. Data were collected through semistructured interviews, organizational documents, observation notes, and review of each winery\u27s website. Three themes emerged from data analysis: focus on brand and customer base, constraints consideration, and competitors\u27 impact. The findings and recommendations from this study may further small-farm winery owners\u27 understanding of revenue management strategies they can use to overcome constraint challenges and mitigate competitors\u27 impact. As small-farm winery owners improve profitability and sustain long-term survival, subsequent positive social change, such as small business development and increased employment opportunities, may lead to economic prosperity for the local community and financial stability of community residents