Impact of guest motives and hotel class on average daily rate. Case of study: South-eastern United States

IF 8.3 1区管理学 Q1 HOSPITALITY, LEISURE, SPORT & TOURISM International Journal of Hospitality Management Pub Date : 2025-07-01 Epub Date: 2025-03-15 DOI:10.1016/j.ijhm.2025.104158

Xuan Tran, Patrice Egan

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Abstract

This study examines how antecedents, specifically dispositional factors such as Achievement, Affiliation, and Power, along with hotel class, influence revenue outcomes, including average daily rate (ADR), Revenue per Available Room (RevPAR), and Occupancy (OCC). Analyzing 699 TripAdvisor reviews from 2019 to 2024, the research employs structural equation modeling to assess the relationships between guest motivations, hotel classification, and revenue metrics. The Southeastern United States was chosen as the case study region due to its diverse mix of hotel types and guest demographics, providing a rich context for understanding the complex dynamics of hotel revenue management. Findings align with the Slutsky equation, revealing a negative substitution effect on ADR due to OCC and a positive income effect on RevPAR. This study contributes to hospitality revenue management by offering practical insights into optimizing pricing strategies based on guest behavior and market segmentation.

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客人动机和酒店等级对日均房价的影响。研究案例：美国东南部

本研究考察了前因，特别是性格因素，如成就、隶属关系和权力，以及酒店等级，如何影响收入结果，包括平均每日房价（ADR）、每间可用客房收入（RevPAR）和入住率（OCC）。该研究分析了2019年至2024年TripAdvisor的699条评论，采用结构方程模型来评估客人动机、酒店分类和收入指标之间的关系。之所以选择美国东南部作为案例研究区域，是因为其酒店类型和客人人口统计数据的多样性，为了解酒店收入管理的复杂动态提供了丰富的背景。研究结果与Slutsky方程一致，揭示了OCC对ADR的负替代效应和对RevPAR的正收入效应。本研究为酒店收益管理提供了基于客人行为和市场细分优化定价策略的实用见解。

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来源期刊

International Journal of Hospitality Management HOSPITALITY, LEISURE, SPORT & TOURISM-

CiteScore

21.20

自引率

9.40%

发文量

218

审稿时长

85 days

期刊介绍： The International Journal of Hospitality Management serves as a platform for discussing significant trends and advancements in various disciplines related to the hospitality industry. The publication covers a wide range of topics, including human resources management, consumer behavior and marketing, business forecasting and applied economics, operational management, strategic management, financial management, planning and design, information technology and e-commerce, training and development, technological developments, and national and international legislation. In addition to covering these topics, the journal features research papers, state-of-the-art reviews, and analyses of business practices within the hospitality industry. It aims to provide readers with valuable insights and knowledge in order to advance research and improve practices in the field. The journal is also indexed and abstracted in various databases, including the Journal of Travel Research, PIRA, Academic Journal Guide, Documentation Touristique, Leisure, Recreation and Tourism Abstracts, Lodging and Restaurant Index, Scopus, CIRET, and the Social Sciences Citation Index. This ensures that the journal's content is widely accessible and discoverable by researchers and practitioners in the hospitality field.