Hotel revenue manager segmentation based on their behavior and motivation while using online travel agent supplier system

Niko Ibrahim, Putu Wuri Handayani, Muhammad Fadhil Dzulfikar

Research output: Chapter in Book/Report/Conference proceedingConference contributionpeer-review

Abstract

In this research, we intend to segment Indonesian Hotel Revenue Manager in using the Online Travel Agent supplier system (extranet). Revenue Manager behavior in using extranets is essential for Online Travel Agent because it determines the quality of information and competitiveness of products offered by Online Travel Agent to its customers. A thematic analysis of in-depth and semi-structured interview data on twenty-three hoteliers in five first-tier cities in Indonesia (Jakarta, Surabaya, Medan, Bandung, and Makassar) are used in this study to find the Revenue Manager segmentation themes. A thematic analysis of the interviewed data produced four types of revenue managers based on the use of channel managers, IT literacy, dependency on market managers, and activeness in communication. This research can contribute to introducing Revenue Managers segmentation to deal with Online Travel Agent suppliers systematically.

Original languageEnglish
Title of host publication2020 International Conference on Advanced Computer Science and Information Systems, ICACSIS 2020
PublisherInstitute of Electrical and Electronics Engineers Inc.
Pages205-210
Number of pages6
ISBN (Electronic)9781728192796
DOIs
Publication statusPublished - 17 Oct 2020
Event12th International Conference on Advanced Computer Science and Information Systems, ICACSIS 2020 - Virtual, Depok, Indonesia
Duration: 17 Oct 202018 Oct 2020

Publication series

Name2020 International Conference on Advanced Computer Science and Information Systems, ICACSIS 2020

Conference

Conference12th International Conference on Advanced Computer Science and Information Systems, ICACSIS 2020
CountryIndonesia
CityVirtual, Depok
Period17/10/2018/10/20

Keywords

  • Online Travel Agent
  • OTA Supplier System
  • Revenue Manager Segmentation
  • Thematic Analysis

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