TY - GEN
T1 - Hotel revenue manager segmentation based on their behavior and motivation while using online travel agent supplier system
AU - Ibrahim, Niko
AU - Handayani, Putu Wuri
AU - Dzulfikar, Muhammad Fadhil
N1 - Funding Information:
This study is supported by Hibah Penelitian Dasar Unggulan Perguruan Tinggi KEMENTERIAN RISET DAN TEKNOLOGI/BADAN RISET DAN INOVASI NASIONAL with Addendum No. NKB-2712/UN2.RST/HKP.05.00/2020 and Contract No. NKB-113/UN2.RST/HKP.05.00/2020. We also would like to thank Ms. Zahra Auliaul Ummah from tiket.com who have contributed to this research data.
Publisher Copyright:
© 2020 IEEE.
Copyright:
Copyright 2021 Elsevier B.V., All rights reserved.
PY - 2020/10/17
Y1 - 2020/10/17
N2 - 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.
AB - 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.
KW - Online Travel Agent
KW - OTA Supplier System
KW - Revenue Manager Segmentation
KW - Thematic Analysis
UR - http://www.scopus.com/inward/record.url?scp=85099740040&partnerID=8YFLogxK
U2 - 10.1109/ICACSIS51025.2020.9263242
DO - 10.1109/ICACSIS51025.2020.9263242
M3 - Conference contribution
AN - SCOPUS:85099740040
T3 - 2020 International Conference on Advanced Computer Science and Information Systems, ICACSIS 2020
SP - 205
EP - 210
BT - 2020 International Conference on Advanced Computer Science and Information Systems, ICACSIS 2020
PB - Institute of Electrical and Electronics Engineers Inc.
T2 - 12th International Conference on Advanced Computer Science and Information Systems, ICACSIS 2020
Y2 - 17 October 2020 through 18 October 2020
ER -