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Book part
Publication date: 10 December 2005

Jeffrey F. Shields and Michael D. Shields

While management-accounting research continues to focus on cost drivers, research has recently begun to examine revenue drivers. We review the research on revenue drivers…

Abstract

While management-accounting research continues to focus on cost drivers, research has recently begun to examine revenue drivers. We review the research on revenue drivers with reference to five revenue-driver models in the accounting literature. The revenue drivers identified by quantitative empirical research are located in a revenue-driver model based on their levels of analysis (customer, product, organization, industry) and other characteristics of a revenue driver–revenue relation. Implications of this model for research are discussed.

Details

Advances in Management Accounting
Type: Book
ISBN: 978-0-76231-243-6

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Article
Publication date: 2 July 2018

Irina Abankina, Liudmila Filatova and Elena Nikolayenko

The purpose of this paper is to analyze the changes in higher education under the new configuration of resources based on the income structure of universities located in…

Abstract

Purpose

The purpose of this paper is to analyze the changes in higher education under the new configuration of resources based on the income structure of universities located in the Central Federal District (CFD). Particular focus is given to the changes in the structure of public financing of higher education, considering the explicit priorities of increasing teaching staff salaries and promoting research. The study also assesses regional differentiation in financial resources for the maintenance of university property and the accumulation of funds from extra-budgetary sources.

Design/methodology/approach

Using statistical and economic analysis methods, the research reveals the main trends of structural changes in public funding of higher education in Russia as a whole, and the regional peculiarities of financial support in the universities of the CFD.

Findings

The results of this investigation of universities in the CFD point to inertia in the development of universities in the regions, and problems transitioning to new business models. Groups of universities in the region often lobby for the “previous rules of the game.” The results evidence a change in financial support from different income sources and in cost structures at the university level. These are the result of higher education reform and university support programs aimed at enhancing the academic and research capacity of the leading Russian universities and developing a competitive national education system.

Originality/value

A costs optimization policy has led to polarization of universities and reduced development opportunities for a significant proportion of regional universities. In order to maintain their properties in good condition, they have to make active efforts to seek non-budgetary funding sources against a fall in effective demand from the population.

Details

Journal of Applied Research in Higher Education, vol. 10 no. 4
Type: Research Article
ISSN: 2050-7003

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Article
Publication date: 1 March 2005

Jinping Sun

Over a decade ago, Bretschneider and Gorr proposed two directions for future research in government forecasting: one was to extend the research on developing and…

Abstract

Over a decade ago, Bretschneider and Gorr proposed two directions for future research in government forecasting: one was to extend the research on developing and evaluating alternative forecasting methods and the other, to look at forecasting as a human activity and examine how organizational factors affect forecasting. What has happened since then? To see partially what has been done and what remains to be done, this paper provides a review of the literature on government revenue forecasting with a primary focus on the state level and identifies areas for future research in government revenue forecasting.

Details

Journal of Public Budgeting, Accounting & Financial Management, vol. 17 no. 4
Type: Research Article
ISSN: 1096-3367

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Article
Publication date: 20 February 2009

Xuan Lorna Wang and David Bowie

This paper aims to explore the links between revenue management and business‐to‐business (B2B) relationships and explains how revenue management can both support and…

Abstract

Purpose

This paper aims to explore the links between revenue management and business‐to‐business (B2B) relationships and explains how revenue management can both support and damage B2B relationships.

Design/methodology/approach

A single case study method was employed to conduct qualitative research into a company and its key accounts. In‐depth data were collected from three divergent sources (company revenue managers, company account managers and nine of the company's key accounts) through semi‐structured interviews, observations and document studies.

Findings

The research findings reveal that from the company's perspective, managers acknowledge that revenue management has positively influenced the process of identifying and analysing key account activities and conducting contractual decision making with key accounts. However, from the key accounts' perspective, revenue management practices were found to have significant negative consequences which damage trust and undermine long‐term relationships and commitment.

Research limitations/implications

Although the research findings cannot be generalised to other service sectors because of the single‐case study research method, the implications of this study suggest that the impact of revenue management practice on B2B relationships should be further investigated in a wide range of organisational and industry settings.

Practical implications

The research findings confirm the long‐held assumption that revenue management can negatively affect B2B relationships. The benefits of revenue management primarily reward the company, whilst long‐term B2B relationship development suffers from the short‐term consequences of the company's opportunistic behaviour.

Originality/value

This paper bridges the gap in the literature between revenue management and key account management. It also explores the conceptual incompatibility between revenue management and a long‐term relational approach to B2B relationships and provides evidence to support this proposition.

Details

Journal of Services Marketing, vol. 23 no. 1
Type: Research Article
ISSN: 0887-6045

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Article
Publication date: 31 January 2020

Basak Denizci Guillet

The purpose of this study is to examine the evolution of revenue management (RM) research’s intellectual structure in hospitality and tourism in an effort to initiate a…

Abstract

Purpose

The purpose of this study is to examine the evolution of revenue management (RM) research’s intellectual structure in hospitality and tourism in an effort to initiate a creative discourse for RM scholars.

Design/methodology/approach

Co-citation analysis was used to examine the reference list of 343 articles over a 35-year period (1983-2018). Co-citation analysis focused on subject clustering and source knowledge evolution. Five periods were created to investigate the evolution of the RM field in the hospitality and tourism industry. The paradigm shift approach was adopted to acquire a better understanding of scientific evolution.

Findings

Findings indicated that from a Kuhnian perspective, RM research in hospitality and tourism did not go beyond the normal science phase. There is no current indication of anomalies in the form of conflict or questioning of the existing paradigms in RM research in hospitality and tourism. This might change, as the research in this realm develops further and evolves.

Research limitations/implications

This study identified issues related to research themes that have the potential of moving RM research in hospitality and tourism to the next level, enabling the paradigm shift in this discipline.

Originality/value

This study is instrumental in its outlook on the evolution of RM research’s intellectual structure in hospitality and tourism. In addition, it is the first study that considers the concept of paradigm shift in RM research context in hospitality and tourism.

Details

International Journal of Contemporary Hospitality Management, vol. 32 no. 2
Type: Research Article
ISSN: 0959-6119

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Article
Publication date: 1 August 2016

Mehmet Erdem and Lan Jiang

The purpose of this research study is to present an overview of hotel revenue management (RM) research articles published in scholarly journals during the 2001-2013 period…

Abstract

Purpose

The purpose of this research study is to present an overview of hotel revenue management (RM) research articles published in scholarly journals during the 2001-2013 period while offering a direction for future research that focuses on RM in the hotel industry context.

Design/methodology/approach

Using Boolean search keywords across the period of 2001 to 2013, a total of 83 hotel RM-related research journal articles were queried. To ensure that all the identified articles were hotel-RM related, each article was independently reviewed; 70 research journal articles were identified as relevant for inclusion in this study.

Findings

RM has been and will continue to be a critical tool for the hotel industry, especially since the rise of its perceived strategic role among hoteliers. The RM process is shifting from a tactical to a strategic approach. Also, RM has become more technology driven and it is becoming more customer-centric. Hoteliers should spend more effort and resources on training and educating revenue managers.

Research limitations

The content analysis is limited to the databases available to the research team.

Practical implications

This study serves as a resource for scholars interested in RM research in the hotel industry and documents the focus of RM research and the key issues offered by scholars.

Originality/value

No study has previously offered an overview of RM research articles focusing on the hotel industry (covering the years since 2000). The manuscript serves as framework for scholars who may wish to identify existing research patterns and pursue new directions.

Details

Journal of Hospitality and Tourism Technology, vol. 7 no. 3
Type: Research Article
ISSN: 1757-9880

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Book part
Publication date: 16 July 2019

James W. Hesford, Michael J. Turner, Nicolas Mangin, Charles R. Thomas and Kelly Hoffmann

This study examines how firms’ use of competitor-focused accounting information, specifically competitor monitoring information, impacts their pricing, demand, and overall…

Abstract

This study examines how firms’ use of competitor-focused accounting information, specifically competitor monitoring information, impacts their pricing, demand, and overall revenue performance. The monitoring activities examined are the scope of monitoring, monitoring above and below one’s own hotel class (i.e., market segment), and the extent of reciprocity of monitoring. Competitor analysis is a central element in strategic management accounting (SMA), yet little empirical research has been done since companies do not disclose competitor monitoring activities. Proving the value of competitive monitoring provides strong support for SMA. Archival, proprietary monitoring information regarding pricing, demand, and revenue were obtained from one of the largest hotel markets in the United States. Using regression, we modeled the relationships between performance measures (pricing, demand, and revenue) and monitoring behaviors, while controlling for quality (hotel characteristics and management skill), competitive intensity, hotel class, geographic location, and ownership type. Our results indicate that two aspects of competitor monitoring impact hotel pricing that, in turn, impacts hotel demand and revenue performance. Specifically, a hotel monitoring more competitors (what we refer to as Scope) achieves higher prices with unchanged demand, resulting in higher revenue performance. Most hotels monitor within their class. However, deviating from one’s class has profound outcomes: looking at lower (higher) quality hotels results in a hotel setting lower (higher) prices, resulting in higher (unchanged) demand and lower (higher) revenue performance. Surprisingly, we did not find support for the reciprocity of monitoring. That is, whether the competitors monitored by a hotel, in turn follow the target, has no impact on hotel revenue performance outcomes. While the SMA literature notes the importance of competitor monitoring, this study fills a gap in an important, under-researched area by documenting the link between competitor monitoring behaviors and organizational revenue performance. This may help promote greater diffusion of SMA practices.

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Book part
Publication date: 23 November 2016

James Jianxin Gong and S. Mark Young

We examine the role of financial and nonfinancial performance measures in managing revenues derived from life cycles of a type of intellectual property products − motion pictures.

Abstract

Purpose

We examine the role of financial and nonfinancial performance measures in managing revenues derived from life cycles of a type of intellectual property products − motion pictures.

Design/approach

Our study focuses on the first two markets in which audiences can watch a motion picture – the upstream theatrical market and the downstream home video market. We combine data collected from numerous public and proprietary sources and form a final sample of 654 motion pictures. Then we perform regression analysis on the data.

Findings

First, three measures of a movie’s performance in the theatrical market, opening box office revenue, peak rank, and weeks at the peak rank, have positive effects on subsequent revenues in the home video market. Second, the same set of performance measures also predicts the motion picture’s life span in the theatrical market. Third, when the actual life span of a motion picture in the theatrical market deviates from its predicted value, the total return on investment in the motion picture decreases.

Research limitations

We do not have data on other downstream markets related to motion pictures, such as pay-per-view and online video streaming.

Practical implications

This study suggests that the public and proprietary data can be used to inform managerial decisions regarding intellectual property product life cycles.

Originality/value

This is the first accounting study that directly examines life cycle revenues of intellectual property products. We also extend literature on revenue driver and revenue management research to the product level.

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Article
Publication date: 9 December 2019

Amanda Belarmino and Elizabeth A. Whalen

The purpose of this paper is to examine the impact of a charismatic political candidate on hotel revenue in the USA, particularly in their home states, through the lens of…

Abstract

Purpose

The purpose of this paper is to examine the impact of a charismatic political candidate on hotel revenue in the USA, particularly in their home states, through the lens of the bandwagon effect. Previous researchers have found that political primaries have a significant impact on hotel revenue due to travel to those states; however, there has yet to be an examination of the impact of popular political candidates on hotel revenue.

Design/methodology/approach

This research examined the impact of Bernie Sanders’ campaign on hotel revenue in the state Vermont due to the relatively stable demand experienced in that market. First, the researchers used forecasting methodology and t-tests to determine if there was a significant increase in hotel revenue during the time of the Sanders’ campaign for the state and for Burlington, Vermont, his campaign headquarters. Then, eight semi-structured interviews were conducted with hoteliers in Vermont to determine if the Sanders’ campaign was responsible for the observed changes.

Findings

While the hotel revenue for the state was not significantly different than what would be expected, the hotel revenue in Burlington did see a significant increase. Hoteliers did attribute an increased awareness of the destination and some specific instances of travelers to Sanders’ campaign.

Originality/value

This is the first study to date to demonstrate the influence of a political candidate on hotel revenue and demonstrated that the bandwagon effect can impact hotel revenue. For hoteliers, it demonstrates that increased destination awareness can impact behavioral intentions on a small scale.

Details

Journal of Hospitality and Tourism Insights, vol. 3 no. 1
Type: Research Article
ISSN: 2514-9792

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Article
Publication date: 11 May 2015

Basak Denizci Guillet and Ibrahim Mohammed

The purpose of this study was to examine hospitality revenue management (RM) research in the recent decade, to identify emergent issues/topics and suggest directions for…

Abstract

Purpose

The purpose of this study was to examine hospitality revenue management (RM) research in the recent decade, to identify emergent issues/topics and suggest directions for future research.

Design/methodology/approach

A systematic process of literature review involving content analysis was adopted. The process involved searching for published articles in three major online databases for hospitality and tourism journals, evaluating and selecting the relevant articles, analyzing and synthesizing the findings of the selected papers and organizing the findings to determine what is known and what is yet to be known.

Findings

The paper established a broad range of topics that have engaged the attention of hospitality and tourism researchers in contemporary times. These topics were structured into seven major themes constituting the core activities of hospitality RM process and another eight themes covering the factors influencing the practice of RM.

Practical implications

The classification of the literature into core activities of RM process and factors influencing RM serves as a useful guide for practitioners and academics to trace relevant literature on various aspects of RM and to visibly notice the gaps in the existing literature.

Originality/value

By developing an RM framework and using it to evaluate existing literature, this study brings cohesion into the hospitality and tourism RM literature.

Details

International Journal of Contemporary Hospitality Management, vol. 27 no. 4
Type: Research Article
ISSN: 0959-6119

Keywords

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