Özet:

In the beginning, the income management applied in airline companies is also finding an area of application in other service companies and is becoming an increasingly widespread application, especially in hotel companies. The purpose of this research is to evaluate income management practices in hotel enterprises and to reveal their contribution to enterprises. The study’s quality data was collected by talks with the 13 five-star hotel business manager. Analysis of the obtained data found that the income management, in addition to increasing the revenue of hotel enterprises, increased the market share and availability rates, reduced the cost of promotion, advertising and sales, and contributed to the acquisition of new customers. The conclusion has been made that contracts with distribution channels for an effective income management, advertising and marketing, direct sales, website efficiency, staff strengthening, customer relationship management and dynamic pricing are important. Furthermore, an effective communication system should be established in order for all of these techniques to be effectively implemented, the elimination of the lack of trained staff, the prediction techniques, the reporting, the use of past data, the experience, the monitoring of competitors and the communication.

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