Best-Available-Rate Pricing at Hotels:
CHR Reports
TheCenterforHospitalityResearch.org
Best-available-rate Pricing at Hotels:
A Study of Customer Perceptions and Reactions
By By Kristin V. Rohlfs and Sheryl E. Kimes, Ph.D.
THECENTERFORHOSPITALITYRESEARCH.ORG • CORNELL UNIVERSITY
BEST-AVAILABLE-RATE PRICING • 1
Best-available-rate Pricing at Hotels: a Study of Customer Perceptions and Reactions is produced for the benefit of the hospitality industry by The Center for Hospitality Research at Cornell University Gary M. Thompson, Executive Director Glenn Withiam, Director of Publication Services
Advisory Board
James C. Allen, Executive Vice President, Wines, Southern Wine and Spirits of New York Jan A. deRoos, Ph.D., HVS International Professor of Finance and Real Estate, Cornell University Cathy A. Enz, Ph.D., Louis G. Schaeneman, Jr., Professor of Innovation and Dynamic Management, Cornell University Unmesh Joshi, Chairman and Managing Director, Kohinoor Group Jo-Anne Kruse, EVP Human Resources, Travel Distribution Services Division, Cendant Corporation Craig Lambert, SVP Portfolio Management, CNL Hospitality Group Mark V. Lomanno, President, Smith Travel Research W. Michael Lynn, Ph.D., Associate Professor, Cornell University Suzanne R. Mellen, Managing Director, HVS International Leland C. Pillsbury, Chairman and CEO, The Thayer Group of Companies Angel Santos, VP of Marketing for Healthcare and Hospitality, JohnsonDiversey Janice L. Schnabel, Managing Director, Marsh’s Hospitality Practice David A. Sherf, SVP, Real Estate/Asset Management, Hilton Hotels Corporation Judy A. Siguaw, D.B.A., Dean, Cornell-Nanyang Institute Barbara Talbott, Ph.D., EVP Marketing, Four Seasons Hotels and Resorts Elaine R. Wedral, President, Nestlé R&D Center and Nestlé PTC New Milford R. Mark Woodworth, Executive Managing Director, Best-available-rate Pricing at Hotels The Hospitality Research Group
CHR Reports, Vol. 5, No. 7 (May 2005) Single copy price US$50.00 Copyright © 2005 by Cornell
TheCenterforHospitalityResearch.org
Best-available-rate Pricing at Hotels:
A Study of Customer Perceptions and Reactions
By By Kristin V. Rohlfs and Sheryl E. Kimes, Ph.D.
THECENTERFORHOSPITALITYRESEARCH.ORG • CORNELL UNIVERSITY
BEST-AVAILABLE-RATE PRICING • 1
Best-available-rate Pricing at Hotels: a Study of Customer Perceptions and Reactions is produced for the benefit of the hospitality industry by The Center for Hospitality Research at Cornell University Gary M. Thompson, Executive Director Glenn Withiam, Director of Publication Services
Advisory Board
James C. Allen, Executive Vice President, Wines, Southern Wine and Spirits of New York Jan A. deRoos, Ph.D., HVS International Professor of Finance and Real Estate, Cornell University Cathy A. Enz, Ph.D., Louis G. Schaeneman, Jr., Professor of Innovation and Dynamic Management, Cornell University Unmesh Joshi, Chairman and Managing Director, Kohinoor Group Jo-Anne Kruse, EVP Human Resources, Travel Distribution Services Division, Cendant Corporation Craig Lambert, SVP Portfolio Management, CNL Hospitality Group Mark V. Lomanno, President, Smith Travel Research W. Michael Lynn, Ph.D., Associate Professor, Cornell University Suzanne R. Mellen, Managing Director, HVS International Leland C. Pillsbury, Chairman and CEO, The Thayer Group of Companies Angel Santos, VP of Marketing for Healthcare and Hospitality, JohnsonDiversey Janice L. Schnabel, Managing Director, Marsh’s Hospitality Practice David A. Sherf, SVP, Real Estate/Asset Management, Hilton Hotels Corporation Judy A. Siguaw, D.B.A., Dean, Cornell-Nanyang Institute Barbara Talbott, Ph.D., EVP Marketing, Four Seasons Hotels and Resorts Elaine R. Wedral, President, Nestlé R&D Center and Nestlé PTC New Milford R. Mark Woodworth, Executive Managing Director, Best-available-rate Pricing at Hotels The Hospitality Research Group
CHR Reports, Vol. 5, No. 7 (May 2005) Single copy price US$50.00 Copyright © 2005 by Cornell