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Benchmarking: Comparing Discounted Business Rates Among Lodging Companies, Carl A. Boger, Liping A. Cai, Li-Chun Lin

Department of Hospitality and Tourism Faculty Scholarship and Creative Works

Yield management systems focus on the appropriate amount and depth of rate categories to maximize revenue for lodging properties. However, it is the interaction between reservationists and consumers that determines the room price. This study identified and compared different levels of discounting among various lodging companies. The findings should assist managers in benchmarking the current discounting practices in lodging companies.