The research-practice gap in hotel revenue management: Insights from Italy

This paper deepens the knowledge in the field of revenue management (RM) by investigating the extent to which RM practices are adopted by hotels in Italy. Specifically, using a sample of 248 Italian hotels, it aims to identify whether they actually adopt RM practices, to profile them based on the frequency/degree of usage of RM tools, and to investigate whether the organisation’s characteristics (i.e. hotel category, size, location, and chain affiliation) shape the RM practices of hotels. Findings reveal that hotels are not homogenous in their RM practices and the organisational characteristics (category, size, location, and chain affiliation) play a significant role in the RM practices of hotels in Italy. Results also highlight that a wide research-practice gap exists in the area of hotel RM. Theoretical and managerial implications, limitations and future research directions are discussed as well.