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.

本文通过研究意大利酒店在多大程度上采用了RM管理方法，从而加深了收益管理（RM）领域的知识。具体来说，它以248家意大利酒店为样本，旨在确定它们是否真正采用了RM做法，根据RM工具的使用频率/程度对其进行了概述，并调查该组织的特征（例如，酒店类别，规模，位置，以及连锁店的隶属关系）塑造了酒店的客户关系管理惯例。调查结果表明，酒店在其RM管理实践中并非同质，并且组织特征（类别，规模，位置和连锁店隶属关系）在意大利酒店的RM管理实践中起着重要作用。结果还突出表明，酒店RM领域存在很大的研究实践差距。理论和管理意义，