TY - JOUR
T1 - Investigating pricing decisions in the hospitality industry using the behavioral process method
AU - Danziger, Shai
AU - Israeli, Aviad
AU - Bekerman, Michal
PY - 2004/8/25
Y1 - 2004/8/25
N2 - This pilot study explored the utility of a behavioral process technique in assessing the attributes service providers deem most important when pricing a hotel room. Prior studies in the Israeli hospitality industry reveal that brand name, star rating, location, and number of rooms are all assets that can predict price. However, tracing the processes of individual decision makers’ pricing strategies was not addressed in past research. The technique we used tracks item by item information acquisition to address this issue. Decision makers estimated the market price of a hotel room after sequentially revealing market information about competing hotels. The order of information search and the price estimate were measured. [Article copies available for a fee from The Haworth Document Delivery Service: 1-800-HAWORTH. E-mail address: [email protected] Website: http://www.HaworthPress.com.
AB - This pilot study explored the utility of a behavioral process technique in assessing the attributes service providers deem most important when pricing a hotel room. Prior studies in the Israeli hospitality industry reveal that brand name, star rating, location, and number of rooms are all assets that can predict price. However, tracing the processes of individual decision makers’ pricing strategies was not addressed in past research. The technique we used tracks item by item information acquisition to address this issue. Decision makers estimated the market price of a hotel room after sequentially revealing market information about competing hotels. The order of information search and the price estimate were measured. [Article copies available for a fee from The Haworth Document Delivery Service: 1-800-HAWORTH. E-mail address: [email protected] Website: http://www.HaworthPress.com.
KW - Behavioral process method
KW - Hospitality
KW - Pricing
KW - Strategic assets
UR - http://www.scopus.com/inward/record.url?scp=33144472607&partnerID=8YFLogxK
U2 - 10.1300/J150v11n02_02
DO - 10.1300/J150v11n02_02
M3 - ???researchoutput.researchoutputtypes.contributiontojournal.article???
AN - SCOPUS:33144472607
SN - 1050-7051
VL - 11
SP - 5
EP - 17
JO - Journal of Hospitality and Leisure Marketing
JF - Journal of Hospitality and Leisure Marketing
IS - 2-3
ER -