Rate and occupancy in hotels: provoking the conventional pricing model

Authors

  • Eder Paschoal Pinto Australian National University

DOI:

https://doi.org/10.11606/issn.1984-4867.v20i3p469-484

Keywords:

pricing, occupancy rates in hotels, marketing mix, customer segmentation.

Abstract

This work aims to discuss the relationship between price and occupancy in hotels. Customer segmentation, marketing mix and pricing strategies theories were applied to the study. The hotels of Santos, classified as Tourism and Luxury, were intentionally chosen. Eighty-three percent of them replied to the survey questions. The data revealed that there is a relationship between hotel rates and occupancy rates, as in terms of hotel categories as customer segmentations as well. At the other hand, the surveys reported in this work have shown that three marketing mix variables, including price, are among of the top attributes attracting customers.

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Author Biography

  • Eder Paschoal Pinto, Australian National University
    Pós-doutorando (Visiting Fellow) na The Australian National University. Lecionou em cursos de mestrados em IES, como Pontifícia Universidade Católica do Paraná e Universidade Estadual do Ceará. Titulou-se Professor Doutor (FGV São Paulo), Visiting Scholar (GWU, USA), Mestre (PUC São Paulo) e Bacharel (Universidade Mackenzie): todos esses títulos em Administração. Titulou-se, também, Especialista em Didática do Ensino Superior e, Bacharel em Ciências Contábeis.

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Published

2009-12-01

Issue

Vol. 20 No. 3 (2009)

Section

Articles

License

Authors retain the copyright and grant the journal the right of first publication, with the work simultaneously licensed under the Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International (CC BY-NC-SA 4.0), allowing the sharing of the work with recognition of its authorship and initial publication in RTA. 

How to Cite

PINTO, Eder Paschoal. Rate and occupancy in hotels: provoking the conventional pricing model. Revista Turismo em Análise, São Paulo, Brasil, v. 20, n. 3, p. 469–484, 2009. DOI: 10.11606/issn.1984-4867.v20i3p469-484. Disponível em: https://journals.usp.br/rta/article/view/14196.. Acesso em: 2 jun. 2024.