Aunque numerosos trabajos han abordado los beneficios de Revenue Management, medidos básicamente por el aumento de los ingresos, no hemos encontrado evidencia de que se haya realizado una evaluación económica completa, capaz de demostrar la utilidad económica de esta inversión para la empresa.
Por ello, hemos realizado un estudio exploratorio basado en entrevistas semiestructuradas a expertos que nos ha permitido conocer, entre otras cuestiones, las causas de la reticencia a proporcionar datos financieros que caracteriza al sector hotelero, el momento en que deciden invertir en Revenue Management y la evolución que han experimentado desde entonces, los motivos que impulsan a los hoteles a invertir en Revenue Management, los responsables de tomar esta decisión, los componentes que consideran en la inversión en Revenue Management, los criterios que se utilizan para evaluarla, en particular, el software utilizado, los principales beneficios de Revenue Management y la forma en que se pueden cuantificar
In spite of numerous works having dealt with the benefits of Revenue Management, basically measured through the in crease of revenues, we have not found evidence that a complete economic evaluation has been carried out which is able to demonstrate the economic usefulness of this investment for the firm.
We have done an exploratory study base don semUstructured interviews of experts. Among other matters, this has enabled us to know the causes of the hotel sector's characteristic reticence to provide financial data, when they decide to invest in Revenue Management and the evolution which they have experienced since then, the reasons which drive them to invest, those who are in charge of making this decision, the components that they consider in this investment, the criteria which they use to evaluate it, in particular the software used, the main benefits of Revenue Management and the way in which these can be quantified
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