Cornell Hospitality Quarterly Article of the Year Focuses on Competitive Hotel Pricing
An analysis that shows the negative effects of undercutting lodging competitors on price was voted the article of the year for 2009 in the Cornell Hospitality Quarterly (CQ). The article, "Competitive Pricing Decisions in Uncertain Times," by Cathy Enz, Linda Canina, and Mark Lomanno, was chosen from the 40 articles published in volume 50 of CQ. In this article, the authors explained why hotels that maintain prices higher than the average of...
An analysis that shows the negative effects of undercutting lodging competitors on price was voted the article of the year for 2009 in the Cornell Hospitality Quarterly (CQ). The article, "Competitive Pricing Decisions in Uncertain Times," by Cathy Enz, Linda Canina, and Mark Lomanno, was chosen from the 40 articles published in volume 50 of CQ. In this article, the authors explained why hotels that maintain prices higher than the average of their competitive set also record higher comparative revenues per available room, even though their occupancy is lower relative to competitors.
Two articles were tied for runner up in this year's voting: "Customer Orientation or Competitor Orientation: Which Marketing Strategy Has a Higher Payoff for Hotel Brands?," by Chekitan Dev, Kevin Zheng Zhou, Jim Brown, and Sanjeev Agarwal; and "The Utility of Integrity Testing for Controlling Workers' Compensation Costs," by Michael C. Sturman and David Sherwyn.
Dev and his coauthors examined the efficacy of two contrasting marketing strategies, a customer-focused strategy and a competitor-focused strategy. They found that customer-focused strategies work best in resource-rich locations, while a competitor-focused strategy is best when resources are limited. Looking at the uses of integrity tests, Sturman and Sherwyn found that not only are they successful in screening out potential thieves and drug abusers, but such tests also reduce workers' compensation costs.
Published by the Cornell School of Hotel Administration through the Center for Hospitality Research, the Cornell Hospitality Quarterly is the foremost journal of applied research for the hospitality and related service industries (http://cqx.sagepub.com/). Now in its fiftieth year of publication, the CQ is available through Sage Publishers. Winning authors Enz, Canina, and Lomanno will receive an honorarium to acknowledge their achievement.
About the Center for Hospitality Research
The purpose of the Center for Hospitality Research is to enable and conduct research of significance to the global hospitality and related service industries. CHR also works to improve the connections between academe and industry, continuing the School of Hotel Administration's long-standing tradition of service to the hospitality industry. Founded in 1992, CHR remains the industry's foremost creator and distributor of timely research, all of which is posted at no charge for all to use. In addition to its industry advisory board, CHR convenes several industry roundtables each year for the purpose of identifying new issues affecting the hospitality industry.
Center Members: Accenture • Access Point Financial, Inc. • Barclaycard US • Cvent • Davis & Gilbert LLP • Deloitte & Touche USA LLP • DerbySoft • Four Seasons Hotels and Resorts • Fox Rothschild LLP • Hilton Worldwide • Host Hotels & Resorts • Hyatt Hotels Corporation • IDeaS Revenue Solutions • InterContinental Hotels Group • Jumeirah Group • Marriott International • NTT DATA • Preferred Hotels & Resorts • priceline.com • PwC • The Rainmaker Group • RateGain • ReviewPro • Revinate • Sabre Hospitality Solutions • STR • Taj Hotels Resorts and Palaces • Tata Consultancy Services • Wipro EcoEnergy • Wyndham Hotel Group