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- Title
Marriott International Increases Revenue by Implementing a Group Pricing Optimizer.
- Authors
Hormby, Sharon; Morrison, Julia; Dave, Prashant; Meyers, Michele; Tenca, Tim
- Abstract
Marriott International's Group Pricing Optimizer (GPO), a decision support system, provides guidance to Marriott personnel on pricing hotel rooms for group customers. GPO uses demand segmentation, price-elasticity modeling, and optimization techniques to recommend an optimal rate. In operation since late 2006, the system has improved Marriott's hotel profitability and enhanced the sales process for both sales managers and customers.
- Subjects
MARRIOTT International Inc.; DECISION support systems; MANAGEMENT information systems; HOTEL rates; HOTEL rooms; ELASTICITY (Economics); PROFITABILITY
- Publication
Interfaces, 2010, Vol 40, Issue 1, p47
- ISSN
0092-2102
- Publication type
Article
- DOI
10.1287/inte.1090.0482