CRM and the bottom line: Do all CRM dimensions affect firm performance?

Successful firms often endeavour to assure competitive advantages through the relationships with their customers. Consequently, customer relationship management (CRM) has become of pivotal importance to many firms. This study investigates the effect of each CRM dimension on the performance of hotels. We found that in general hotels should aim to improve CRM capabilities because it has a positive effect on firm performance. Contrary to some previous assumptions, CRM investments did not result in positive performance. These findings are important as hotels strive to allocate resources to improve relationships with customers.     

Guest Satisfaction Barometer and Benchmarking

Abstract

An increasing number of companies use customer satisfaction data for improvement programs, strategic decision making, and compensation schemes. Typically, single companies carry out satisfaction measurement for their own purposes. As a consequence, results are not comparable with other companies. Thus, valuable information on competition is not available and benchmarking is not possible. Moreover, in order to use satisfaction data for decision-making, it should be measured continuously and systematically. In practice, however, many firms do not have the required resources or competencies to carry out these research activities on their own. As a result, there is a lack of reliable data. The implementation of a customer satisfaction barometer seems to be a promising approach. It facilitates competitive benchmarking and delivers valuable information for quality improvement. provide participating hotels with information on overall satisfaction, attribute satisfaction, price satisfaction, complaining behavior, loyalty, word-of-mouth, etc.; (3) to identify strengths and weaknesses, as well as improving opportunities; and (4) to provide participating hotels with data for competitive benchmarking. Thirty-seven hotels participated in the pilot phase and data from more than 3,500 guests were collected. In order to illustrate the ideas of the guest satisfaction barometer and the benefits for the participating hotels, the authors first describe the basic ideas and guiding principles of the barometer and report some empirical findings to demonstrate how benchmarks can be used to improve quality and satisfaction. The paper closes with a summary of the experiences and some recommendations for future applications.     

Effective use of online review systems: Congruent managerial responses and firm competitive performance

Systems beyond firm control are information systems neither designed nor commissioned by an organization, that the firm must use to compete. We extend Effective Use Theory (EUT) to theorize how hotels can leverage systems beyond firm control within the constraints they impose. Specifically, we study the competitive effect of managerial responses to online reviews in the lodging industry. Writing managerial responses is the only action hotels can take in response to customer comments within online review systems. We use an advanced text mining technique, topic modeling, to develop a non-perceptual measure of informed action: review-response congruence. We then empirically test the association between informed action and performance. Our work shows that specific responses are more effective than generic responses and that the degree of review-response congruence positively affects hotel's competitive performance.     

Facilitating Benchmarking with Strategic Grouping and Data Envelopment Analysis: The Case of International Tourist Hotels in Taiwan

For a performance measure to be instructional in future operations, selecting the right strategic groups of firms from which appropriate benchmark targets are to determined is important in the development of business strategies. The immediate question is how to group firms and choose the best benchmark. In this study, a revised context-dependent data envelopment analysis model is applied to identify multilevel strategic groups. Empirical data are obtained for 56 international tourist hotels in Taiwan. Five strategic groups are identified in terms of efficiency frontiers, and the hotels within the groups are ranked by attractiveness scores that reveal their competitiveness. The hotels are also assessed by progress scores that reveal the effort needed for them to advance to a higher level. By integrating both these scores, a clear benchmarking path is designed for each hotel. This path can guide inefficient hotels to identify suitable role models for excellence.     

Environmental Strategies and Their Impact on Hotel Performance

This study examines the relevance of environmental management as a source of competitive advantage for hotels. The relationship between the environmental proactivity of hotels located in the province of Alicante (Spain) and their economic performance levels was studied, and three strategic groups, based on environmental proactivity, were identified: Proactive, Intermediate and Reactive. The findings show that the degree of proactivity achieved by these hotels does not strongly impact on their organisational performance. Nevertheless, performance levels increase as environmental proactivity grows.     

How does social capital influence the hospitality firm's financial performance? The moderating role of entrepreneurial activities

Although previous studies have examined the relationship between social capital and firm performance under boundary conditions such as firm age, industry characteristics, and institutional conditions, the literature is silent on the types of firm activities linking social capital to financial performance. This study investigates the moderating role of firm-level entrepreneurial activities (service innovation, corporate venturing and strategic renewal) on the relationship between social capital and financial performance in a sample of Chinese hotels. The findings indicate that the interaction of external and internal social capital has a positive effect on financial performance. In addition, innovation and corporate venturing enhance the relationship between financial performance and social capital. To achieve a competitive advantage, hospitality firms should not only accumulate social capital but should also deliberately implement strategies that enhance entrepreneurial activities to fully unleash the potential of social capital.     

Strategic alignment leverage between hotels and companies: The buyer–supplier relationship perspective

Hoteliers are seeking ways to increase their revenue by working with travel agencies to costeffectively expand sales. In addition, they are simultaneously turning to hotel bookings to bolster their revenue in the face of decreasing airline commissions. The research objectives of the present study included determining how the strategic decisions of cooperating contract companies and travel agencies of the hotels are influenced by the service vision and standard service communication. Data were obtained via a mailed questionnaire survey from a sample of travel agencies and contract companies in Taiwan. Of the 300 questionnaires sent, 201 responses (67%) were received, yielding a usable response of 192 fully completed questionnaires. The use of the structural equation model to test the theoretical model of collaboration relationship could lead to a greater understanding of the nature and determinants of choice and decisions related to cooperation between firms. From the perspective of buyer–supplier relationships, hotels are seeking ways to develop long-term relationships and to increase their revenue by collaborating with travel agencies and contract companies, and through the firm's service vision and service-standard communication, hotels can develop services to align with their needs. Moreover, service trends affecting hoteliers may include adapting customer demands, increased expectations of value and quality, and an increasingly highly competitive environment. Hotels would therefore need to be able to make these changes in order to continue this alignment relationship, with substitution possibly being an option for these firms when hotels cannot do this. That is, hotels generally face fierce competition, and to be able to compete they must make continuous efforts to maintain product and service quality; they also need to be innovative to be the leading performers.     

Human resource management approaches in Spanish hotels: An introductory analysis

Although Spain is one of the most important tourism destinations in the world, Spanish tourism firms need to be more competitive in order to continue attracting citizens from other countries and human resource strategies can help. The present study aims to identify the specific human resource practices applied by hotels. The variables of interest are those related to human resource profile (number of employees, nationality and sex) and to human resource strategies (recruitment, hiring and training strategies). A survey of the hotel establishments in the Valencian Autonomous Region shows that a hard human resource approach prevails and that hotels apply the same human resource strategies regardless of their category or competitive strategy (universalistic approach).     

International hotel chains and environmental protection: an analysis of Hilton's we care! programme (Europe, 2006–2008)

Using the case study method, this paper evaluates and analyses Hilton's we care! programme for improving the environmental performance of the 70 Hilton Worldwide hotels in operation in Continental Europe in 2006–2008. It explores the practical dimension of “greening” hotel operations in the context of corporate social responsibility (CSR), and demonstrates the close links between CSR and human resource management (HRM) in hotels. It deepens the understanding of corporate environmentalism and seeks to disseminate best practice among hospitality managers. The programme's distinctive and innovative character as well as its weaknesses and strengths are highlighted. Barriers to behavioural change in hotel operation are discussed. The programme involved over 16,000 employees, created hotel-specific action teams linking all employee levels and reduced energy use per square metre by 15%, water use and CO₂ emissions per guest night by 8% each over three years. Avoided utility costs totalled US$16 million, of which US$9.6 million can be attributed to changes in human behaviour. The paper makes a case for a holistic approach that combines the introduction of IT-based measurement and performance-assessing tools with genuine employee empowerment and green awareness raising. The study concludes with future managerial policy recommendations that simultaneously bear upon corporate environmentalism and HRM.     

Tourism firms’ environmental rankings and financial performance: a multidimensional scaling approach

The relationship between firms' environmental initiatives and financial performance continues to generate considerable interest. Despite the progress made in the study of this relationship, there is a paucity of research addressing tourism sector firms’ simultaneous environmental and financial performance. This research sheds light on the link between tourism-related firms’ environmental and financial performance. Results indicate that firms that performed well financially ranked higher on environmental initiatives. This suggests that firms’ financial performance may influence environmental performance since firms with good financial performance are better able to allocate more resources to support environmental initiatives. However, since investments in environmental initiatives require financial and manpower resources, firms should only invest in such initiatives if resources are not diverted from core functions, since such actions could affect overall firm viability. Results also indicated that firms that have adopted green initiatives can be classified into four clearly defined categories: progressive firms, which includes firms that simultaneously excel on green initiatives and financial performance; repressive firms or those that perform poorly on both; aggressive firms or those that perform admirably financially but poorly on environmental initiatives; and green firms or firms that perform admirably on green initiatives but poorly financially.     

Dual-branded hotels: Resource-based entry strategies in agglomerated markets

Despite the growing importance of dual-branded hotels, research on this trend is lacking. This study investigates the effect of resource-based entry strategies for dual-branded hotels vis-à-vis incumbent market competition on performance. Using a hierarchical linear model, we found that best performance is achieved by dual-branded hotels that pursue a diversification strategy by entering the market with one brand above and one brand below the mode class of the market. Dual-branded hotels can thus achieve competitive advantage by exploiting superior financial resources and tourism destinations are able to gain monetary advantage from resources employed by dual-branded hotels. This study extends current research on dual-branded hotels by investigating entry strategies and contributes to the resource-based view literature by investigating dual-brands’ resource exploitation and resource spillovers in agglomerated markets.     

Total quality management,corporate social responsibility and performance in the hotel industry

Total quality management (TQM) and corporate social responsibility (CSR) are relevant management philosophies in the hotel industry to be able to generate a sustainable competitive advantage. This paper examines how the implementation of both TQM and CSR influences the results of hotels’ stakeholders as an antecedent of business performance. An empirical study of a sample of 141 Spanish hotels from the Andalusian region shows that the adoption of such approaches improves the capacity of hotels to create benefits for their stakeholders, and these results have a positive effect on hotel performance. The study also provides evidence of the complementarity of both management philosophies as TQM can enhance the development of CSR.     

Management Accounting in the Hotel Business

Abstract

This article reports on a study investigating Management Accounting (MA) applications and practices in Greek hotels. Relevant bibliography indicates the way in which MA supports management decision-making: Costing systems aim to analyze revenue centers, and are structured according to marginal costing principals. MA makes extensive use of budget and performance measurement techniques to support operational and strategic decisions. In the present study, a sample survey was carried out by means of a structured questionnaire. The findings indicate that Greek hotels make use of MA techniques in all of the above ways, but also reveal a number of differences, such as the application of full costing methods. This in turn has implications for the criteria used to evaluate managers' performance, as well as for the information used in making pricing decisions. Moreover, budget design is more flexible than that used in other fields, while benchmarking is not so popular. The study's findings reveal that hotel size and sales mix structure affect some MA practices, while the use of specific MA methods and techniques determines the emphasis placed on the application of others.     

Impact of Guest Reward Programs on the Firms' Performance

ABSTRACT

This study investigates the commonly important variables that characterizes the reward programs of airline and hotel firms and measures the impact of reward programs on the firms' overall performance. This study focuses on examining the reward programs of two service industries, namely, airlines and hotels. The findings of this study are as follows. First, ten significant variables of the reward programs that differentiate their own program from the other and ultimately make consumers choose a particular program among various programs are derived and evaluated. T-test is employed to examine significant differences between the two ROE means for each of the ten variables. The variables that were significant were elite level qualification, affinity credit card, and award threshold were significant at the 0.01, 0.05, and 0.10 level, respectively. Second, the impacts of those influential variables on the firms' performance are measured. The three variables, purchasing miles or point, enrollment bonus, and award threshold are statistically significant at the 0.05 level. Purchase miles or points and enrollment bonus contributed significantly to the firms' return on equity (ROE), while the award threshold seemingly reduced the firms' earned ROE. Both the airline and hotel firms should be sensitive when establishing reasonable and attainable threshold levels for their customers. Customers generally turn away from high barriers and are more likely to select a program with less restrictions and conditions.     

转轨时期制约我国饭店业绩效的深层原因透视——基于产权结构和市场结构的双重视角

我国饭店业整体绩效水平较差,本文从产权结构和市场结构的双重视角对我国饭店业进行了深入分析,提出我国饭店业是国有饭店主导的竞争性行业,国有饭店主导和竞争性行业的不相容性必然造成我国饭店业整体绩效水平差,因此改善我国饭店业状况的首要问题是产权改革,实施国有化饭店退出,而不是规模化、集团化经营问题.     

An investigation of AAA diamond rating changes on hotel performance

Despite previous attempts to link hotel rating systems to performance, no prior study has examined the effects of changes in Diamond ratings. Considering the variability in Diamond ratings, and the fact that hotels may gain or lose a Diamond over time, it is important for hotel properties to assess such outcomes on key performance indicators (KPIs). Hence, this study examines the influence of Diamond rating changes on hotels’ KPIs (i.e., occupancy rate, average daily rate, and revenue per available room) and competitive set indexes, which allow to benchmark a property’s performance against a designated competitive set. Results suggest that in both the short and long-terms, significant differences in KPIs and indexes exist between properties which benefited from an increase in Diamond rating, versus those which suffered from a drop in Diamond rating. Furthermore, despite such improved performances over time, improvements in hotels’ KPIs and indexes tended to diminish over time. The current findings yield important contributions to the literature regarding the effects of hotel rating changes on KPIs and indexes and provide valuable insights to hotel owners and operators.     

The Relationship Between Corporate Culture and Performance in Bahrain Hotels

Abstract

Research has found that the workplace culture a company establishes is significantly related to its overall performance. In turn, the nature of this relationship provides useful guidance to the design of systems and processes to enhance organizational performance.

However, the past findings from a review of the existing literature are almost exclusively based on companies from Western countries, thus leaving open the question of whether they also would apply to a non-Western context. In addition, prior studies have not specifically examined the existence and nature of the corporate culture-performance relationship in the hospitality sector. The current exploratory study contributes insights into both aspects of the phenomenon by collecting data from hotels in Bahrain. The findings indicate that on the whole, the instrument used by a leading international consulting firm and others to measure corporate culture in Western settings also can distinguish between higher and lower performing Bahrain hotels. However, several relationships that had been found to be significant in Western settings are not significant in this study. Implications of these findings for management are discussed.     

The impact of industry force factors on resource competitive strategies and hotel performance

This study integrates the Porter's five forces and resource-based approach measuring U.S. hotel performance. The results show that hotels with the advantage of low customer bargaining power and low threat of new hotel entrants exhibit the strong human resource and information technology (IT) strategies. In contrast, hotels with the advantage over existing competitors do not exhibit any significant competitiveness of brand image, human resource, and IT strategies. This dues to different hotels define competitors with various criteria such as proximity and price. Competitive human resource and IT strategies indicate the increase of hotel performance, while competitive brand image strategy has no influence on hotel performance. The competitiveness of brand image strategy may overlap with implementing human resource and IT strategies.     

An importance–performance analysis of sustainability factors for long-term strategy planning in Slovenian hotels

This paper explores the potential role of economic, environmental and social reporting in long-term strategy planning in the hospitality industry. The context of study is Slovenia. Following the development of a set of “sustainability” indicators, hospitality managers were asked to rate the importance of each indicator to sustainable operations and the performance of their firms in implementing management actions. Seven hotel performance factors were established across the triple bottom line. Using importance–performance analysis (IPA), key issues are identified as requiring the attention of stakeholders to support the sustainable development of Slovenia's hospitality industry. For managers, the 10 most important indicators include those related to economic performance, customer relationship and cost saving environmental activities: performance here, and in marketing, was perceived as poor. In contrast, actions taken to increase environmental awareness, and improve relationships with employees are seen by managers as less important, and even as possible overkills. Community relationships are seen as of low importance and where the industry performs relatively poorly. A major recommendation is that Slovenian hotel managers should focus on improving their economic performance: neglecting this could threaten hotels’ long-term survival. IPA analysis is shown as applicable to strategy making for sustainable development in hospitality industry contexts worldwide.     

Creating sustainable value in the hospitality industry: a (critical) multi-stakeholder study in the Dominican Republic

This paper identifies sustainable initiatives reported by “sustainability-champion” hotels in the Dominican Republic, while contrasting them against the views of key stakeholders. We adapt and apply Hart and Milstein's Sustainable Value Framework, and complement it with a Critical Management Studies approach. Our analysis relies on a mixed-methods approach (non-hierarchical k-means cluster analysis, as well as thematic and content analysis). Findings indicate that most hotels are engaging more actively in present-oriented strategies such as pollution prevention (especially, the international hotels) and in product/service stewardship. However, in the future-oriented strategies, hotels owned by local investors show higher commitment to both clean technology and innovation, and to the sustainability vision (as the firm's growth path). In addition, although the views of multiple stakeholders show a clear acknowledgment of the hospitality industry's sustainability efforts (particularly regarding education and environmental protection), they also offer differing views about the ultimate impact and value of those efforts for them and for the broader society. Our study offers a new theoretical lens to explore multi-stakeholder approaches and offers practical implications for the Dominican Republic's National Strategy for Development 2010–2030, as well as implications that may be of use for other tourism-dependent countries.