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Journal article
Impact of guest motives and hotel class on average daily rate: Case of study: Southeastern United States
International journal of hospitality management, Vol.128, 104158
07/2025
Web of Science ID: WOS:001448315200001
Abstract
This study examines how antecedents, specifically dispositional factors such as Achievement, Affiliation, and Power, along with hotel class, influence revenue outcomes, including average daily rate (ADR), Revenue per Available Room (RevPAR), and Occupancy (OCC). Analyzing 699 TripAdvisor reviews from 2019 to 2024, the research employs structural equation modeling to assess the relationships between guest motivations, hotel classification, and revenue metrics. The Southeastern United States was chosen as the case study region due to its diverse mix of hotel types and guest demographics, providing a rich context for understanding the complex dynamics of hotel revenue management. Findings align with the Slutsky equation, revealing a negative substitution effect on ADR due to OCC and a positive income effect on RevPAR. This study contributes to hospitality revenue management by offering practical insights into optimizing pricing strategies based on guest behavior and market segmentation.
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Details
- Title
- Impact of guest motives and hotel class on average daily rate
- Publication Details
- International journal of hospitality management, Vol.128, 104158
- Resource Type
- Journal article
- Publisher
- Elsevier Ltd
- Number of pages
- 6
- Copyright
- © 2025 Elsevier Ltd. All rights are reserved, including those for text and data mining, AI training, and similar technologies
- Identifiers
- WOS:001448315200001; 99381311917906600
- Academic Unit
- Commerce; Lewis Bear Jr. College of Business
- Language
- English