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Journal Articles Journal of Business Research Year : 2018

A measure of revenue management orientation and its mediating role in the relationship between market orientation and performance

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Abstract

This research conceptualizes revenue management as a specific strategic orientation—that is, the belief, and the processes that guide this belief, that revenue management leads to greater performance. As a first step, we propose REMANOR, a two-dimensional measure of revenue management orientation (RMO). Then, we investigate the impact of RMO on firm performance in the French hotel industry. The results show that RMO plays a mediating role in the relationship between market orientation and performance. The article also highlights the moderating role of customers' acceptance of revenue management practices on the RMO-performance relationship. The article concludes with the theoretical and managerial implications of the research.
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hal-02047971 , version 1 (25-02-2019)

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Noureddine Selmi, Damien Chaney. A measure of revenue management orientation and its mediating role in the relationship between market orientation and performance. Journal of Business Research, 2018, 89, pp.99-109. ⟨10.1016/j.jbusres.2018.04.008⟩. ⟨hal-02047971⟩
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