An investigation of the key criteria affecting the adoption of yield management in UK hotels

Jauncey, Mitchell and Slamet (1995), identify the ‘considerable variation in the nature, size, location and markets of hotel units within the UK’. However, in most studies of yield management such diversity is ignored. This paper reports on a study of 163 UK hotels with a rating of three or more stars. It seeks to identify the characteristics of hotels that have adopted yield management and those that have not. By exploring adopters and non-adopters it is hoped to identify the key variables that justify the use of this management tool from an industry perspective. © 1998 John Wiley & Sons, Ltd.