酒店预订动态：确定酒店转换率的关键驱动因素

IF 9.9 1区管理学 Q1 HOSPITALITY, LEISURE, SPORT & TOURISM

International Journal of Hospitality Management Pub Date : 2025-06-06 DOI:10.1016/j.ijhm.2025.104313

Piero Luchi , Cindy Yoonjoung Heo , Luís Nobre Pereira , Luciano Viverit , Daniele Contessi

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引用次数: 0

摘要

所有酒店每天都会收到大量的预订请求，无论是直接预订还是通过在线旅行社预订，但这些请求中只有一小部分被转化为预订。低转换率给酒店需求函数带来了额外的不确定性，并对收益最大化提出了挑战。因此，优化转化率是所有酒店经理的首要任务。尽管它很重要，但影响转化率的因素尚未得到很好的理解。这项纵向研究旨在确定解释转化率季节性变化的因素，为优化转化率提供见解。通过使用机器学习算法对入住日期进行分段，并采用逻辑回归模型来预测每段的转换概率，这项创新研究提出了一个优化转化率的框架。该研究报告提供了一种新的数据挖掘方法，可以在机器学习算法中实现，以提高转化率

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Dynamics of hotel bookings: Identifying key drivers of hotel conversion rate

All hotels receive numerous booking requests every day, either directly or through online travel agencies, but only a small percentage of these requests are converted into reservations. Low conversion rates generate an additional layer of uncertainty into the hotel demand function and pose a challenge for revenue maximization. Consequently, optimizing the conversion rate is a top priority for all hotel managers. Despite its importance, the factors influencing the conversion rate are not yet well understood. This longitudinal study aimed to identify the factors that explain seasonal variations in the conversion rate, providing insights to optimize it. By segmenting stay dates using machine learning algorithms and employing a logistic regression model to predict the probability of conversion per segment, this innovative research proposes a framework for conversion rate optimization. The research note contributes a new data mining methodology that can be implemented in machine learning algorithms to enhance conversion rates

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来源期刊

International Journal of Hospitality Management HOSPITALITY, LEISURE, SPORT & TOURISM-

CiteScore

21.20

自引率

9.40%

发文量

218

审稿时长

85 days

期刊介绍： The International Journal of Hospitality Management serves as a platform for discussing significant trends and advancements in various disciplines related to the hospitality industry. The publication covers a wide range of topics, including human resources management, consumer behavior and marketing, business forecasting and applied economics, operational management, strategic management, financial management, planning and design, information technology and e-commerce, training and development, technological developments, and national and international legislation. In addition to covering these topics, the journal features research papers, state-of-the-art reviews, and analyses of business practices within the hospitality industry. It aims to provide readers with valuable insights and knowledge in order to advance research and improve practices in the field. The journal is also indexed and abstracted in various databases, including the Journal of Travel Research, PIRA, Academic Journal Guide, Documentation Touristique, Leisure, Recreation and Tourism Abstracts, Lodging and Restaurant Index, Scopus, CIRET, and the Social Sciences Citation Index. This ensures that the journal's content is widely accessible and discoverable by researchers and practitioners in the hospitality field.