Revising the intention of indulging customer relationship and revenue management in next of kin with B2B and B2C

Title

Revising the intention of indulging customer relationship and revenue management in next of kin with B2B and B2C

Creator

Issac S.S.; Mani A.

Description

This study is made for the purpose of understanding Customer Relationship Management (CRM) and Revenue Management (RM) in relation with Business-to-Business (B2B) and Business-to-Consumer (B2C) aspects in the hospitality industry. The outcomes from this study are generated by doing a Quantitative and a Qualitative study in four hotels in the city of Ban galore, Karnataka, India. This study focuses on the revenue management and sales and marketing departments in the hotels and the effects that CRM and RM have on the B2C and B2B aspects concerned by these hotels. This Quantitative study comprises of a six item scale and seventy questionnaires with respondents opinions and views from the Revenue Management department and the Sales and Marketing Departments in these four hotels. This has been achieved through the examination of the dimensions in relation to hospitality sales and maintenance of relationship with the consumers and other businesses of the hotel and the revenue management aspects in the management of these hotels. Key findings of this study are based on the aspects of-measure, Acquisition, Regaining, Maintaining, Retaining and Exit strategies that are maintained by the sales and marketing and the revenue management departments of the hotel towards the Consumers and the other Businesses on which the hotels focus their marketing aspects and revenue management strategies. The other aspects of key findings are the development and maintenance of relationships with B2C market segments and the progressing maintenance and development of the old and new B2B strategies implemented by the hotels in many different ways. IAEME Publication.

Source

International Journal of Mechanical Engineering and Technology, Vol-8, No. 7, pp. 1159-1167.

Date

2017-01-01

Publisher

IAEME Publication

Subject

Business-To-Business (B2B); Business-To-Consumer (B2C); Customer Relationship Management (CRM); Hospitality Industry; Revenue Management (RM).

Coverage

Issac S.S., Research Scholar Guidance under Dr. Alice Mani, Department of Commerce, Academy of Maritime Education (AMET) University, Kanathur, Chennai, India; Mani A., Department of Commerce, Christ University, Hosur Road, Bangalore, India, Research Guide, Department of Commerce, Academy of Maritime Education (AMET) University, Kanathur, Chennai, India

Rights

Restricted Access

Relation

ISSN: 9766340

Format

Online

Language

English

Type

Article

Identifier

https://www.scopus.com/inward/record.uri?eid=2-s2.0-85026459708&partnerID=40&md5=2b0b12101a360fe71a2368fe22fd3566