The Managerial Flash Sales Dash: Is There Advantage Or Disadvantage At The Finish Line?

Keywords

Discounting; Electronic distribution channel; Flash sales; Groupon™; Hotel

Abstract

The central intent of this qualitative inquiry is to investigate the benefits, drawbacks, and performance measures of hotel room inventory distribution via flash sales websites. Key advantages and disadvantages of using such a distribution channel fall within the categories of inventory management, revenue management, brand marketing, customer relationships, and operational challenges. The significance of the study is in providing a comprehensive review of the flash sales phenomenon in the lodging industry that may assist hotel managers with the performance evaluation of this distribution channel. Using grounded theory methodology, a flash sales evaluation framework was developed based on 46 phone interviews with hotel managers from different segments of the American hotel industry.

Publication Date

4-1-2016

Publication Title

International Journal of Hospitality Management

Volume

54

Number of Pages

12-24

Document Type

Article

Personal Identifier

scopus

DOI Link

https://doi.org/10.1016/j.ijhm.2016.01.003

Socpus ID

84955253532 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/84955253532

This document is currently not available here.

Share

COinS