An examination of popular pricing and price framing techniques in the hospitality industry and directions for future research

Anna S. Mattila; Yixing Lisa Gao

doi:10.1504/IJRM.2016.077019

An examination of popular pricing and price framing techniques in the hospitality industry and directions for future research

Anna S. Mattila, Yixing Lisa Gao

School of Hospitality Management

Research output: Contribution to journal › Article › peer-review

11 Scopus citations

Abstract

Pricing in the hospitality industry is significantly different from pricing in the traditional consumer goods market. This paper focuses on price framing and customer reactions to different price presentation formats. Specifically, we highlight seven types of pricing strategies that are commonly used in the hospitality industry, namely price endings/odd pricing, discounts framing, best available rate (BAR), package/bundling, participative pricing strategy such as name-your-own-price (NYOP) and pay-what-you-want (PWYW), and flash deals/daily deals. We offer several propositions that might sparkle interest among hospitality researchers.

Original language	English (US)
Pages (from-to)	175-185
Number of pages	11
Journal	International Journal of Revenue Management
Volume	9
Issue number	2-3
DOIs	https://doi.org/10.1504/IJRM.2016.077019
State	Published - 2016

All Science Journal Classification (ASJC) codes

Business and International Management
Finance
Economics and Econometrics
Strategy and Management

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10.1504/IJRM.2016.077019

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An examination of popular pricing and price framing techniques in the hospitality industry and directions for future research

Abstract

All Science Journal Classification (ASJC) codes

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