Enhancing yield management with customer profitability analysis

Breffni Noone, Peter Griffin

Research output: Contribution to journalArticlepeer-review

40 Scopus citations


Argues that in order to sustain the long-term profitability and growth of hotel organizations, yield management decisions must incorporate two critical constraints: the cost implications of the customer mix and guest ancillary spend. Proposes that customer profitability analysis (CPA), which reports revenues, costs and profit by customer group, will give management the ancillary spend and cost information that will enhance customer mix decisions over a long-term horizon. Identifies that the key to CPA lies in the application of an appropriate method of allocating costs to customers and proposes that activity-based costing is the optimal costing solution.

Original languageEnglish (US)
Pages (from-to)75-79
Number of pages5
JournalInternational Journal of Contemporary Hospitality Management
Issue number2
StatePublished - Apr 1 1997

All Science Journal Classification (ASJC) codes

  • Tourism, Leisure and Hospitality Management


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