ROOM FOR SALE - A critical review of different pricing strategies within the hotel industry; with a special focus on Revenue Management

Abstract: Purpose: The purpose of the thesis is to critically review different pricing strategies with a special focus on Revenue Management and discuss the possibilities and challenges for hotels when optimising their profitability. Methodology: We have conducted three case studies on hotels located in the Öresund region. The studies were done with a qualitative research approach. The respondents are all working on a managerial level in the hospitality industry. Conclusion: Hotels face a number of possibilities and difficulties when working with their pricing strategy. We identify a number of challenges that hotels have to deal with; for instance whether to focus on the market or the customer and how to balance supply and demand. The hotels need to carefully consider how they want to position themselves in the mind of the customer and select their pricing strategy in relation.