Revenue Management Applicability on Coworking Space : Operator Perspective

Abstract: This thesis explores the potential use and implementation of a revenuemanagement model for coworking operators. With a critical realism philosophyand abductive approach, a quantitative study using primary data from a coworkingoperator has been conducted. Based on a comprehensive literature review, wehave found that much research is done on revenue management in the airline andhotel industries. However, we found no research on revenue management modelsthat intend to optimize revenue for coworking operations. Hence, this thesis aimsto fill this gap in existing academic research. Features from revenue managementmodels used in the hotel and airline industries are identified and analyzed with theobjective of implementing these in the coworking industry to efficiently maximizerevenue. The paper proposes the use of multinomial logit (MNL) model in theprocess of market segmentation; this method allows one to determine whichfactors influence the different segments. Moreover, the MNL model is used todefine the demand function from which a probability (probable?) distributionof total demand can be separated into demands representing each product class.Furthermore, the demand is used to calculate protection limits according to theExpected Marginal Seat Revenue (EMSR) model, with the objective of allocatingcapacity to the highest-yielding customers.Results indicate that the MNL regression is an effective tool to analyze themarket segmentation and demand allocation for coworking operators. Afterour successful analysis, we are prepared to argue with confidence that revenuemanagement models are applicable to coworking operations.