Noone, Breffni; Griffin, Peter - In: International Journal of Contemporary Hospitality Management 9 (1997) 2, pp. 75-79
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...