This article explores the key characteristics of the specific stakeholders for one type of middle manager, the hotel financial controller. Eleven semi-structured interviews among financial personnel showed that although some owners require on-going profits and have high expectations of middle...

This paper explores the evolving role of the revenue manager and it will argue the need for a formal revenue management (RM) qualification. When RM is deployed ineffectively, this raises the financial risk inherent in the concept. Service firms need to clearly define RM roles and ensure those...