We first describe some general aspects of Yield
Management in order to be sure that both writers and readers are
using the same terminology with regard to the issues discussed
in this paper.
Secondly we want to outline the most important elements that
are to be considered regarding the people aspect of the
implementation of a new Yield Management system. This part will
form the main part of this report.
Thirdly we want to summarize, analyze and give our own
opinion in the format of doís and doníts or key success
Throughout the paper we will focus on the hotel industry.
Finally we will give a list of consulted and recommended
We have thoroughly analyzed and consulted a lot of material.
We have discovered though that there is little documentation to
be found that specifically deals with the concrete topic of this
We therefore have developed a lot of material ourselves,
based on our know-how of Yield Management and the Hospitality
Industry at one hand and our experience in managing changes and
issues in the field of Human Resources on the other hand.
We have interpreted the title of this research "The
Human Aspects of the Implementation of a Yield Management System"
as "How to deal with the human aspects of the
implementation of a Yield Management System".
We are convinced that this report will add a lot of value to
the successful implementation of Yield Management with respect
to Human Resource issues.
Please be sure as well that we can assist you in tailoring
these research findings to your specific circumstances.
Table of contents
0. TABLE OF CONTENT *
1. INTRODUCTION *
2. YIELD MANAGEMENT TERMINOLOGY *
2.1 Yield Management *
2.2 Related terms *
2.3 Our focus of Yield Management *
3. HUMAN RESOURCE ISSUES *
3.1 Framework of the chapter *
3.2 The need for a champion, stakeholder and sponsor *
3.2.1 Sponsor *
3.2.2 Stakeholders *
3.2.3 Champion *
3.2.4 In Practice *
3.3 An implementation charter *
3.3.1 Reason why *
3.3.2 Stakeholdersí role *
3.3.3 Formulation *
3.3.4 In Practice *
3.4 A Yield Management Implementation Team *
3.4.1 Forming of the Yield Management Implementation Team *
3.4.2 First contact *
3.4.3 Team-orientation session *
A. Orientation to the teamís task *
B. Development of team norms *
C. Development of communication plans *
D. Development of team processes *
E. Team building *
3.4.4 In Practice *
A. Team Norms *
A.1 Possible outcomes *
A.2 What norms are crucial? *
A.3 Describing the norms *
B. Communication Plans *
B.1 First Step *
B.2 Second Step *
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