Publication Date

8-2003

Abstract

[Excerpt] Electronic-distribution-channel options constitute a complex web of choices through which suppliers and buyers of hospitality services must carefully navigate to ensure favorable financial results. The firms that compete in electronic distribution are internet-based companies, GDSs, DSPs, travel agents, and the hotel chains themselves. Individual properties face two major challenges from electronic distribution: 1. control over price and availability and 2. the management of web site content. To maintain price control, properties and the chains that operate them must structure rates effectively, apply terms and conditions to avoid dilution and arbitrage, monitor competitiveness, and manage rate accuracy and availability.

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© Cornell University. Reprinted with permission. All rights reserved.

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