Utilization of yield
management in restaurants
Done By
Nart Abaza
Abstract


This paper investigates the awareness, selfreported current usage of yield management, in
a number of restaurants Jordan, explains in
detail, the theoretical side of yield management
in various sectors in the travel and tourism
industry, A sample of 50 individuals from
restaurants in Amman was used.
The study reaches results that Apply Yield
management to make better profits and better
quality and Efficiency selling decisions.
Chapter One
Introduction




Purpose of study:
Shedding light on the importance of
yield/revenue management, and its
implementations in a few of Jordan’s
restaurants.
Also gaining information of how much is the
awareness of this technology is spread, and
implemented in the midst of employees, and
decision making staff.
Also underlining the importance and usefulness
of the implementation of this technology, to
influence work effectiveness, efficiency, sales,
profitability, productivity improvement and
capacity utilization.
OBJECTIVES






Presenting a theoretical definition of service Yield
management that helps managers in the sector to
identify its importance.
Measuring Yield management in the travel and tourism
industry.
Measuring the influence of Yield management on
increasing profits of the travel and tourism industry.
Measuring the influence of Yield management on
Efficiency prising of the travel and tourism industry.
Measuring the influence of Yield management on
increasing number of service of the travel and tourism
industry.
Measuring the influence of Yield management on
Efficiency selling decisions of the travel and tourism
industry.
STUDY HYPOTHESIS



H0: There is no significant relation
between Yield management and
Efficiency pricing of services.
H0: There is no significant relation
between Yield management and
increasing number of service.
H0: There is no significant relation
between Yield management and
Efficiency selling decisions of services.
Population and sampling unit
The population that will be studied is the
employees of restaurants in the
managerial level, decision makers that
determine the current and futuristic trends
of the establishment and interested line
staff also.
 A small random sample of (50)
representing the community were asked to
fill a list questionnaires statement.

Source of Data




Secondary available References: Like books,
journals, periodicals and researches that dealt
with YM and managerial skills.
2- Primary References: Like researches
including questionnaire which contains two
parts:
Part 1 contains general information about the
Study Sample .
Part 2 contains the Study Variables statements
.
Statistical Methods used


Frequency, mathematical means
standard deviations.
T test was used to test the hypotheses,
or the relation between the dimensions
perception measurement.
Restrictions of study



The problems that faced the researcher were as
follows:
Lack of field studies and researches that dealt
with the subject.
Difficulty in measuring the Yield management in
the travel and tourism industry, because it is an
uncontrollable phenomenon but can be
measured by certain methods that depend on
personal perception.
What’s New about RM







In one sense, RM is a very old idea. Every seller
in human history has
faced RM-type decisions. What price to ask?
Which offers to accept?
When to offer a lower price? And when to simply
“pack up one’s tent”
as it were and try selling at a later point in time
or in a different market..
In terms of theory, at a broad level the problems
of RM are not new either.
Indeed, the forces of supply and demand and
the resulting process
of price formation.

Revenue Management (RM) is a
management technique being utilized by
an increasing number of service industries
in order to maximize the effective use of
their available capacity and ensure
financial success. These industries all
have the characteristics of service, or
particularly, they are selling an inventory
unit of a piece of time.

In hotels, RM is concerned with the market
sensitive pricing of fixed room capacity
relative to a hotel's specific market
segments. The goal of RM is the
formulation and profitable alignment of
price, product and buyer. As such, RM can
be defined in the service industries as a
'revenue maximization technique which
aims to increase net yield through the
predicted allocation of available inventory
capacity to predetermined market
segments at optimum price'.
Chapter Three
STUDY ANALYSIS

Reliability of the instrument of the
study: The cronbach' s alpha test was
used to test the degree of consistency of
the respondents of the of the questions of
the questionnaire , the value of the
cronbach' s alpha was 82.9% which is
good because it is above the acceptable
value 60%
The Demographical Properties










66% of the sample is males while 34% are
females.
68% of the sample are bachelor's, and
32%higher school.
22% of the sample are under 30.
20% are between (31-40).
39% are 41-50.
22% 50 years and more.
14% of the sample are general managers.
18% administration directors.
26% manager in deputy.
42% department director.
HYPOTHESIS Tests
There is significant relation between Yield
management and Efficiency pricing of
services.
 There is no significant relation between
Yield management and increasing number
of service.
 There is significant relation between Yield
management and Yield management and
Efficiency selling decisions of services.

Conclusions




There is significant relation between Yield
management and Efficiency pricing of
services.
There is significant relation between Yield
management and Efficiency selling decisions
of services.
By Appling Yield management quality of
services will be better and more effective.
By Appling Yield management will increase
the profits.
Recommendations




Travel and tourism industry should Apply Yield
management to make better profits and better
quality and Efficiency selling decisions.
Travel and tourism industry should Apply Yield
management and to reinvest it in order to
make better competition significant.
More studies should be done in the Yield
management because there is a lack of
studies especially in Arabic.
Results and recommendations of this study
should be distributed to the travel and tourism
industry to be taken in consideration.