Title: Prioritising the requisite skills possessed by revenue managers of the hospitality industry: an analytic hierarchy process approach

Authors: Leenu Anand; Swati Gupta; Sanjay Gupta

Addresses: Sri Aurobindo College of Commerce and Management, Ludhiana, India; Panjab University, Chandigarh, India ' Sri Aurobindo College of Commerce and Management, Ludhiana, India; Panjab University, Chandigarh, India ' Sri Aurobindo College of Commerce and Management, Ludhiana, India; Panjab University, Chandigarh, India

Abstract: The main purpose of this study is to prioritise and identify the most required skill of a revenue manager as per the skill set defined by the Singapore Workforce Development Agency (SWDA) 2016 when applied to the Indian hotel industry. A set of skills was selected based on an extensive literature review and discussions carried out with the human resource managers and revenue managers from various business organisations. The present study is an attempt to identify the hierarchical structure of the skills expected of a revenue manager in the hospitality industry in India. Among the selected set of 12 skills, results of AHP ranked leadership, communication, negotiation, planning and implementation, and analytical, conceptual, and evaluative skills as the top five required skills of a revenue manager's skill set. The coverage of the study is limited to analysis of responses obtained from managers working in luxury hotels having chains in India.

Keywords: competitiveness; revenue management; analytical hierarchical process; AHP.

DOI: 10.1504/IJRM.2023.130745

International Journal of Revenue Management, 2023 Vol.13 No.3, pp.125 - 143

Received: 23 Jan 2022
Accepted: 21 Aug 2022
Published online: 04 May 2023 *