An examination of popular pricing and price framing techniques in the hospitality industry and directions for future research

Anna S. Mattila, Yixing Gao

Research output: Journal article publicationJournal articleAcademic researchpeer-review

5 Citations (Scopus)


Pricing in the hospitality industry is significantly different from pricing in the traditional consumer goods market. This paper focuses on price framing and customer reactions to different price presentation formats. Specifically, we highlight seven types of pricing strategies that are commonly used in the hospitality industry, namely price endings/odd pricing, discounts framing, best available rate (BAR), package/bundling, participative pricing strategy such as name-your-own-price (NYOP) and pay-what-you-want (PWYW), and flash deals/daily deals. We offer several propositions that might sparkle interest among hospitality researchers.
Original languageEnglish
Pages (from-to)175-185
Number of pages11
JournalInternational Journal of Revenue Management
Issue number2-3
Publication statusPublished - 1 Jan 2016
Externally publishedYes


  • Hospitality
  • Hotel
  • Price framing
  • Pricing
  • Restaurant pricing

ASJC Scopus subject areas

  • Business and International Management
  • Finance
  • Economics and Econometrics
  • Strategy and Management

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