Revenue management strategies under the lunar-solar calendar: Evidence of Chinese restaurant operations

Wai Hung Chan, Lena C. Chan

Research output: Journal article publicationJournal articleAcademic researchpeer-review

10 Citations (Scopus)


This paper discusses the lunar-solar calendar-driven festivals that affect Chinese restaurant operations. In-depth interviews and a survey were carried out with 50 catering professionals to provide information that was subsequently used to estimate the change of restaurant turnover due to the identified festivals. Four core common lunar-solar calendar-driven festivals that create more demand for dining out across China were identified. They generated extra revenue, which was nearly 10% of total annual business for restaurants. The study also ascertained 21 measures related to revenue management strategies to cope with these demand variations. In addition, a new restaurant revenue management strategy framework was developed. Recommendations based on this study were suggested to multi-functional restaurants and hotel systems.
Original languageEnglish
Pages (from-to)381-390
Number of pages10
JournalInternational Journal of Hospitality Management
Issue number3
Publication statusPublished - 1 Sep 2008


  • Calendar
  • Capacity
  • Chinese restaurant
  • Festival
  • Revenue management

ASJC Scopus subject areas

  • Tourism, Leisure and Hospitality Management
  • Strategy and Management

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