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HRTM12-205: Strategic Pricing and Revenue Management


Revenue Management is used by many service-based organisations to enable prices to be set strategically to maximise revenue and profitability. An understanding of revenue management practices will enable you to apply data-based decision making to answer important questions such as what to sell when to sell, whom to sell to and at what prices.  Topics covered include revenue management metrics, demand forecasting, value-based pricing, inventory management, distribution channel management and competitor benchmarking. You will learn about the role of Revenue Manager and how this professional role interacts with and is influenced by, other departments within an organisation to optimise revenue outcomes. You will put your skills in revenue management into practice as you work in teams to manage a simulated hotel using the Hotel Operations, Tactics and Strategy (HOTS) system to implement strategic pricing and revenue management decisions.

Subject details

FacultyBond Business School
Semesters offered
  • May 2022 [Standard Offering]
  • May 2023 [Standard Offering]
Study areas
  • Hotel and Tourism
Subject fees
  • Commencing in 2022: $3,950
  • Commencing in 2023: $4,050

Learning outcomes

1. Analyse the competitor environment with regards to customer value and pricing strategy. 2. Develop demand forecasts for accommodation businesses. 3. Explain the pricing and rate management strategies used by service organisations to maximise revenue. 4. Analyse the effectiveness of the pricing and revenue management strategies of accommodation and service-based businesses. 5. Develop strategies to maximise revenue for accommodation services. 6. Calculate key revenue management metrics for accommodation and service based businesses. 7. Demonstrate effective contribution to a team which is responsible for implementation of management decisions intended to maximise revenue in a simulated hotel.

Enrolment requirements

Requisites: ?


Assumed knowledge:

Assumed knowledge is the minimum level of knowledge of a subject area that students are assumed to have acquired through previous study. It is the responsibility of students to ensure they meet the assumed knowledge expectations of the subject. Students who do not possess this prior knowledge are strongly recommended against enrolling and do so at their own risk. No concessions will be made for students’ lack of prior knowledge.

Assumed Prior Learning (or equivalent):

Restrictions: ?


Subject outlines

Subject dates

Standard Offering
Enrolment opens20/03/2022
Semester start16/05/2022
Subject start16/05/2022
Cancellation 1?30/05/2022
Cancellation 2?06/06/2022
Last enrolment29/05/2022
Withdraw – Financial?11/06/2022
Withdraw – Academic?02/07/2022
Teaching census?10/06/2022