A cross-cultural study of competitive intelligence in revenue management

Abstract

This paper extends the examination of competitive intelligence to revenue management. Revenue management decisions are contingent upon the actions and reactions of competitors. The current study used a cross-cultural approach that compared the use of competitive intelligence by US and Turkish revenue managers by conducting a qualitative study of revenue managers in these locations. Both sets of revenue managers share a similar definition of competitive intelligence and use technology to gather competitive intelligence. The findings also suggest integrity issues for data in Istanbul and that ethical challenges are a central part of competitive intelligence usage.