Knowledge sharing in revenue management teams: Antecedents and consequences of group cohesion

Florian Aubke, Karl Wöber, Noel Scott, Rodolfo Baggio

Research output: Contribution to journalArticlepeer-review

22 Citations (Scopus)


The practice of Revenue Management has received widespread acceptance in the international hospitality industry yet a lack of best practice in terms of organizational integration persists. This paper follows the notion that revenue management is first and foremost a human activity, dependent on knowledge exchange and concerted decision within revenue management teams. One critical attribute of effective teams is group cohesion. The authors contrasted communication networks of 38 revenue management teams by means of social network analysis to identify the antecedents and consequences of group cohesion. It was found that industry employment, age and revenue management experience define the structure of communication networks and that awareness of other's expertise is central in explaining differences team performance across the sample. The findings highlight the issue of knowledge asymmetry in teams and suggest that the Revenue Manager occupies a more active role as an information broker in order to enhance group decision making.

Original languageEnglish
Pages (from-to)149-157
Number of pages9
JournalInternational Journal of Hospitality Management
Publication statusPublished - 1 Jan 2014
Externally publishedYes


  • Communication
  • Group cohesion
  • Hospitality
  • Performance
  • Revenue management
  • Social network analysis

ASJC Scopus subject areas

  • Tourism, Leisure and Hospitality Management
  • Strategy and Management

Fingerprint Dive into the research topics of 'Knowledge sharing in revenue management teams: Antecedents and consequences of group cohesion'. Together they form a unique fingerprint.

Cite this