Revenue management implementation in outdoor hospitalities (campsites): A contingency approach

To assess the level of revenue management (RM) implementation, this research utilizes the Model for Evaluation of Revenue Management in the Camping sector (MERMCAMP), employing a data-driven approach. By exploring key RM dimensions: forecasting, demand segmentation, pricing management, distribution channels and sales policies, competitor analysis, RM culture and organization, performance evaluation and digitalization, the study identifies key indicators and tasks in revenue optimization for campsites. A survey-based approach was employed, targeting 120 campsites in Croatia and France. Based on exploratory analysis, the study assumes that structural and contextual variables significantly influence the degree of RM implementation. The findings indicate that high-level classification in RM use hybrid ways to overcome implementation obstacles. • Outdoor hospitality SMEs exhibit highly heterogeneous RM practices. • MERMCAMP provides a tailored tool to assess RM implementation in campsites. • RM high-level classification is strongly influenced by contextual and organizational variables. • A contingency approach is essential to understand RM adoption in this sector.