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.
A cross-cultural study of competitive intelligence in revenue management