A qualitative research on revenue management practices in chain restaurants

The aim of this study is to examine, analyze and make recommendations on the methods, strategies and practices used by chain restaurants to maximize their revenues. A qualitative research method is used in the study, and semi-structured interview questions are used as a data collection tool. The participants in the interviews were selected through purposive sampling among people who hold management positions in different units of the restaurants. In this direction, interviews were conducted with eight restaurant managers. As a result of the interviews, data obtained was subjected to content analysis and four main themes were formed, which are factors that make up the revenue management process, factors taken into account in restaurant revenue management practices, factors that make upthe process in the restaurant revenue management system and criteria for determining restaurant performance. As a result of the research, it is determined that both regular tracking strategies and periodic intervention strategies are used to increase the revenues of the restaurants.