Price elasticity is an essential KPI for any business, and the hotel industry is no exception.

NB: This is an article from Lybra, one of our Expert Partners

It measures the responsiveness of demand for a product or service to changes in its price. In other words, it helps hoteliers understand how much their customers are willing to pay for their rooms and services. Price elasticity is a critical tool in revenue management as it helps hoteliers optimize their pricing strategies and achieve higher profitability.

Subscribe to our weekly newsletter and stay up to date

Understanding the factors that affect price elasticity and utilizing the right tools to manage it can help hoteliers stay competitive in a highly dynamic and constantly evolving industry.

Factors Affecting Price Elasticity in the Hotel Industry

Several factors influence price elasticity in the hotel industry. Here are the most important ones:

The type of hotel and its location

This factor plays a vital role in determining the elasticity of demand. Luxury hotels situated in prime locations tend to have a lower price elasticity as they cater to high-end customers who are willing to pay premium prices. On the other hand, budget hotels situated in less desirable locations have a higher price elasticity as their customers are more price-sensitive.


This is another important factor that affects price elasticity. During peak seasons, such as holidays and events, hotels can charge higher prices as demand is high, and customers are willing to pay more. However, during off-peak seasons, hotels need to offer lower prices to attract customers and fill their rooms.

The availability of substitutes

Available options are another factor that affects price elasticity. In today’s digital age, customers have a wide range of options to choose from, including vacation rentals, Airbnb, and other online booking platforms. This increased competition has made customers more price-sensitive, and hotels need to offer competitive prices to attract and retain customers.


The reputation of the hotel and the level of customer satisfaction also affect price elasticity. Positive reviews can help build a hotel’s reputation and increase customer loyalty, leading to higher demand and lower price elasticity. On the other hand, negative reviews can damage a hotel’s reputation and lead to lower demand and higher price elasticity. It is essential for hoteliers to actively manage their reputation by monitoring and responding to reviews and addressing customer complaints promptly. By consistently delivering excellent service and maintaining a good reputation, hotels can build customer loyalty, charge premium prices, and reduce their price elasticity. Positive reviews and a good reputation can also help hotels stand out in a highly competitive industry, attracting new customers and increasing their profitability.

Tools for Managing, Calculating, and Forecasting Price Elasticity

Several tools can help hoteliers manage, calculate, and forecast price elasticity. Continue reading to discover the most important ones.

Past data

Hoteliers can use historical data to analyze past trends in customer behavior and price sensitivity. This data can help them identify peak seasons, off-peak seasons, and the impact of events and festivals on demand.

Revenue Management Systems

Hoteliers can use revenue management software to calculate and forecast price elasticity. These software tools use complex algorithms and data analytics to determine optimal prices based on demand, supply, and customer behavior. They can also provide real-time pricing recommendations to help hoteliers make informed pricing decisions.


Customer segmentation is another tool that can help hoteliers manage price elasticity. By segmenting customers based on their behavior and preferences, hotels can offer customized pricing packages that meet their needs and preferences.

Dynamic pricing

Dynamic pricing is another effective tool for managing price elasticity. It allows hoteliers to adjust their prices in real-time based on demand, supply, and customer behavior. This helps them stay competitive and maximize their profitability. In conclusion, price elasticity is a critical KPI for the hotel industry, and understanding the factors that affect it can help hoteliers optimize their pricing strategies and achieve higher profitability. By utilizing the right tools, hoteliers can manage, calculate, and forecast price elasticity effectively, stay competitive, and meet the changing needs and preferences of their customers.

Read more articles from Lybra