中国的饭店行业从 2002 年开始引进美国的收益管理理论和系统，收益管理作为一门
新兴的管理理论和手段得到了广泛的认可和使用。作为研究课题，本文具有一定的理
论和现实意义，可以一定程度上丰富我国饭店收益管理理论内容。并且随着国内饭店
业市场环境的变化，如何利用收益管理理论方法在饭店收益管理的非传统领域，如饭
店的餐厅，宴会场地等，延伸应用收益管理的方法从而提高饭店的整体收益水平，具
有一定的现实指导意义。

本文运用理论分析和实证研究相互结合的方法，对市场细分，需求预测，定价，
客房存量控制，超售，等传统饭店收益管理理论方法进行阐述，梳理分析传统收益管
理方法。基于以上理论对餐厅及宴会收益管理等饭店收益管理的非传统领域如何适用
收益管理的方法进行分析论证。最后，通过对北京莱佛士饭店的餐厅和宴会收益数据
进行实例研究，讨论餐厅宴会等非传统收益管理领域进行收益管理实践的可行性方法。

本研究从餐厅和宴会场地这两个国内饭店收益管理的非传统领域作为创新点来
着手，以实例证明了收益管理理论在饭店的客房及餐饮宴会等方面进行全方位应用的
可行性。由于收益管理是包含了经济学，数学，消费心理学等一系列学科的综合应用
理论，它在具体的实践应用中一定会积累更多的经验并举得长足的发展。特别是随着
专门针对饭店管理的计算机系统的研发，加上饭店企业对于收益管理文化的培养和收
益管理高级人才的培养一定会促进饭店整体收益水平不断的提高。

关键词：收益管理，餐厅收益管理，宴会收益管理，累积概率，预测偏差

ABSTRACT
The revenue management originates from American Airline industry, the hotel revenue
management theory and applications were developed by American hotels along with the
global hotel market gradually tend to be saturated, and competition between hotels become
intense more and more. Since 2002, Chinese hotels industry started to import and utilizes
American hotel revenue management theory and system; it was widely accepted and used
by hotels as a new booming hotel management theory and practice. As a research topic,
this thesis has certain theoretical and practical significance, which can enrich the content of
Chinese hotel revenue management theory. With the situations changes in domestic hotel
market, how to utilize the revenue management to apply to the non-traditional area in
hotels, e.g. restaurant; function space, to improve the hotel overall revenue management
level by extending revenue management theory, which has realistic guiding significance.
By using the theoretical analysis and empirical study, to expound the traditional application
of the hotel revenue management e.g. market segmentation, demand forecasting, pricing
and inventory control, oversell etc. and to analyze and demonstrate how to manipulate
revenue management in non-traditional area of hotel operations. At last, it is demonstrated
that the revenue management theory are applicable to the hotel restaurant and function
space by using the Raffles Beijing hotel actual figure as an example.
This thesis starts from the hotel restaurant and function space as the innovation point of the
non-traditional area in domestic hotel revenue management, to demonstrate that the theory
is applicable to the hotel food and beverage, banquet area. Because the revenue
management is a kind of integrated application theory, inclusive of Economics,
Mathematics and Consumer psychology, and it will be sure to get rapid growth by the
practice of specific. Especially, along with the research and development on the IT
technology, plus the cultivation of revenue management culture and senior talent by hotels,
it can accelerate the overall level on hotel revenue management.
Key Words: Revenue Management, Restaurant Revenue Management, Function Space
Revenue Management, Cumulative Probability, Predictive Deviation