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All Journal Dinasti International Journal of Digital Business Management
Jasinta Nur Komar
Universitas Trilogi, Jakarta, Indonesia
Decision Sciences, Operations Research & Management

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Revenue Leakage in Hotel Distribution Channels: The Role of Commission Schemes at Swiss-Belinn Kemayoran Jasinta Nur Komar; Rosalia Nansih Widhiastuti
Dinasti International Journal of Digital Business Management Vol. 7 No. 5 (2026): Dinasti International Journal of Digital Business Management (August-September
Publisher : Dinasti Publisher

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.38035/dijdbm.v7i5.7305

Abstract

This study aims to analyze Revenue Leakage arising from distribution channel mismatches and differences in commission schemes in room bookings at Swiss-Belinn Kemayoran Hotel. The study employs a mixed-method approach with a sequential explanatory design, combining quantitative and qualitative analyses based on reservation data, commission reports, and in-depth interviews with relevant informants during the January–December 2025 period. The findings indicate that room reservations were generated through 14 distribution channels, with 63.65% concentrated in four major channels: Government, Traveloka, Corporate, and Agoda. Commission schemes across the channels were categorized into three groups: zero commission, 15% commission, and 18% commission. The Welch ANOVA results indicate statistically significant differences in net revenue across distribution channels (Sig. = 0.000). Total Revenue Leakage attributable to commission costs during the study period amounted to IDR 2,106,701,384, equivalent to 7.93% of total gross revenue, with Traveloka and Agoda representing the largest contributors. Based on these findings, the study proposes five control strategies: channel mix optimization, commission renegotiation, strengthening direct bookings, digitalization of data reconciliation, and enhanced interdepartmental coordination to minimize Revenue Leakage and improve hotel profitability
Co-Authors Rosalia Nansih Widhiastuti