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All Journal NHI Hospitality International Journal
Edwin Adriansyah
NHI Bandung Tourism Polytechnic
Economics, Econometrics & Finance Education Social Sciences Other

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The Implementation of Corporate Contract Rates on Guests Staying Decision at Hotel X Bandung Fila Husnan Rizqan; Ananta Budhi Danurdara; Edwin Adriansyah
NHI HOSPITALITY INTERNATIONAL JOURNAL Volume 3 No 2 (2025)
Publisher : Depertment of Hospitality, Politeknik Pariwisata NHI Bandung

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.34013/nhij.v3i2.2710

Abstract

This research analyses the implementation of corporate contract rates and their effect on guest staying decisions at Hotel X Bandung. The study was initiated following a decline in the proportion of the corporate segment, aiming to understand how contractual terms influence business-to-business booking behaviour. Using a quantitative descriptive approach, data were gathered from corporate decision-makers through a survey method. The analysis focused on key contractual dimensions, including responsibilities, performance criteria, and incentives, alongside the stages of the guest decision-making process. The results indicate that the implementation of corporate contract rates is highly effective and significantly influences the staying decisions of guests. Statistical evaluations confirmed a strong positive correlation, showing that professional contract management directly increases the probability of business bookings. Furthermore, the findings highlight that the hotel’s reputation and cost-efficiency are major factors in finalizing the decision to stay. The study concludes that corporate contracts are essential for maintaining occupancy stability. Management is advised to improve revenue transparency and introduce dynamic incentive layers to further motivate corporate partners and foster long-term loyalty.
Co-Authors Ananta Budhi Danurdara Fila Husnan Rizqan