GuestFirst Hotel (A): Customer Loyalty

Harvard Business School Case 9-602-099

GuestFirst Hotel (B): Taking Advantage of Panel Data
Harvard Business School Case 9-602-111
Courseware 9-608-714

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97property 97year 97revpar 97comprev 97loyal 98property 98year 98revpar 98comprev
20 1997 78.5 114.6 54.8 28 1998 67.6 98.6
15 1997 62.6 108.6 53.2 4 1998 87.6 104.7
11 1997 73.8 94.9 66.7 2 1998 86.1 129.7
42 1997 99.0 98.7 41.3 15 1998 64.9 103.5
26 1997 82.6 91.8 48.5 17 1998 94.4 115.3
8 1997 86.8 139.8 61.9 14 1998 75.4 99.6
12 1997 103.6 103.0 33.7 5 1998 82.5 112.1
9 1997 104.4 95.4 45.6 7 1998 122.6 99.0
14 1997 62.6 99.0 60.7 8 1998 83.1 140.4
19 1997 78.3 107.0 46.2 39 1998 240.8 108.5
30 1997 98.5 110.7 61.1 40 1998 141.0 116.9
24 1997 80.5 106.1 45.7 25 1998 106.0 90.8
37 1997 110.5 96.7 50.4 38 1998 119.0 99.6
5 1997 80.6 114.7 59.5 31 1998 129.1 114.9
7 1997 113.4 96.4 42.5 30 1998 102.0 104.6
40 1997 141.2 122.0 62.3 24 1998 85.7 106.7
31 1997 120.7 120.1 65.1 34 1998 114.9 94.4
17 1997 91.4 116.3 50.5 22 1998 181.1 98.0
22 1997 163.6 97.7 43.7 37 1998 113.3 95.8
32 1997 114.1 90.4 42.9 11 1998 81.5 95.6
25 1997 101.8 91.2 48.4 12 1998 113.0 105.3
36 1997 88.3 100.8 36.2 36 1998 96.5 99.6
18 1997 169.0 102.1 52.8 16 1998 88.2 101.8
10 1997 116.5 116.9 45.7 41 1998 123.9 101.9
16 1997 82.1 103.5 63.5 1 1998 71.4 102.3
27 1997 97.1 103.8 69.0 21 1998 114.4 108.7
41 1997 121.3 103.1 36.4 32 1998 124.4 92.2
39 1997 218.9 112.3 40.5 35 1998 121.1 98.0
29 1997 89.7 112.1 46.8 20 1998 81.6 118.1
3 1997 91.5 106.2 52.7 9 1998 115.5 96.3
28 1997 68.3 103.3 55.6 33 1998 160.4 148.7
2 1997 91.7 132.4 69.8 6 1998 93.4 108.2
13 1997 138.8 109.4 61.9 42 1998 100.6 102.4
4 1997 82.9 98.0 48.4 23 1998 98.6 99.9
21 1997 111.2 109.6 58.3 10 1998 125.5 117.3
38 1997 109.0 98.1 48.8 29 1998 91.8 116.9
34 1997 108.8 90.0 61.1 3 1998 95.8 112.1
35 1997 112.7 92.8 52.5 18 1998 194.2 103.7
23 1997 90.3 98.7 53.2 27 1998 99.9 113.6
1 1997 79.1 109.9 58.7 19 1998 82.7 105.4
33 1997 145.7 149.4 63.5 13 1998 128.4 108.1
6 1997 84.7 108.1 62.3 26 1998 85.0 100.6
98loyal 99property 99year 99revpar 99comprev 99loyal 00property 00year 00revpar
49.5 11 1999 84.7 94.8 61.0 16 2000 105.9
44.4 6 1999 100.8 107.3 69.0 22 2000 203.9
68.5 17 1999 97.3 119.8 61.0 41 2000 132.2
61.5 18 1999 216.5 108.6 67.0 9 2000 127.4
61.5 22 1999 185.8 98.8 41.0 26 2000 100.6
73.4 21 1999 125.2 104.9 49.0 20 2000 88.6
64.6 42 1999 105.3 107.7 48.0 23 2000 110.9
51.1 5 1999 84.8 110.2 57.0 30 2000 119.2
77.0 29 1999 86.0 111.3 48.0 14 2000 88.7
54.7 37 1999 120.8 97.3 47.0 38 2000 130.0
66.4 4 1999 98.8 102.9 43.0 5 2000 89.5
51.2 41 1999 128.0 112.4 42.0 32 2000 162.0
58.5 19 1999 80.1 104.2 54.0 11 2000 83.3
66.4 34 1999 116.4 96.7 53.0 21 2000 133.6
60.3 13 1999 123.2 110.2 68.0 8 2000 66.8
56.0 40 1999 137.8 107.9 64.0 35 2000 112.7
54.8 27 1999 87.1 107.3 66.0 36 2000 112.9
43.5 30 1999 108.9 103.0 56.0 31 2000 153.0
52.0 23 1999 103.6 96.7 52.0 3 2000 97.9
52.7 38 1999 121.6 99.4 58.0 27 2000 92.2
33.3 7 1999 119.3 100.0 49.0 19 2000 87.2
42.9 25 1999 98.9 92.8 62.0 33 2000 188.3
63.5 16 1999 93.5 100.6 56.0 28 2000 76.7
40.3 28 1999 65.5 95.1 58.0 13 2000 146.8
56.5 15 1999 65.5 103.7 54.0 1 2000 84.6
62.3 39 1999 253.5 111.4 53.0 29 2000 79.0
45.8 9 1999 122.2 99.9 62.0 12 2000 124.7
58.1 26 1999 84.5 92.1 42.0 17 2000 99.5
53.2 10 1999 123.0 115.5 50.0 25 2000 109.6
52.4 20 1999 83.6 120.2 51.0 40 2000 160.6
72.2 35 1999 118.3 99.3 55.0 15 2000 71.9
69.9 3 1999 90.4 105.5 54.0 42 2000 108.9
36.9 2 1999 85.2 130.5 73.0 4 2000 89.9
47.2 33 1999 169.4 156.4 75.0 2 2000 88.6
48.4 12 1999 113.9 99.8 32.0 7 2000 137.7
45.7 24 1999 92.2 106.2 55.0 10 2000 134.2
43.1 31 1999 138.2 120.5 56.0 37 2000 129.5
52.0 32 1999 133.2 97.2 47.0 6 2000 104.4
67.7 8 1999 76.4 138.0 76.0 24 2000 107.4
53.8 36 1999 101.2 96.8 50.0 18 2000 238.1
66.7 1 1999 66.1 102.4 63.0 39 2000 273.4
47.6 14 1999 78.9 96.2 56.0 34 2000 114.1
00comprev 00loyal
99.3 59.0
104.5 49.1
117.7 45.8
96.0 52.5
108.1 54.1
135.4 60.1
98.4 45.7
100.9 57.8
96.5 60.0
98.7 57.2
114.3 65.9
100.5 42.6
93.1 56.0
111.6 48.1
125.2 75.3
99.4 49.5
98.9 44.4
120.4 54.1
121.4 52.4
113.0 70.9
105.6 51.8
173.0 69.9
107.8 51.5
121.9 63.8
111.6 52.5
111.8 53.6
106.8 24.9
132.7 60.9
100.0 58.4
125.2 60.0
106.0 54.3
95.5 41.5
96.8 49.7
129.0 74.6
113.4 47.2
130.9 48.6
95.2 48.2
112.4 65.9
105.9 48.6
114.0 60.7
113.0 52.7
101.6 51.8
Property Year RevPar CompRevPLoyal D1 D2 D3 D4
1 1996 41.33858 1 0 0 0
1 1997 79.11 109.9 58.73016 1 0 0 0
1 1998 71.41 102.3 56.52174 1 0 0 0
1 1999 66.06 102.4 63 1 0 0 0
1 2000 84.64485 111.6423 52.49163 1 0 0 0
2 1996 66.66667 0 1 0 0
2 1997 91.66 132.4 69.84127 0 1 0 0
2 1998 86.11 129.7 68.50394 0 1 0 0
2 1999 85.17 130.5 73 0 1 0 0
2 2000 88.56687 128.9618 74.60157 0 1 0 0
3 1996 37.6 0 0 1 0
3 1997 91.47 106.2 52.68817 0 0 1 0
3 1998 95.81 112.1 43.06931 0 0 1 0
3 1999 90.36 105.5 54 0 0 1 0
3 2000 97.85098 121.3766 52.4449 0 0 1 0
4 1996 49.60317 0 0 0 1
4 1997 82.9 98 48.4127 0 0 0 1
4 1998 87.58 104.7 44.44445 0 0 0 1
4 1999 98.82 102.9 43 0 0 0 1
4 2000 89.88298 96.82992 49.66077 0 0 0 1
5 1996 57.93651 0 0 0 0
5 1997 80.64 114.7 59.52381 0 0 0 0
5 1998 82.49 112.1 64.61539 0 0 0 0
5 1999 84.84 110.2 57 0 0 0 0
5 2000 89.48585 114.2617 65.86774 0 0 0 0
6 1996 51.78571 0 0 0 0
6 1997 84.74 108.1 62.30769 0 0 0 0
6 1998 93.36 108.2 69.9187 0 0 0 0
6 1999 100.8 107.3 69 0 0 0 0
6 2000 104.3659 112.4 65.86693 0 0 0 0
7 1996 41.80328 0 0 0 0
7 1997 113.35 96.4 42.52874 0 0 0 0
7 1998 122.6 99 51.07527 0 0 0 0
7 1999 119.27 100 49 0 0 0 0
7 2000 137.7349 113.3989 47.16273 0 0 0 0
8 1996 66.66667 0 0 0 0
8 1997 86.83 139.8 61.90476 0 0 0 0
8 1998 83.05 140.4 76.98412 0 0 0 0
8 1999 76.37 138 76 0 0 0 0
8 2000 66.83499 125.1902 75.29865 0 0 0 0
9 1996 42.85714 0 0 0 0
9 1997 104.4 95.4 45.63492 0 0 0 0
9 1998 115.5 96.3 52.38095 0 0 0 0
9 1999 122.15 99.9 62 0 0 0 0
9 2000 127.4213 96.0074 52.49745 0 0 0 0
10 1996 38.50267 0 0 0 0
10 1997 116.54 116.9 45.69893 0 0 0 0
10 1998 125.49 117.3 48.4375 0 0 0 0
10 1999 122.95 115.5 50 0 0 0 0
10 2000 134.155 130.8742 48.63379 0 0 0 0
11 1996 60.62992 0 0 0 0
11 1997 73.8 94.9 66.66667 0 0 0 0
11 1998 81.54 95.6 52.71318 0 0 0 0
11 1999 84.66 94.8 61 0 0 0 0
11 2000 83.31936 93.10459 55.9746 0 0 0 0
12 1996 27.38095 0 0 0 0
12 1997 103.58 103 33.73016 0 0 0 0
12 1998 113.03 105.3 33.33334 0 0 0 0
12 1999 113.94 99.8 32 0 0 0 0
12 2000 124.6508 106.7522 24.87984 0 0 0 0
13 1996 55.95238 0 0 0 0
13 1997 138.75 109.4 61.90476 0 0 0 0
13 1998 128.35 108.1 66.66667 0 0 0 0
13 1999 123.16 110.2 68 0 0 0 0
13 2000 146.8434 121.9123 63.77662 0 0 0 0
14 1996 65.07937 0 0 0 0
14 1997 62.55 99 60.65574 0 0 0 0
14 1998 75.37 99.6 73.4375 0 0 0 0
14 1999 78.91 96.2 56 0 0 0 0
14 2000 88.7332 96.49709 59.97581 0 0 0 0
15 1996 53.1746 0 0 0 0
15 1997 62.57 108.6 53.1746 0 0 0 0
15 1998 64.92 103.5 61.50793 0 0 0 0
15 1999 65.51 103.7 54 0 0 0 0
15 2000 71.91049 106.0476 54.34243 0 0 0 0
16 1996 50 0 0 0 0
16 1997 82.06 103.5 63.49207 0 0 0 0
16 1998 88.23 101.8 63.49207 0 0 0 0
16 1999 93.47 100.6 56 0 0 0 0
16 2000 105.8799 99.30687 59.03644 0 0 0 0
17 1996 37.30159 0 0 0 0
17 1997 91.44 116.3 50.46729 0 0 0 0
17 1998 94.44 115.3 61.53846 0 0 0 0
17 1999 97.28 119.8 61 0 0 0 0
17 2000 99.52643 132.729 60.85384 0 0 0 0
18 1996 52.75591 0 0 0 0
18 1997 169.04 102.1 52.75591 0 0 0 0
18 1998 194.24 103.7 51.9685 0 0 0 0
18 1999 216.5 108.6 67 0 0 0 0
18 2000 238.1313 113.9827 60.69921 0 0 0 0
19 1996 56.14973 0 0 0 0
19 1997 78.3 107 46.23656 0 0 0 0
19 1998 82.67 105.4 53.76344 0 0 0 0
19 1999 80.08 104.2 54 0 0 0 0
19 2000 87.19294 105.5999 51.82699 0 0 0 0
20 1996 42.85714 0 0 0 0
20 1997 78.47 114.6 54.76191 0 0 0 0
20 1998 81.6 118.1 53.1746 0 0 0 0
20 1999 83.6 120.2 51 0 0 0 0
20 2000 88.63367 135.4044 60.05732 0 0 0 0
21 1996 53.96826 0 0 0 0
21 1997 111.17 109.6 58.33333 0 0 0 0
21 1998 114.37 108.7 62.30159 0 0 0 0
21 1999 125.15 104.9 49 0 0 0 0
21 2000 133.5955 111.6174 48.06403 0 0 0 0
22 1996 46.09375 0 0 0 0
22 1997 163.58 97.7 43.65079 0 0 0 0
22 1998 181.08 98 43.47826 0 0 0 0
22 1999 185.8 98.8 41 0 0 0 0
22 2000 203.8619 104.5257 49.13346 0 0 0 0
23 1996 50.90909 0 0 0 0
23 1997 90.25 98.7 53.1746 0 0 0 0
23 1998 98.61 99.9 47.24409 0 0 0 0
23 1999 103.59 96.7 52 0 0 0 0
23 2000 110.9261 98.38625 45.65984 0 0 0 0
24 1996 50.43478 0 0 0 0
24 1997 80.45 106.1 45.66929 0 0 0 0
24 1998 85.71 106.7 55.97015 0 0 0 0
24 1999 92.15 106.2 55 0 0 0 0
24 2000 107.439 105.9101 48.61905 0 0 0 0
25 1996 49.20635 0 0 0 0
25 1997 101.76 91.2 48.4127 0 0 0 0
25 1998 105.96 90.8 51.16279 0 0 0 0
25 1999 98.89 92.8 62 0 0 0 0
25 2000 109.5838 100.0042 58.37354 0 0 0 0
26 1996 45.21739 0 0 0 0
26 1997 82.55 91.8 48.46154 0 0 0 0
26 1998 85.02 100.6 47.61905 0 0 0 0
26 1999 84.47 92.1 42 0 0 0 0
26 2000 100.618 108.0624 54.1492 0 0 0 0
27 1996 69.11765 0 0 0 0
27 1997 97.12 103.8 69.04762 0 0 0 0
27 1998 99.85 113.6 67.69231 0 0 0 0
27 1999 87.08 107.3 66 0 0 0 0
27 2000 92.15965 113.0375 70.9494 0 0 0 0
28 1996 36.02151 0 0 0 0
28 1997 68.32 103.3 55.61224 0 0 0 0
28 1998 67.64 98.6 49.46236 0 0 0 0
28 1999 65.49 95.1 58 0 0 0 0
28 2000 76.74817 107.7744 51.49598 0 0 0 0
29 1996 39.68254 0 0 0 0
29 1997 89.73 112.1 46.8254 0 0 0 0
29 1998 91.78 116.9 45.66929 0 0 0 0
29 1999 86.01 111.3 48 0 0 0 0
29 2000 78.97187 111.8164 53.6 0 0 0 0
30 1996 60.31746 0 0 0 0
30 1997 98.5 110.7 61.11111 0 0 0 0
30 1998 101.98 104.6 60.31746 0 0 0 0
30 1999 108.92 103 56 0 0 0 0
30 2000 119.1873 100.9266 57.78095 0 0 0 0
31 1996 41.26984 0 0 0 0
31 1997 120.67 120.1 65.07937 0 0 0 0
31 1998 129.06 114.9 66.40625 0 0 0 0
31 1999 138.21 120.5 56 0 0 0 0
31 2000 153.0005 120.3627 54.07813 0 0 0 0
32 1996 36.22047 0 0 0 0
32 1997 114.05 90.4 42.85714 0 0 0 0
32 1998 124.38 92.2 45.76923 0 0 0 0
32 1999 133.21 97.2 47 0 0 0 0
32 2000 162.0182 100.5257 42.56937 0 0 0 0
33 1996 59.84252 0 0 0 0
33 1997 145.65 149.4 63.49207 0 0 0 0
33 1998 160.42 148.7 72.22222 0 0 0 0
33 1999 169.44 156.4 75 0 0 0 0
33 2000 188.2545 172.9589 69.9447 0 0 0 0
34 1996 57.14286 0 0 0 0
34 1997 108.77 90 61.11111 0 0 0 0
34 1998 114.9 94.4 54.76191 0 0 0 0
34 1999 116.37 96.7 53 0 0 0 0
34 2000 114.0609 101.5946 51.8 0 0 0 0
35 1996 58.78788 0 0 0 0
35 1997 112.72 92.8 52.54237 0 0 0 0
35 1998 121.13 98 58.06451 0 0 0 0
35 1999 118.27 99.3 55 0 0 0 0
35 2000 112.7433 99.42519 49.49711 0 0 0 0
36 1996 39.80583 0 0 0 0
36 1997 88.25 100.8 36.22047 0 0 0 0
36 1998 96.45 99.6 42.85714 0 0 0 0
36 1999 101.22 96.8 50 0 0 0 0
36 2000 112.9342 98.91612 44.4254 0 0 0 0
37 1996 46.03175 0 0 0 0
37 1997 110.53 96.7 50.37594 0 0 0 0
37 1998 113.26 95.8 51.9685 0 0 0 0
37 1999 120.83 97.3 47 0 0 0 0
37 2000 129.4865 95.23772 48.16439 0 0 0 0
38 1996 49.60317 0 0 0 0
38 1997 108.99 98.1 48.80952 0 0 0 0
38 1998 118.98 99.6 58.49802 0 0 0 0
38 1999 121.58 99.4 58 0 0 0 0
38 2000 129.9622 98.73195 57.18413 0 0 0 0
39 1996 43.25397 0 0 0 0
39 1997 218.89 112.3 40.47619 0 0 0 0
39 1998 240.77 108.5 54.69388 0 0 0 0
39 1999 253.53 111.4 53 0 0 0 0
39 2000 273.3766 112.9897 52.68508 0 0 0 0
40 1996 52.77778 0 0 0 0
40 1997 141.24 122 62.30159 0 0 0 0
40 1998 140.98 116.9 66.40316 0 0 0 0
40 1999 137.83 107.9 64 0 0 0 0
40 2000 160.598 125.1916 60.03096 0 0 0 0
41 1996 39.75904 0 0 0 0
41 1997 121.26 103.1 36.36364 0 0 0 0
41 1998 123.89 101.9 40.32258 0 0 0 0
41 1999 128.04 112.4 42 0 0 0 0
41 2000 132.166 117.6723 45.82834 0 0 0 0
42 1996 38.03922 0 0 0 0
42 1997 99.03 98.7 41.33858 0 0 0 0
42 1998 100.59 102.4 36.90476 0 0 0 0
42 1999 105.25 107.7 48 0 0 0 0
42 2000 108.8931 95.4817 41.53879 0 0 0 0
D5 D6 D7 D8 D9 D10 D11 D12 D13
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