非累计数量折扣的悖论及对酒店客房定价的启示

The Paradox of Non-cumulative Quantity Discount and Its Implications for Hotel Pricing

非累计数量折扣作为一种非常重要的定价策略与技巧被许多酒店广泛采用．但它本身却存在一个潜在的悖论。研究发现，非累计数量折扣的悖论在旅游酒店的客房定价中极易出现并引起交易尴尬，应引起充分重视。采用合理的非累计数量折扣条件、给与折扣条件外的额外优惠、实行一次性累计数量折扣或一次性增量折扣策略对于酒店客房定价具有一定指导意义。

As a very important pricing strategy, non-cumulative quantity discount is widely used by lots of hotels, but non-cumulative quantity discount itself has a potential paradox. The paradox of non-cumulative quantity discount is most likely to emerge and lead to embarrassment in the pricing for the guest rooms in tourist hotels, so the paper expounds the paradox of non-cumulative quantity discount,analyzes its influence on customers, and proposes some reasonable recommendations and countermeasures for dealing with this situation.