عوامل موثر بر قابليت سودآوري مشتري با رويكرد شركت به شركت (مطالعه موردي هتلهاي شهر اصفهان‌)

An Investigation of Effective Factors on Customer Profitability with B2B Approach: Case of Selected Isfahan City Hotels

Present article concentrates on investigation of effective factors on customer profitability with B2B approach in Isfahan city hotels. Factors such as I) diversified package of room, food and beverages; 2) location of the hotel; 3) popularity; 4) focus on roomʹs markets; 5) focus on food and beverageʹs market; 6) customer mix; 7) customer ancillary expenses on hotel in different revenue spheres and 8) price structure on costumer profitability with 1:l21:l approach have been tested. A self-made questionnaire was designed. Its validity was measured with Cronbachʹs coefficient alpha of 95%. Also interview was utilized. Then hypotheses were tasted in a statistical universe of32 persons which 10 were selected as primary sample. The result was a ranking classification of effective factors on customer profitability.