国内商旅管理业务盈利模式研究

发布时间：2018-11-13 13:07

【摘要】：经济的发展、企业业务对外扩张催生了商务旅行。近几年来,在世界范围内,商务旅行已经逐渐成为主流的旅游方式。据统计,全球每年旅游业收入的3.5万亿美元中,有12%属于商旅支出。中国每年在国际商务旅游支出约有42亿多美元,约占亚洲商旅服务市场的17%；中国国内商务旅行支出约为200亿美元。商旅管理公司专注于商务旅行的管理服务,目标客户群体为公司客户,盈利的基本模式为服务费及交易管理费用的收取及代理佣金的取得；国内商旅管理公司起步较晚,以赚取航空公司或酒店佣金为主要盈利模式。随着网络和电子商务的发展,航空公司零代理费政策的逼近,代理人业务和盈利模式的改变迫在眉睫。与此同时,外资公司的进入使得行业竞争又十分激烈。研究国内商务旅行业务盈利模式,对于发展国内商务旅游市场,提高旅游企业运行经营效率,带动国内旅游产业整体质量发展,促进国家现代服务业发展,都具有最迫切、最重要的现实意义。只有做好商务旅行业务盈利模式研究,保证行业的可发展、持续发展,才能够有继续研究其他诸如战略管理、经营管理等问题的条件和必要。笔者通过调研访谈和文献研究,从商务旅行的基本概念出发,对商旅管理业务的产品及服务特性进行了整体的梳理,根据对国内公司相关情况的综合分析,笔者总结出国内商旅管理公司日常经营的主要盈利模式：佣金、服务费及衍生产品收费。通过对相关文献资料及大量公司实际经营数据资料的整理分析,分析出国内商旅管理公司的盈利模式还存在收费形式过于单一、政策风险抵御能力较差、服务能力水平较低等问题。最后,通过对相关问题节点的清晰对比分析,笔者提出可以通过引导企业向服务专业化方面进行转变,将以佣金为主的盈利模式改变成以专业服务费收取为主的盈利模式,以避免政策风险对企业的冲击；同时要通过战略联盟增强企业的服务能力,并扩大销售；最后,通过对国内商旅管理公司重点企业中青旅商旅管理公司的实际盈利模式进行例证分析并提出笔者的盈利模式改进建议。通过对商旅管理企业盈利模式的分析,笔者认为国内商旅管理企业应该迅速向利用服务价值取得收益的盈利模式转变,同时利用自身的本土优势和企业的特点进行创新,以取得可持续的,稳定的盈利目标。笔者希望通过相关课题的研究和分析,能为中国商旅管理领域从业者提出一些盈利模式的优化建议,希望国内商旅管理公司能够在不久的将来参与国际竞争,提升专业服务水平。
[Abstract]:With the development of economy, business travel is spawned by the external expansion of enterprise business. In recent years, in the world, business travel has gradually become the mainstream way of travel. According to statistics, 12% of the world's annual tourism revenue of $3.5 trillion is for business travel. China spends more than $4.2 billion a year on international business travel, about 17 percent of the Asian business travel service market, and about $20 billion on domestic business travel. The business travel management company focuses on the business travel management service, the target customer group is the company customer, the profit basic pattern is the service charge and the transaction management expense collection and the agent commission obtain; Domestic business management companies started late to earn airline or hotel commission as the main profit model. With the development of network and electronic commerce, the zero agent fee policy of airline is approaching, and the change of agent business and profit mode is urgent. At the same time, the entry of foreign companies makes industry competition is very fierce. The research on the profit model of domestic business travel is most urgent for developing the domestic business tourism market, improving the operating efficiency of tourism enterprises, promoting the overall quality development of the domestic tourism industry, and promoting the development of the national modern service industry. The most important practical significance. Only by doing a good job in the study of profit model of business travel business to ensure the development and sustainable development of the industry, can there be conditions and necessity to continue to study other issues such as strategic management, management and management. Based on the basic concept of business travel, the author combs the product and service characteristics of business travel management business through investigation, interview and literature study, according to the comprehensive analysis of the relevant situation of domestic companies. This paper summarizes the main profit modes of domestic business management companies: commission, service charge and derivative charge. Through the collation and analysis of the related literature and a large number of actual operating data of the company, it is found that the profit mode of the domestic business travel management company is too single and the policy risk resisting ability is poor. Low level of service capacity and other issues. Finally, through the clear comparison and analysis of the related problem nodes, the author proposes that we can change the profit-making model based on commission to the profit-making model based on professional service charge by guiding the enterprise to the service specialization. To avoid the impact of policy risks on enterprises; At the same time, through the strategic alliance to enhance the service capacity of enterprises, and expand sales; Finally, through the analysis of the actual profit model of China Youth Travel Management Company, a key enterprise of domestic Business Travel Management Company, the author puts forward some suggestions on how to improve the profit model of the company. Based on the analysis of the profit model of the business travel management enterprises, the author thinks that the domestic business travel management enterprises should change to the profit mode of utilizing the service value quickly, and at the same time, make use of their own local advantages and the characteristics of the enterprises to carry on the innovation. To achieve sustainable, stable profit targets. The author hopes that through the research and analysis of related topics, the author can put forward some suggestions on how to optimize the profit model for Chinese businessmen in the field of business travel management, and hope that domestic business travel management companies can participate in international competition in the near future. Improve professional service level.
【学位授予单位】：北京交通大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F592.6

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