An integrated approach towards revenue management

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An integrated approach towards revenue management

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dc.contributor.author Ng, Irene C. L. en_GB
dc.contributor.author Maull, Roger S. en_GB
dc.contributor.author Godsiff, Philip en_GB
dc.contributor.department University of Exeter en_GB
dc.date.accessioned 2008-07-24T15:49:41Z en_GB
dc.date.accessioned 2011-01-25T10:27:10Z en_US
dc.date.accessioned 2013-03-19T16:02:59Z
dc.date.issued 2008-06 en_GB
dc.description.abstract This paper argues that advanced demand exhibit three characteristics — that of being probabilistic, stochastic and deterministic. Deterministic demand results in revenue management practices being cross-functional. The paper proposes a new revenue management system that integrates four decision sets of the firm: the value set, the segmentation set, the sensitivity set and the forecasting set. An integrated revenue management system also links the concept of capacity to the attributes promised by the firm to the customer. The paper then proposes that service firms that do not sell 'unitised' services such as seats or rooms have to define and capture its amorphous capacity and through capacity limitation, create advanced demand and practice strategic revenue management. en_GB
dc.identifier.citation Journal of Revenue and Pricing Management (2008) 7, 185–195 en_GB
dc.identifier.doi 10.1057/rpm.2008.10 en_GB
dc.identifier.uri http://hdl.handle.net/10036/33074 en_GB
dc.language.iso en en_GB
dc.publisher Palgrave en_GB
dc.relation.url http://www.palgrave-journals.com/rpm/journal/v7/n2/abs/rpm200810a.html en_GB
dc.subject Capacity en_GB
dc.subject Advanced demand en_GB
dc.subject Value en_GB
dc.subject Segmentation en_GB
dc.subject Sensitivity en_GB
dc.subject Forecasting en_GB
dc.title An integrated approach towards revenue management en_GB
dc.type Article en_GB
dc.date.available 2008-07-24T15:49:41Z en_GB
dc.date.available 2011-01-25T10:27:10Z en_US
dc.date.available 2013-03-19T16:02:59Z
dc.identifier.issn 14766930 en_GB
dc.identifier.issn 1477657X en_GB
dc.description "This is a post-peer-review, pre-copyedit version of an article published in Journal of Revenue and Pricing Management. The definitive publisher-authenticated version Journal of Revenue & Pricing Management, July 2008, pp. 185-95 is available online at: http://www.palgrave-journals.com/rpm/index.html" Embargo until February 2010. en_GB
dc.identifier.journal Journal of Revenue and Pricing Management en_GB


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