Purpose This study aims to explain briefly the history and the future of revenue and yield management, offering a graphical visual model to identify the main internal and external elements to be faced by revenue managers. Design/methodology/approach Stemming from what happened in the past, the authors predict the key elements in revenue management moving forward. Findings The authors discuss four notable emerging themes for a fertile revenue management application: organizational culture; dynamic pricing, both in terms of intertemporal price discrimination and inventory controls; personalized pricing; and distribution channels. Originality/value The paper offers informative knowledge to revenue managers and academics working in the area of strategic yield and revenue management.

Revenue and yield management: a perspective article

Viglia G.
;
Abrate G.
2020-01-01

Abstract

Purpose This study aims to explain briefly the history and the future of revenue and yield management, offering a graphical visual model to identify the main internal and external elements to be faced by revenue managers. Design/methodology/approach Stemming from what happened in the past, the authors predict the key elements in revenue management moving forward. Findings The authors discuss four notable emerging themes for a fertile revenue management application: organizational culture; dynamic pricing, both in terms of intertemporal price discrimination and inventory controls; personalized pricing; and distribution channels. Originality/value The paper offers informative knowledge to revenue managers and academics working in the area of strategic yield and revenue management.
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11579/106293
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