Pricing and Revenue Optimization

by Robert L. Phillips

This is the first comprehensive introduction to the concepts, theories, and applications of pricing and revenue optimization. From the initial success of "yield management" in the commercial airline industry down to more recent successes of markdown management and dynamic pricing, the application of mathematical analysis to optimize pricing has become increasingly important across many different industries. But, since pricing and revenue optimization has involved the use of sophisticated mathematical techniques, the topic has remained largely inaccessible to students and the typical manager.

With methods proven in the courses taught by the author at Columbia and Stanford Business Schools as well as through his experience as founder of Nomis Solutions, this book presents the basic concepts of pricing and revenue optimization in a form accessible to MBA students, MS students, and advanced undergraduates. In addition, managers will find the practical approach to the issue of pricing and revenue optimization invaluable.

Solutions to the end-of-chapter exercises are available to instructors who are using this book in their courses. For access to the solutions manual, please contact marketing@sup.org.

Genres: Business, Economics, Nonfiction

368 pages, Hardcover

First published August 5, 2005

About the author

Librarian Note: There is more than one author by this name in the Goodreads database.

Reviews

[Arne · Rating 4 out of 5]

Dense is not the word.

I started reading this monster last year December and vividly remember lying on a beach eating an ice-cream trying to recall my undergrad differential mathematics, hectic. It almost took me a year to the day to finish but it is by far the most theoretically exhaustive book on pricing I've come across.

Many many detailed examples of pricing approaches and analytical techniques, if you're looking for the hard-science behind pricing you're in the right place. Also great if you struggle to fall asleep .

[Ietrio · Rating 1 out of 5]

Government bureaucrat woo-woo. He doesn't know much about the subject, but he sure has all the licenses and diplomas. And it's a winning ”science”, they use it in the air transport business which thrives on subventions and all sort of other government handouts to minimize the huge losses. Way to go, Bobby the Witch Doctor.

[Alejandro Lopez · Rating 3 out of 5]

Not that bad, but either not good

It covers the basic principles for each pricing strategy, sometimes a bit too basic in terms of strategy's benefits, should be a little be more focus on applications rathee than just the maths

[Matthew Mechtly · Rating 5 out of 5]

A fantastic resource for understanding the theory around optimizing pricing in different situations with varying constraints

[Srinivas Osuri · Rating 5 out of 5]

I have read the newer version ( 2nd edition I believe) that is published in 2021. Great read of all pricing practitioners.

[Rick Sam · Rating 4 out of 5]

The author goes through various Pricing techniques and revenue optimization. The airline industry is really complex, even though they might use PRO, it is hard to make consistent revenues every year. If you want to understand the basic pricing and revenue optimization techniques, this is a great book.
I think ,"Pricing" is the crux of every business in competitive environment. Even though, corporations might employ effective algorithms, In the end, it will depend on the person employing the right one for the particular problem.

[Chaler · Rating 4 out of 5]

A series of situations where revenue maximization can be and is applied. I especially liked the chapter near the end where some of the ethical issues are discussed.

[Joy · Rating 2 out of 5]

Text book used for operations research. Prerequisite is linear models. Well written (my professor) with case studies.

[Akshat Pant]

great!