Revenue Management: Advanced Strategies and Tools to Enhance Firm Profitability

by Sheryl E Kimes, Jochen Wirtz

Revenue Advanced Strategies and Tools to Enhance Firm Profitability explores the role of marketing in revenue management (RM) in depth. While much of the past research on RM has focused on forecasting and optimization models and on adaptation of RM to the specific needs in various industries, the customer seems to have been relatively forgotten in this stream of research. The authors take a customer-focused approach to revenue management. Revenue Advanced Strategies and Tools to Enhance Firm Profitability provides an overview of RM and discusses approaches that firms can use to more profitably manage and define the ways in which they sell their capacity. It offers an in-depth discussion of the roles that price, time and space play in RM. And it discusses the marketing and customer conflicts that arise from the application of various RM approaches. The monograph concludes with a summary and recommendations for future research.

80 pages, Paperback

Published March 31, 2015