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.
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.
| Original language | English |
|---|---|
| Journal | Tourism Review |
| Early online date | 28 Aug 2019 |
| DOIs | |
| Publication status | Early online - 28 Aug 2019 |
Keywords
- revenue management
- organizational culture
- dynamic pricing
- personalised pricing
- distribution channels
- yield