Revenue and yield management: a perspective article

Giampaolo Viglia, Graziano Abrate

    Research output: Contribution to journalArticlepeer-review

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    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.
    Original languageEnglish
    JournalTourism Review
    Early online date28 Aug 2019
    DOIs
    Publication statusEarly online - 28 Aug 2019

    Keywords

    • revenue management
    • organizational culture
    • dynamic pricing
    • personalised pricing
    • distribution channels
    • yield

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