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Revenue Management: Resolving Potential Customer Conflicts

dc.contributor.authorWirtz, Jochen
dc.contributor.authorKimes, Sheryl E.
dc.contributor.authorTheng, Jeanette Ho Pheng
dc.contributor.authorPatterson, Paul
dc.date.accessioned2020-09-12T21:10:59Z
dc.date.available2020-09-12T21:10:59Z
dc.date.issued2003-01-01
dc.description.abstractRevenue management is a sophisticated form of supply and demand management that helps a firm maximize revenue by balancing pricing and inventory controls. In recent years, an increasing number of firms have recognized the importance of revenue management in their ability to increase sales and profitability. When a firm that is fundamentally customer oriented also embraces revenue management, however, a series of customer conflicts can result and be detrimental to the firm's long-term success. This paper outlines these potential conflicts and explores various marketing and organizational strategies that can be used to resolve such conflicts.
dc.description.legacydownloadsKimes28_Revenue_management.pdf: 3496 downloads, before Aug. 1, 2020.
dc.identifier.other8510877
dc.identifier.urihttps://hdl.handle.net/1813/72280
dc.language.isoen_US
dc.relation.doihttps://doi.org/10.1057/palgrave.rpm.5170068
dc.rightsRequired Publisher Statement: © Palgrave Macmillan. Final version published as: Wirtz, J., Kimes, S. E., Theng, J. H. P., & Patterson, P. (2003). Revenue management: Resolving potential customer conflicts. Journal of Revenue & Pricing Management, 2, 216-226. doi:10.1057/palgrave.rpm.5170068 Reprinted with permission. All rights reserved.
dc.subjectcustomers
dc.subjectmarketing
dc.subjectsatisfaction
dc.subjectrevenue management
dc.titleRevenue Management: Resolving Potential Customer Conflicts
dc.typearticle
local.authorAffiliationWirtz, Jochen: National University of Singapore
local.authorAffiliationKimes, Sheryl E.: sek6@cornell.edu Cornell University School of Hotel Administration
local.authorAffiliationTheng, Jeanette Ho Pheng: Banyan Tree Resorts and Spas
local.authorAffiliationPatterson, Paul: University of New South Wales

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