REVENUES MANAGEMENT IN THE MARKETING OF SERVICES

Lecturer Cătălin Mihail Barbu Ph. D and Lecturer Flaviu Meghişan Ph. D
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Lecturer Cătălin Mihail Barbu Ph. D: University of Craiova Faculty of Economics and Business Administration Craiova, Romania
Lecturer Flaviu Meghişan Ph. D: University of Piteşti Faculty of Economics Piteşti, Romania

Annals of University of Craiova - Economic Sciences Series, 2010, vol. 3, issue 38, 8

Abstract: In the evolution of pricing strategy, yield management gained a significant importance in the latest years. Revenue Management/Yield Management helps businesses selling services at the right time, to the right customer, at the right price. Revenue management can be applied to all service businesses and especially to those in which lower price units have a shorter availability. This system allows companies to personalize the price so that the customer receives exactly what he has paid for. In developing yield management systems, it is important that customer retention be included in the model. Maximizing revenue today has little value if this leads to customers switching to another company. Revenue management is becoming used more and more in the Romanian economy.

Keywords: strategic pricing; revenues management; price personalization (search for similar items in EconPapers)
JEL-codes: M00 M30 (search for similar items in EconPapers)
Date: 2010
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Persistent link: https://EconPapers.repec.org/RePEc:aio:aucsse:v:3:y:2010:i:8:p:301-308

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