Le « Yield Management ». Un catalyseur de l'attractivité territoriale des investissements directs étrangers

Jean-Jacques Foignet and Frédéric Carluer

Revue française de gestion, 2009, vol. n° 196, issue 6, 29-47

Abstract: Yield Management, developed in the early 80?s, gave to the companies that usedit a competitive advantage and significant growth in profitability. This articleanalyzes how Yield Management tactics could be transposed to the attractivityof foreign direct investment by defining the chosen territory as a ?product?, andsegmenting the market relied on the price sensitivity of the investor.

Date: 2009
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