Customers' perceptions of demand-driven pricing in revenue management context: comparisons of six tourism and hospitality industries

Cindy Yoonjoung Heo and Seoki Lee

International Journal of Revenue Management, 2010, vol. 4, issue 3/4, 382-402

Abstract: Revenue management (RM) has been widely applied in capacity-constrained tourism industries to maximise revenue by effectively managing demand and capacity. To gain long-run profit, understanding customers' perceptions of RM practices is important. This study attempts to build a better understanding of customers' perceptions of RM practices in terms of familiarity and fairness in six tourism and hospitality industries: airlines, hotels, restaurants, golf clubs, galleries and museums and theme parks. In addition, the study examines customers' perceptions of capacity scarcity during high-demand seasons for the six industries.

Keywords: revenue management; fairness perceptions; perceived capacity scarcity; pricing perceptions; customer perceptions; demand-driven pricing; capacity-constrained tourism; hospitality industry; airlines; hotels; restaurants; golf clubs; galleries; museums; theme parks. (search for similar items in EconPapers)
Date: 2010
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