Revenue management, pricing and the consumer

Una McMahon-Beattie, Mairead McEntee, Robert McKenna, Ian Yeoman and Lynsey Hollywood
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Una McMahon-Beattie: Ulster University Business School, Ulster University
Mairead McEntee: Ulster University Business School, Ulster University
Robert McKenna: Ulster University Business School, Ulster University
Ian Yeoman: School of Management, Victoria University of Wellington
Lynsey Hollywood: Ulster University Business School, Ulster University

Journal of Revenue and Pricing Management, 2016, vol. 15, issue 3, No 17, 299-305

Abstract: Abstract Revenue Management (RM) emerged as a specific discipline in the mid-1980s. However, despite the fact that it has been seen as a set of techniques to influence customer demand and exploit the consumer surplus, there has been a tendency for much of the research in the area to lack a consumer focus. What research there is tends to focus on three main areas, namely, the algorithm modelling of consumer behaviour, consumer trust and fairness and consumer-centric marketing. The purpose of this article therefore is to consolidate and synthesise existing consumer focused research in RM in these three key areas.

Keywords: revenue management; consumer behaviour modelling; trust; fairness; consumer-centric marketing (search for similar items in EconPapers)
Date: 2016
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Citations: View citations in EconPapers (2)

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DOI: 10.1057/rpm.2016.17

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