EconPapers    
Economics at your fingertips  
 

An approach to offer management: maximizing sales with fare products and ancillaries

Ben Vinod (), Richard Ratliff and Vikram Jayaram
Additional contact information
Ben Vinod: Sabre Research
Richard Ratliff: Sabre Research
Vikram Jayaram: Sabre Research

Journal of Revenue and Pricing Management, 2018, vol. 17, issue 2, 91-101

Abstract: Abstract With the growth in ancillary sales, an area of increasing importance for airlines is the concept of offer management, which entails the creation of dynamic, custom, personalized offers consisting of a flight itinerary and ancillary products offered by an airline. This practice-oriented, overview paper provides an end-to-end, future-oriented framework for determining the composition of optimal base fare and ancillary bundles by customer trip-purpose segment followed by 1:1 personalization to maximize total sales. Our focus in this paper is primarily on the proposed offer management framework and its sub-components.

Keywords: Revenue management; Ancillary products; Willingness-to-pay; Bundles; Customer segmentation; Personalization; Controlled experiments (search for similar items in EconPapers)
Date: 2018
References: Add references at CitEc
Citations: Track citations by RSS feed

Downloads: (external link)
http://link.springer.com/10.1057/s41272-017-0121-1 Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:jorapm:v:17:y:2018:i:2:d:10.1057_s41272-017-0121-1

Ordering information: This journal article can be ordered from
https://www.palgrave.com/gp/journal/41272

Access Statistics for this article

Journal of Revenue and Pricing Management is currently edited by Ian Yeoman

More articles in Journal of Revenue and Pricing Management from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla ().

 
Page updated 2020-01-08
Handle: RePEc:pal:jorapm:v:17:y:2018:i:2:d:10.1057_s41272-017-0121-1