Strategic levers of revenue management: a three-dimensional model to categorize industries

Henri Kuokkanen ()
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Henri Kuokkanen: Institut Lyfe (ex- Institut Paul Bocuse)

Journal of Revenue and Pricing Management, 2024, vol. 23, issue 4, No 9, 369-376

Abstract: Abstract Strategic levers play a fundamental role in revenue management (RM). Earlier research has established price, time, and space as the three levers businesses can wield to optimize performance, but a synthesis of all three is missing. This article presents a three-dimensional model of revenue management levers that categorizes industries in eight octants, visualized as the cube of RM levers. The cube sharpens RM theory and helps companies to identify new opportunities for revenue optimization through comparison with other businesses within their octant. Similarly, it facilitates evaluating possibilities of moving to another octant. Finally, the cube can also assist businesses new to RM to apply strategic levers, address RM collaboration challenges in tourism destinations, and contribute to education in the field.

Keywords: Strategic levers; Revenue management; Pricing; Hospitality; Travel; Service industries (search for similar items in EconPapers)
Date: 2024
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Citations: View citations in EconPapers (1)

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DOI: 10.1057/s41272-024-00484-8

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