Incorporation of Customer Value into Revenue Management

Tobias von Martens () and Andreas Hilbert ()
Additional contact information
Tobias von Martens: Technische Universität Dresden
Andreas Hilbert: Technische Universität Dresden

Chapter 62 in Operations Research Proceedings 2008, 2009, pp 383-388 from Springer

Abstract: Summary The effecient utilization of limited capacity resources, e. g. airplane seats or hotel rooms, is a prevalent success factor for service providers [1]. Hence, revenue management is applied to control the acceptance of booking requests. Though successful in the short-term, it is transactionbased so far by focusing on willingness-to-pay [8] and neglecting the establishment of relationships with long-term profitable customers. Therefore, a conceptual model of customer value-based revenue management is developed. Transaction-based optimization and booking control are enhanced by regarding customer value-related information

Keywords: Revenue Management; Customer Segment; Booking Class; Customer Lifetime; Yield Management (search for similar items in EconPapers)
Date: 2009
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

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:spr:sprchp:978-3-642-00142-0_62

Ordering information: This item can be ordered from
http://www.springer.com/9783642001420

DOI: 10.1007/978-3-642-00142-0_62

Access Statistics for this chapter

More chapters in Springer Books from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().