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Revenue Management and E-Commerce

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Author Info

  • E. Andrew Boyd

    ()
    (PROS Revenue Management, 3100 Main Street, Houston, Texas 77002)

  • Ioana C. Bilegan

    ()
    (LAAS-CNRS and ENAC, 7, avenue du Colonel Roche, 31077 Toulouse, France)

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    Abstract

    We trace the history of revenue management in an effort to illustrate a successful e--commerce model of dynamic, automated sales. Our discourse begins with a brief overview of electronic distribution as practiced in the airline industry, emphasizing the fundamental role of central reservation and revenue management systems. Methods for controlling the sale of inventory are then introduced along with related techniques for optimization and forecasting. Research contributions and areas of significant research potential are given special attention. We conclude by looking at how revenue management is practiced outside of the airline industry, its relationship to dynamic pricing, and future directions for the discipline.

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    File URL: http://dx.doi.org/10.1287/mnsc.49.10.1363.17316
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    Bibliographic Info

    Article provided by INFORMS in its journal Management Science.

    Volume (Year): 49 (2003)
    Issue (Month): 10 (October)
    Pages: 1363-1386

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    Handle: RePEc:inm:ormnsc:v:49:y:2003:i:10:p:1363-1386

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    Related research

    Keywords: Revenue Management; e--Commerce; Airline Industry;

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    Cited by:
    1. Fleischmann, M. & Hall, J.M. & Pyke, D.F., 2003. "Smart Pricing: Linking Pricing Decisions with Operational Insights," ERIM Report Series Research in Management ERS-2004-001-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus Uni.
    2. Haerian, Laila & Homem-de-Mello, Tito & Mount-Campbell, Clark A., 2006. "Modeling revenue yield of reservation systems that use nested capacity protection strategies," International Journal of Production Economics, Elsevier, vol. 104(2), pages 340-353, December.
    3. Li, Xueping & Wang, Jiao & Sawhney, Rapinder, 2012. "Reinforcement learning for joint pricing, lead-time and scheduling decisions in make-to-order systems," European Journal of Operational Research, Elsevier, vol. 221(1), pages 99-109.
    4. Chen, Liang-Tu, 2014. "Optimal dynamic policies for integrated production and marketing planning in business-to-business marketplaces," International Journal of Production Economics, Elsevier, vol. 153(C), pages 46-53.
    5. Fleischmann, M. & Hall, J.M. & Pyke, D.F., 2005. "A Dynamic Pricing Model for Coordinated Sales and Operations," ERIM Report Series Research in Management ERS-2005-074-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus Uni.
    6. Gillen, David & Gados, Alicja, 2008. "Airlines within airlines: Assessing the vulnerabilities of mixing business models," Research in Transportation Economics, Elsevier, vol. 24(1), pages 25-35.
    7. Agatz, N.A.H. & Campbell, A. & Fleischmann, M. & van Nunen, J.A.E.E. & Savelsbergh, M.W.P., 2008. "Demand Management Opportunities in E-fulfillment: What Internet Retailers Can Learn from Revenue Management," ERIM Report Series Research in Management ERS-2008-021-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus Uni.
    8. Max Gerlach & Catherine Cleophas & Natalia Kliewer, 2013. "Airline Codeshare Alliances," Business & Information Systems Engineering, Springer, vol. 5(3), pages 153-163, June.

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