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Perishable-asset revenue management: Generic and multiple-price yield management with diversion

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  • Bodily, S. E.
  • Weatherford, L. R.

Abstract

In any situation of fixed capacity and a perishable service or product, firms want to avoid spoilage of the service or product and receive the most revenue possible in the face of uncertain demand. Stimulation of demand from price-sensitive customers, however, through discount prices to customers that reserve early can help fill capacity. This is attractive if non-price-sensitive customers can be prevented from diverting to the lower rates. This paper provides generic results for deciding how many discount units to sell (the so-called yield-management problem) and extends the generic problem in several ways: (1) to situations with continuous, not discrete resources, (2) to treatment of yield management jointly with overbooking, and (3) to problems with diversion with more than two price classes. Simulation studies using airline data suggest that our decision rules perform better than previous rules now used in practice.

Suggested Citation

  • Bodily, S. E. & Weatherford, L. R., 1995. "Perishable-asset revenue management: Generic and multiple-price yield management with diversion," Omega, Elsevier, vol. 23(2), pages 173-185, April.
    • Handle: RePEc:eee:jomega:v:23:y:1995:i:2:p:173-185
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    References listed on IDEAS

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    Cited by:

    1. Sridharan, Sri V., 1998. "Managing capacity in tightly constrained systems," International Journal of Production Economics, Elsevier, vol. 56(1), pages 601-610, September.
    2. Jeffrey I. McGill & Garrett J. van Ryzin, 1999. "Revenue Management: Research Overview and Prospects," Transportation Science, INFORMS, vol. 33(2), pages 233-256, May.
    3. V Sri Vanamalla & R Parthasarathy, 2011. "Incentive mechanism to control customer buy-down behaviour," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 62(8), pages 1566-1573, August.
    4. Pinto, Roberto, 2016. "Stock rationing under a profit satisficing objective," Omega, Elsevier, vol. 65(C), pages 55-68.
    5. Dan Zhang & William L. Cooper, 2005. "Revenue Management for Parallel Flights with Customer-Choice Behavior," Operations Research, INFORMS, vol. 53(3), pages 415-431, June.
    6. E Stavrulaki & D K H Fong & D K J Lin, 2003. "Two-resource stochastic capacity planning employing a Bayesian methodology," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 54(11), pages 1198-1208, November.
    7. Suresh K. Nair & Ravi Bapna, 2001. "An application of yield management for Internet Service Providers," Naval Research Logistics (NRL), John Wiley & Sons, vol. 48(5), pages 348-362, August.
    8. Chiang, David Ming-Huang & Wu, Andy Wei-Di, 2011. "Discrete-order admission ATP model with joint effect of margin and order size in a MTO environment," International Journal of Production Economics, Elsevier, vol. 133(2), pages 761-775, October.
    9. Wen Zhao & Yu-Sheng Zheng, 2001. "A Dynamic Model for Airline Seat Allocation with Passenger Diversion and No-Shows," Transportation Science, INFORMS, vol. 35(1), pages 80-98, February.
    10. Yılmaz, Seren Bilge & Yücel, Eda, 2021. "Optimizing onboard catering loading locations and plans for airlines," Omega, Elsevier, vol. 99(C).
    11. Kim, Sang-Won & Bell, Peter C., 2011. "Optimal pricing and production decisions in the presence of symmetrical and asymmetrical substitution," Omega, Elsevier, vol. 39(5), pages 528-538, October.
    12. William L. Cooper & Tito Homem-de-Mello & Anton J. Kleywegt, 2006. "Models of the Spiral-Down Effect in Revenue Management," Operations Research, INFORMS, vol. 54(5), pages 968-987, October.
    13. Ayvaz-Cavdaroglu, Nur & Kachani, Soulaymane & Maglaras, Costis, 2016. "Revenue management with minimax regret negotiations," Omega, Elsevier, vol. 63(C), pages 12-22.
    14. Lawrence R. Weatherford, 1997. "Using Prices More Realistically as Decision Variables in Perishable-Asset Revenue Management Problems," Journal of Combinatorial Optimization, Springer, vol. 1(3), pages 277-304, October.
    15. Tsai, Wen-Hsien & Hung, Shih-Jieh, 2009. "Dynamic pricing and revenue management process in Internet retailing under uncertainty: An integrated real options approach," Omega, Elsevier, vol. 37(2), pages 471-481, April.
    16. Chen, Lijian & Homem-de-Mello, Tito, 2010. "Mathematical programming models for revenue management under customer choice," European Journal of Operational Research, Elsevier, vol. 203(2), pages 294-305, June.
    17. Kim, Sang-Won, 2015. "The impact of customer buying behavior on the optimal allocation decisions," International Journal of Production Economics, Elsevier, vol. 163(C), pages 71-88.
    18. Ku, Cheng-Yuan & Chang, Yi-Wen, 2012. "Optimal production and selling policies with fixed-price contracts and contingent-price offers," International Journal of Production Economics, Elsevier, vol. 137(1), pages 94-101.
    19. Guadix, José & Cortés, Pablo & Onieva, Luis & Muñuzuri, Jesús, 2010. "Technology revenue management system for customer groups in hotels," Journal of Business Research, Elsevier, vol. 63(5), pages 519-527, May.
    20. William L. Cooper & Diwakar Gupta, 2006. "Stochastic Comparisons in Airline Revenue Management," Manufacturing & Service Operations Management, INFORMS, vol. 8(3), pages 221-234, February.
    21. Syed Asif Raza & Rafi Ashrafi & Ali Akgunduz, 2020. "A bibliometric analysis of revenue management in airline industry," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 19(6), pages 436-465, December.
    22. E. Andrew Boyd & Ioana C. Bilegan, 2003. "Revenue Management and E-Commerce," Management Science, INFORMS, vol. 49(10), pages 1363-1386, October.
    23. Thomas Spengler & Stefan Rehkopf, 2005. "Revenue Management Konzepte zur Entscheidungsunterstützung bei der Annahme von Kundenaufträgen," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 16(2), pages 123-146, June.
    24. Banerjee, Pradeep K. & Turner, T. Rolf, 2012. "A flexible model for the pricing of perishable assets," Omega, Elsevier, vol. 40(5), pages 533-540.
    25. Valerio Lacagnina & Davide Provenzano, 2016. "An integrated fuzzy-stochastic model for revenue management," Tourism Economics, , vol. 22(4), pages 779-792, August.

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