IDEAS home Printed from https://ideas.repec.org/a/ids/ijrevm/v4y2010i2p163-178.html
   My bibliography  Save this article

Maximising profits: Do revenue managers have the skills?

Author

Listed:
  • Kate Varini
  • Cathy Burgess

Abstract

This paper explores the evolving role of the revenue manager and it will argue the need for a formal revenue management (RM) qualification. When RM is deployed ineffectively, this raises the financial risk inherent in the concept. Service firms need to clearly define RM roles and ensure those involved in RM have the right skill-set. With a view to regulating RM approaches, data was collected via surveys and scrutiny of current job descriptions, to identify the range of skills required to successfully deploy RM at the tactical and strategic level of the organisation. Some general trends emerged identifying the links between the RM and optimum performance, in service businesses. To ensure profit enhancement, the results of this research will be deployed to develop RM benchmark standards in conjunction with a RM certification programme.

Suggested Citation

  • Kate Varini & Cathy Burgess, 2010. "Maximising profits: Do revenue managers have the skills?," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 4(2), pages 163-178.
    • Handle: RePEc:ids:ijrevm:v:4:y:2010:i:2:p:163-178
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=33021
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Hao Bin Jack Lai & Shahrim Karim, 2023. "Do-it-yourself menu management and pricing," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 22(6), pages 431-445, December.
    2. Anand Iyengar & Ketan Suri, 2012. "Customer profitability analysis an avant-garde approach to revenue optimisation in hotels," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 6(1/2), pages 127-143.
    3. Hao Bin Jack Lai & Shahrim Karim & Steven E. Krauss & Farah A. C. Ishak, 2019. "Can restaurant revenue management work with menu analysis?," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 18(3), pages 204-212, June.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijrevm:v:4:y:2010:i:2:p:163-178. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=99 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.