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Incorporation of Customer Value into Revenue Management

In: Operations Research Proceedings 2008

Author

Listed:
  • Tobias von Martens

    (Technische Universität Dresden)

  • Andreas Hilbert

    (Technische Universität Dresden)

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

Suggested Citation

  • Tobias von Martens & Andreas Hilbert, 2009. "Incorporation of Customer Value into Revenue Management," Springer Books, in: Bernhard Fleischmann & Karl-Heinz Borgwardt & Robert Klein & Axel Tuma (ed.), Operations Research Proceedings 2008, chapter 62, pages 383-388, Springer.
    • Handle: RePEc:spr:sprchp:978-3-642-00142-0_62
    DOI: 10.1007/978-3-642-00142-0_62
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