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The Competitive pricing in marina business: Exploring relative price position and price fluctuation

Author

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  • Vlasic, Dubravka
  • Poldrugovac, Katarina
  • Jankovic, Sandra

Abstract

Competitive pricing is considered to be a very important part of revenue management, a management instrument that enables selling right products and services to the customers at the prices that will produce highest revenues. Marina business is supposed to be a business whose products or services are perishable (similar to hotels, airlines, campsites, hostels etc.) and tracking prices of competitors is very important part of managing its business. The purpose of this paper is to address the problem of relative price position and relative price fluctuation performance in marina business and seeks to complement existing research in the domain of strategic price positioning. The research results reveal that marinas who set their prices higher than their competition achieve lower level of berth occupancy and at the same time succeed higher RevPAB. Marinas with lower prices than their competitors achieve higher level of berth occupancy and lower RevPAB.

Suggested Citation

  • Vlasic, Dubravka & Poldrugovac, Katarina & Jankovic, Sandra, 2019. "The Competitive pricing in marina business: Exploring relative price position and price fluctuation," MPRA Paper 93519, University Library of Munich, Germany.
    • Handle: RePEc:pra:mprapa:93519
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    References listed on IDEAS

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    1. Tomasz Korol & Anestis Fotiadis, 2016. "Applying Fuzzy Logic of Expert Knowledge for Accurate Predictive Algorithms of Customer Traffic Flows in Theme Parks," International Journal of Information Technology & Decision Making (IJITDM), World Scientific Publishing Co. Pte. Ltd., vol. 15(06), pages 1451-1468, November.
    2. Sheryl E Kimes, 2016. "The evolution of hotel revenue management," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 15(3), pages 247-251, July.
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    Cited by:

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    16. Kankam-Kwarteng, Collins & Osman, Barbara & Acheampong, Stephen, 2020. "Performance of restaurants: Recognizing competitive intensity and differentiation strategies," MPRA Paper 103781, University Library of Munich, Germany.
    17. Chatzigeorgiou, Chryssoula & Christou, Evangelos & Simeli, Ioanna, 2019. "Confidence and loyalty for agrotourism brands: The Lesvos paradigm," MPRA Paper 93898, University Library of Munich, Germany.
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    20. Abdurrahman Mawlood Mustafa & Asil Azimli & Rizgar Abdullah Sabir Jaf, 2022. "The Role of Resource Consumption Accounting in Achieving Competitive Prices and Sustainable Profitability," Energies, MDPI, vol. 15(11), pages 1-23, June.

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    More about this item

    Keywords

    marina performance; revenue management; revenue per available berth (RevPAB); competitive pricing; price position of berth; price fluctuation of berth; berth occupancy;
    All these keywords.

    JEL classification:

    • D4 - Microeconomics - - Market Structure, Pricing, and Design
    • G1 - Financial Economics - - General Financial Markets
    • L83 - Industrial Organization - - Industry Studies: Services - - - Sports; Gambling; Restaurants; Recreation; Tourism

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