Practice Papers: The science of revenue management when passengers purchase the lowest available fare

Authors: Boyd, E Andrew¹; Kallesen, Royce²

Source: Journal of Revenue and Pricing Management, Volume 3, Number 2, 1 July 2004 , pp. 171-177(7)

Abstract:

The changing business environment is making ticket price an ever more important consideration in passenger purchasing behaviour. This paper discusses how traditional revenue management models change as the ability to segment passengers deteriorates and passengers focus on price. The concepts are applicable to most industries where revenue management is practised.Journal of Revenue & Pricing Management (2004) 3, 171-177; doi:10.1057/palgrave.rpm.5170104

Document Type: Research article

DOI: 10.1057/palgrave.rpm.5170104

Affiliations: 1: 1is Chief Scientist and Senior Vice President of Science and Research at PROS Revenue Management, prosrm.com. He received his PhD in operations research from MIT in 1987 2: 2is the Senior Scientist in charge of airline product science at PROS Revenue Management, and can be reached at, Email: rkallesen@prosrm.com

Links for this article

http://www.ingentaconnect.com/pal/rpm/2004/00000003/00000002/art00004
http://openurl.ingenta.com/content?genre=article&issn=1476-6930&volume=3&issue=2&spage=171&epage=177
http://dx.doi.org/10.1057/palgrave.rpm.5170104