Revenue Management

1. Front Matter

   Pages i-xx

   PDF

2. Introduction: How to do it?

   1. Introduction: How to do it?

      • Ian Yeoman, Una McMahon-Beattie

      Pages 1-5

3. Revenue Management Theory and Issues

   1. Front Matter

      Pages 7-7

      PDF

   2. The Applications of Revenue Management and Pricing

      • Catherine Cleophas, Ian Yeoman, Una McMahon-Beattie, Emre Veral

      Pages 9-16

   3. The Role of Space in Revenue Management

      • Sheryl E. Kimes, Leo M. Renaghan

      Pages 17-28

   4. Pricing and Revenue Optimization: Maximizing Staff Effectiveness

      • Warren H. Lieberman

      Pages 29-41

   5. The Era of Convergence in Revenue Management

      • Ramesh Venkat

      Pages 42-54

   6. Does the Customer Trust You?

      • Una McMahon-Beattie, Adrian Palmer, Ian Yeoman

      Pages 55-71

   7. The Changing Meaning of Luxury

      • Ian Yeoman, Una McMahon-Beattie

      Pages 72-85

   8. The Future of Airline Distribution and Revenue Management

      • Ben Vinod

      Pages 86-107

   9. Global Distribution Systems (GDS) Capabilities, Origin and Destination (OD) Control and Dynamic Pricing

      • Karl Isler

      Pages 108-119

   10. B2B Price Optimization Analytics

       • Jon A. Higbie

       Pages 120-135

   11. Fencing in the Practice of Revenue Management

       • Michael Zhang

       Pages 136-149

4. Applications

   1. Front Matter

      Pages 151-151

      PDF

   2. Search Engine Advertising: An Overview from a Revenue Management Angle

      • Özgür Özlük

      Pages 153-165

   3. Revenue Management and Air Cargo

      • Raja Kasilingam

      Pages 166-179

   4. Practical Pricing for the Hotel Industry

      • Warren H. Lieberman

      Pages 180-191

   5. Practical Pricing and the Airline Industry

      • Stefan Poelt

      Pages 192-207

   6. Setting Optimal Rents for Apartment Firms

      • Jian Wang

      Pages 208-220

   7. Practical Pricing and the Restaurant Industry: Application of Revenue Management Principles to Pricing Menus and Services

      • Sunmee Choi

      Pages 221-233

Pricing is about deciding your market position whereas revenue management is the strategic and tactical decisions firms take in order to optimize revenues and profits. This book offers insights into research, theories, applications and innovations and how to makes these work in different industries.

• innovation
• management
• service
• trust

Ian Yeoman and Una McMahon-Beattie are recognized subject matter experts in the field of Pricing and Revenue Management.

Kevin Connor, Vice President, DHL Express

This book offers practical insights in taking this rapidly evolving discipline from concept to implementation leveraging the experience of academicians and professionals. it should be a valuable source resource and spark of inspiration and motivation for years to come.

Robert Cross, Chairman and CEO, Revenue Analytics Inc.

• Victoria University of Wellington, New Zealand

  Ian Yeoman

• Hospitality and Tourism Management, University of Ulster, UK

  Una McMahon-Beattie

SUNMEE CHOI Associate Professor, the School of Business, Yonsei University, Korea CATHERINE CLEOPHAS Revenue management consultant for Deutsche Lufthansa AG. JOSÉ GUADIX Lecturer at the School of Industrial Engineering of the University of Seville, Spain JON HIGBIE Senior Vice President and Chief Scientist of Revenue Analytics KARL ISLER Head of Strategy and Operations Research for Revenue Management, Pricing and Distribution RAJA KASILINGAM iSVP of Cargo at RTS and Founder/President of CargoINTEL SHERYL E. KIMES Distinguished Singapore Tourism Board Professor of Asian Hospitality Management at Cornell University, USA YIHUA LI holds a Ph. D. degree in Management Science from the University of Montreal, Canada WARREN H. LIEBERMAN President of Veritec Solutions, a pricing analytics and revenue management consulting firm based in Belmont, California, USA ÖZGÜR ÖZLÜK obtained his Ph.D. in Operations Research from UNC Chapel Hill, USA ADRIAN PALMER Professor of Marketing at University of Wales, Swansea, UK STEFAN POELT Senior manager at Lufthansa German Airlines LILA RASEKH Decision Science team of Revenue Management at Walt Disney World LEO M RENAGHAN Chief Marketing Officer for Revenue Management Solutions BEN VINOD Chief Scientist and Senior Vice President at Sabre Holdings RAMESH VENKAT Senior Vice President, Yield Management at Emirates responsible for Revenue maximisation and Revenue Management Science and Research EMRE VERAL Professor of Operations Management at Baruch College, Zicklin School of Business JIAN WANG Vice President of Research and Development at The Rainmaker Group in Atlanta, USA MICHAEL ZHANG Assistant Professor at Sobey School of Business of Saint Mary's University, USA.

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