Journal of Revenue and Pricing Management

, Volume 14, Issue 2, pp 127–133 | Cite as

What is the role of distribution in revenue management? – Past and future

  • Thomas Fiig
  • Umit Cholak
  • Mathilde Gauchet
  • Benjamin Cany


In this article, we review the role of distribution in revenue management (RM) in the airline industry over the last 50 years, describing the evolution of these systems and providing evidence for their interdependence. With the omnipresence of the Internet, the proliferation of mobile communication devices and the growing trend of personalized retailing, the benefits of the distributor middleman are being questioned; airlines can access customers through their own websites and dynamically package best offers. In this fast changing environment, we discuss our vision for the future roles of RM and distribution.


distribution revenue management (RM) dynamic pricing (DP) computer reservation systems (CRS) global distribution systems (GDS) IATA new distribution capability (IATA NDC) 



We would like to thank Barry Smith, former Chief Scientist at Sabre, and Bill Brunger, former Senior Vice President of Network RM and Distribution at Continental Airlines, for their constructive feedback.


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Copyright information

© Palgrave Macmillan, a division of Macmillan Publishers Ltd 2015

Authors and Affiliations

  • Thomas Fiig
    • 1
  • Umit Cholak
    • 2
  • Mathilde Gauchet
    • 2
  • Benjamin Cany
    • 2
  1. 1.Amadeus Airline ITKastrupDenmark
  2. 2.Amadeus Airline IT, Amadeus s.a.s.Sophia AntipolisFrance

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