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Applying pricing and revenue management in the golf industry: Key challenges

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Journal of Revenue and Pricing Management Aims and scope

Abstract

Revenue management (RM) principles have proven to be a key success factor for airlines and hotels. Considering the common characteristics of these traditional industries with fixed and perishable capacity, RM practices have started to extend to new frontiers, one of which is the golf industry. Tee-times are perishable inventory with a high potential for differential pricing by peak versus off-peak periods, which can differ by season and/or location. In this article, we discuss the key challenges in the golf industry and solution approaches for demand forecasting, price optimization and construction of tee-sheets (capacity optimization).

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Acknowledgements

The authors would like to thank Ronald Menich for his early contributions in this work, and Suresh Acharya and Andy Seitz for their valuable and helpful feedback.

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Authors and Affiliations

  1. Moore School of Business, University of South Carolina, Columbia, SC, USA

    Pelin Pekgün

  2. JDA International Ltd, Bracknell, UK

    Emrah Uyar

  3. JDA Software (Shanghai) Co. Ltd., Shanghai, China

    Bob Garner

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  1. Pelin Pekgün
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  2. Emrah Uyar
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  3. Bob Garner
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Pekgün, P., Uyar, E. & Garner, B. Applying pricing and revenue management in the golf industry: Key challenges. J Revenue Pricing Manag 13, 470–482 (2014). https://doi.org/10.1057/rpm.2014.24

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  • DOI: https://doi.org/10.1057/rpm.2014.24

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