Humans in airline revenue and pricing management: finding the best decision makers

Abstract

In the constantly evolving world of pricing and revenue management (PRM), airlines often face challenges in ensuring that the right employees are found, placed in the right seats, perform well, remain motivated, and keep abreast with the advances in the industry. Recruiting for PRM is a challenge as the true potential of a great decision makers does not always rely on perfect resumes. More importantly, extensive and recurrent training is required for staff, especially for those with no experience in airline pricing and revenue management. In this article, we will discuss what makes a PRM professional a great performer and in what way is the PRM professional of the future different than the one of today.