Revenue management, pricing and the consumer

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Abstract

Revenue Management (RM) emerged as a specific discipline in the mid-1980s. However,despite the fact that it has been seen as a set of techniques to influence customer demand and exploit theconsumer surplus, there has been a tendency for much of the research in the area to lack a consumer focus.What research there is tends to focus on three main areas, namely, the algorithm modelling of consumerbehaviour, consumer trust and fairness and consumer-centric marketing. The purpose of this article thereforeis to consolidate and synthesise existing consumer focused research in RM in these three key areas.
Original languageEnglish
JournalJournal of Revenue and Pricing Management
Volume0
Early online date8 Apr 2016
DOIs
Publication statusE-pub ahead of print - 8 Apr 2016

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Keywords

  • revenue management
  • consumer behaviour modelling
  • trust
  • fairness
  • consumer-centric
  • marketing

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