Incorporation of customer value into revenue management. (English) Zbl 1209.90234

von Martens, Tobias; Hilbert, Andreas

Fleischmann, Bernhard (ed.) et al., Operations research proceedings 2008. Selected papers of the annual international conference of the German Operations Research Society (GOR), University of Augsburg, September 3–5, 2008. Berlin: Springer (ISBN 978-3-642-00141-3/pbk; 978-3-642-00142-0/ebook). 383-388 (2009).

Summary: The efficient utilization of limited capacity resources, e. g. airplane seats or hotel rooms, is a prevalent success factor for service providers. Hence, revenue management is applied to control the acceptance of booking requests. Though successful in the short-term, it is transaction based so far by focusing on willingness-to-pay and neglecting the establishment of relationships with long-term profitable customers. Therefore, a conceptual model of customer value-based revenue management is developed. Transaction-based optimization and booking control are enhanced by regarding customer value-related information
For the entire collection see [Zbl 1175.90010].

MSC:

90B80

Discrete location and assignment