Strategic levers of revenue management: a three-dimensional model to categorize industries

IF 1.1 Q3 BUSINESS, FINANCE

Journal of Revenue and Pricing Management Pub Date : 2024-05-02 DOI:10.1057/s41272-024-00484-8

Henri Kuokkanen

引用次数: 0

Abstract

Strategic levers play a fundamental role in revenue management (RM). Earlier research has established price, time, and space as the three levers businesses can wield to optimize performance, but a synthesis of all three is missing. This article presents a three-dimensional model of revenue management levers that categorizes industries in eight octants, visualized as the cube of RM levers. The cube sharpens RM theory and helps companies to identify new opportunities for revenue optimization through comparison with other businesses within their octant. Similarly, it facilitates evaluating possibilities of moving to another octant. Finally, the cube can also assist businesses new to RM to apply strategic levers, address RM collaboration challenges in tourism destinations, and contribute to education in the field.

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收益管理的战略杠杆：行业分类的三维模型

战略杠杆在收益管理（RM）中发挥着根本性的作用。早先的研究已将价格、时间和空间确定为企业优化业绩的三大杠杆，但还缺少对这三大杠杆的综合分析。本文提出了一个收益管理杠杆的三维模型，将各行业分为八个八面体，可视化为收益管理杠杆立方体。这个立方体使收入管理理论更加清晰，并帮助企业通过与本八度内的其他企业进行比较，发现收入优化的新机遇。同样，它也有助于评估向另一个八度空间转移的可能性。最后，该立方体还可以帮助刚刚接触经营管理的企业应用战略杠杆，应对旅游目的地经营管理合作方面的挑战，并为该领域的教育做出贡献。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Revenue and Pricing Management

CiteScore

3.30

自引率

18.80%

发文量

期刊介绍： The?Journal of Revenue and Pricing Management?serves the community of researchers and practitioners dedicated to improving understanding through insight and real life situations. Each article emphasizes meaningful answers to problems whether cutting edge science or real solutions. The journal places an emphasis disseminating the best articles from the best minds and benchmarked businesses within the field of Revenue Management and Pricing.Revenue management (RM) also known as Yield Management (YM) is a management activity that marries the diverse disciplines of operations research/management science analytics economics human resource management software development marketing economics e-commerce consumer behaviour and consulting to manage demand for a firm's products or services with the goal of profit maximisation. From a practitioner standpoint RM encompasses a range of activities related to demand management including pricing segmentation capacity and inventory allocation demand modelling and business process management.Journal of Revenue and Pricing Management?aims to:formulate and disseminate a body of knowledge called 'RM and pricing' to practitioners educators researchers and students;provide an international forum for a wide range of practical theoretical and applied research in the fields of RM and pricing;represent a multi-disciplinary set of views on key and emerging issues in RM and pricing;include a cross-section of methodologies and viewpoints on research including quantitative and qualitative approaches case studies and empirical and theoretical studies;encourage greater understanding and linkage between the fields of study related to revenue management and pricing;to publish new and original ideas on research policy and managementencourage and engage with professional communities to adopt the Journal as the place of knowledge excellence i.e. INFORMS Revenue Management & Pricing section AGIFORS and Revenue Management Society and Revenue Management and Pricing International Ltd.Published six times a year?Journal of Revenue and Pricing Management?publishes a wide range of peer-reviewed practice papers research articles and professional briefings written by industry experts - including:Practice papers - addressing the issues facing practitioners in industry and consultancyApplied research papers - from leading institutions on all areas of research of interest to practitioners and the implications for practiceCase studies - focusing on the real-life challenges and problems faced by major corporations how they were approached and what was learnedModels and theories - practical models and theories which are being used in revenue managementThoughts - assessment of the key issues new trends and future ideas by leading experts and practitionersApprentice - the publication of tomorrows ideas by students of todayBook/conference reviews - reviewing leading conferences and major new books on RM and pricingThe Journal is essential reading for senior professionals in private and public sector organisations and academic observers in universities and business schools - including:Pricing AnalystsRevenue ManagersHeads of Revenue ManagementHeads of Yield ManagementDirectors of PricingHeads of MarketingChief Operating OfficersCommercial DirectorsDirectors of SalesDirectors of OperationsHeads of ResearchPricing ConsultantsProfessorsLecturers