Customers' perceptions of demand-driven pricing in revenue management context: comparisons of six tourism and hospitality industries
by Cindy Yoonjoung Heo, Seoki Lee
International Journal of Revenue Management (IJRM), Vol. 4, No. 3/4, 2010

Abstract: Revenue management (RM) has been widely applied in capacity-constrained tourism industries to maximise revenue by effectively managing demand and capacity. To gain long-run profit, understanding customers' perceptions of RM practices is important. This study attempts to build a better understanding of customers' perceptions of RM practices in terms of familiarity and fairness in six tourism and hospitality industries: airlines, hotels, restaurants, golf clubs, galleries and museums and theme parks. In addition, the study examines customers' perceptions of capacity scarcity during high-demand seasons for the six industries.

Online publication date: Wed, 13-Oct-2010

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