Title: Human factors in the design of revenue management systems in multinational corporations

Authors: Celia Zarraga-Oberty, Jaime Bonache

Addresses: Universidad Carlos III de Madrid, 28270 Colmenarejo, Madrid, Spain. ' Universidad Carlos III de Madrid, 28903 Getafe, Madrid, Spain

Abstract: Drawing on previous works in the knowledge management literature, this paper aims at highlighting a number of human-related factors that have to be taken into consideration in the design of an efficient Revenue Management (RM) system. These factors are identified by considering the case of the design of an RM system in a local subsidiary of Multinational Corporation (MNCs). In addition to the characteristics of knowledge to be implemented in the system, it is shown that the design success will be affected by three sets of human-related factors: abilities and motivation of international staff, abilities and motivation of local employees and the relationship between local and international staff. The paper concludes with a discussion on one of the main challenges facing the researchers attempting to help companies design workable and efficient RM systems.

Keywords: international assignments; knowledge management; multinational corporations; MNCs; revenue management; systems design; human factors; abilities; motivation; employee relationships; local staff; international staff.

DOI: 10.1504/IJRM.2007.012696

International Journal of Revenue Management, 2007 Vol.1 No.2, pp.141 - 153

Published online: 08 Mar 2007 *

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