Yield management: a human activity system

Abstract

Yield management is a process based on forecasting, strategy and people. Most research has converged on the forecasting and strategy elements, neglecting the people element of yield management. Argues that the people element is the cornerstone of successful yield management practices and suggests a matrix framework for an organizational, team and individual approach to yield management based on commitment, focus and boundaries. Explains yield management as a human activity system, therefore adopting a systems theory framework in analysis.