Strategic Service Pricing and Yield Management
Journal of MarketingPublished 1 January 1999
Ramarao Desiraju, Steven M. Shugan
Citations169
SJR quartileQ1
SJR score13.39
SNIP5.22
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Abstract
The authors investigate pricing strategies based on yield management systems (YMS), such as early discounting, overbooking, and limiting early sales, for capacity-constrained services. They find that YMS work best when price-insensitive customers prefer to buy later than price-sensitive consumers. The authors also identify other conditions favoring the use of YMS.
Keywords
Business, Management and Accounting
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