Journal of Marketing
Strategic Service Pricing and Yield Management (Стратегическое ценообразование на услуги и управление доходностью) [статья]
Опубликовано на портале: 26-01-2004Ramarao Desiraju Journal of Marketing. 1999. Vol. 63. No. 1. P. 44-57.
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.