News & Research

Milestones in the Application of Analytical Pricing...

Journal of Revenue and Pricing Management |  Sep 25

ABSTRACT This article identifies major milestones in the science of Pricing and Revenue Management. It starts with the first successes in travel and transportation, and it follows the progression of the discipline in those realms. It explores breakthroughs as the […]

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Book Review: Moneyball

Journal of Revenue and Pricing Management (2009) 8, 107–108. doi:10.1057/rpm.2008.26 |  Aug 07

Michael Lewis’ Moneyball is a fascinating account of a recent revolution in baseball. The book tells the story of the Oakland A’s, who pioneered the use of advanced statistics in player evaluation to gain a competitive advantage. The A’s caught […]

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Billboard |  May 07

Last September the Latin pop superstar Luis Miguel came to San Diego to perform a concert at the Cricket Wireless Amphitheatre. Demand for tickets was expected to be high: The city has a large Latino population, Miguel was building a […]

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Revenue Management’s Renaissance: A Rebirth o...

Cornell Hospitality Quarterly |  Feb 08

The era has ended when revenue management can stand alone as a tactical approach to room management. With technological and management support, revenue management must be and is being integrated into all aspects of hotel management marketing and operating strategies. […]

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The “Killer Application” of Revenue Management: Har...

Interfaces Vol. 38, No. 3, May–June 2008, pp. 161–175 issn 0092-2102 |  Jul 01

Harrah’s Cherokee Casino & Hotel is an unusual example of the use of revenue management (RM) techniques. Typical RM installations yield revenue improvements of between 3 and 7 percent. The Harrah chain has seen 15-percent improvements, with Harrah’s Cherokee Casino […]

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Revenue management helps Marriott weather recession...

Technology Challenges |  May 08

BETHESDA, MD—The right revenue management program can be a powerful tool for any hotel. But right now as so many properties struggle with the conundrum of how to lift their rates after lowering them during the recession, the importance of […]

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Price Profiling

Smart Money |  May 03

Does the airline pricing system drive you crazy? Banks are dabbling with something similar—for home-loan rates. A look into the latest industry  to try “optimized” pricing. Tushar Mathur had every reason to expect Bank of America’s best deal on a […]

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Customer-centric pricing: The surprising secret for...

Business Horizons |  Sep 07

Abstract Companies spend enormous amounts of energy and capital in creating value for customers, but less regard is given to actually capturing the value they have created. Segmentation based on buying behavior uncovers a tremendous differential in willingness to pay […]

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