Revenue management : a path to increased profits / Ronald J. Huefner.

Preface -- Acknowledgments -- 1. Introduction to revenue management -- 2. Applications of revenue management -- 3. Tools for analysis of revenue management -- 4. Tools for analysis of revenue management, continued -- 5. Revenue management and capacity analysis -- 6. Revenue management and the theory of constraints -- 7. Elements of pricing -- 8. Revenue management techniques -- 9. Relating revenue management to customer value -- 10. Customer reactions to revenue management techniques -- 11. Assessing the profitability of customers -- 12. Making revenue management decisions -- 13. The future of revenue management -- Notes -- References -- Index.

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This book describes the emerging field of revenue management and its applications across a broad spectrum of business activity. It recounts the history and development of revenue management and addresses the analytical tools needed to integrate revenue management into management generally and financial and accounting practice in particular. The book discusses and assesses various pricing practices and other revenue management techniques. It gives particular attention to the role of capacity analysis and the connection of revenue management to the theory of constraints. While revenue management originated in the service industries, it is now practiced across a broad spectrum of business and not-for-profit organizations. This book will be a useful guide to managers at all levels who wish to give greater consideration to the importance of revenue management in their organizations.

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