Written by leading academic and industry experts actively engaged in revenue management, research and teaching this is a new and original treatment of the whole field for students and professionals. The first part of the book provides academically rigorous challenging and contemporary material to get to the core of the subject and to make the theory and practice lively, relevant and engaging. Throughout this, and the second section, numerous references to past and present good practice are used- giving insight into best practice in cutting-edge companies leading the revenue management agenda in markets all over the world. The second part of the book is authored by a range of academics and practitioners all currently engaged in revenue management practice, balancing the theory with the best overview possible of best real world practice. Drawn from the widest possible range of sectors including hospitality, car rental, airlines, tour operators, restaurants and advertising it gives an unrivalled industry perspective. The book is designed for students at many levels in universities, business schools, schools of tourism and hospitality studying marketing, pricing, distribution, selling and commercial issues in the service industry. It will also be ideal for practitioners (consulting experts, revenue managers, pricing managers) studying part-time or on CPD programmes requiring a strong theoretical and practical orientation. It will be essential for those working in revenue management, reservations, operations and logistics and generic marketing.
Preface - Kate Varini - Oxford Brookes University, UK Introduction - Patrick Legoherel, Elisabeth Poutier and Alan Fyall Part 1: Principles of Revenue Management (Patrick Legoherel, Elisabeth Poutier and Alan Fyall) Chapter 1 - Emergence of Yield Management Origins - Principles - Service Characteristics - Inventory and Capacity Issues - Sector Issues - Trends and Issues - Total Revenue Management and Management Integrity Chapter 2 - Elements/Components of Revenue Management Market Analysis - Pricing Policy (Dynamic Pricing) - Consumer Behaviour - KPIs (Occupancy, Average Price, RevPar) - Optimisation Levers (Capacity Allocation, Overbooking, Length of Stay, Itinerary Planning) - Distribution - Policy & Regulation Chapter 3 - Revenue Management - Roles and Responsibilities (HR) Role - Organisational Structures - Intra-Organisational Relations - Objectives - Skills Chapter 4 - Revenue Management Techniques Database Management, Forecasting and Capacity, Optimisation Chapter 5 - Revenue Management Operations and Systems Architecture - Operations and Systems - Control Part 2: Revenue Management in Practice (contributing authors) Chapter 6 - Revenue Management in Hotels - SS Padhi, Swiss Federal Institute of Technology, Zurich Chapter 7 - Hotels and Lodging in China - Huimin (Grace) Gu, Beijing International Studies University, PR China Chapter 8 - Clubs and Resorts (Golf/Club Managers Association of America/American Hotel and Lodging Association) - Cathy Gustafason, University of South Carolina, USA Chapter 9 - Tour Operations - Olivier Glasberg, Kuoni Travel Chapter 10 - Restaurants - Sheryl E. Kimes, Cornell University, USA Chapter 11 - Heritage Attractions - Anna Leask, Edinburgh Napier University, UK Chapter 12 - Theme Parks - Cindy Heo - Hong Kong Polytechnic University, SAR China Chapter 13 - Theme Parks II - Ady Milman, University of Central Florida, USA Chapter 14 - National Parks - Zvi Schwartz, Virginia Tech, USA Chapter 15 - Cruising - Gary West, PlanetCruise.com Chapter 16 - Airlines - Niall Duffey, Flybe.com Chapter 17 - Airlines - Frederic Specklin, Air France Chapter 18 - Car Rental - David Cretin, Europcar Rentals and Emanuel Scuto, Stairway Consulting Chapter 19 - CRM and Revenue Management - Xuan Lorna Wang, Middlesex University, UK Chapter 20 - Staff Empowerment and Revenue Management - Asad Mohsin, Waikato University, New Zealand and Frederic Toitot, ACCOR, France Chapter 21 - Future Trends and Challenges - Anna Mattila, Penn State University, USA, Conclusion - Patrick Legoherel, Elisabeth Poutier and Alan Fyall Endnote - Kate Varini - Oxford Brookes University, UK
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