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Supply Chain Management: Text and Cases, 2nd Edition by Janat Shah

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13

Pricing and Revenue Management

Learning Objectives

After reading this chapter, you will be able to answer the following questions:

  • What is revenue management?
  • Why do firms offer differential prices to different market segments?
  • What are the conditions under which revenue management can be practised in an effective way?
  • How do firms make optimal pricing decisions in the context of revenue management?
  • Why does the fashion industry offer markdown pricing during the end of the season?

 

Sanjay Rathore is a busy man. He is responsible for the country-wide operations of the company that employs him. The company has 12 offices in India alone and an equal number in South-East Asia. Consequently, Sanjay lives out of a suitcase, spending most of ...

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