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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