Affiliation:
1. Russell Berrie Foundation Eminent Scholar and Professor of Marketing, Warrington School of Business Administration, Department of Marketing, University of Florida.
Abstract
The authors investigate pricing strategies based on yield management systems (YMS), such as early discounting, overbooking, and limiting early sales, for capacity-constrained services. They find that YMS work best when price-insensitive customers prefer to buy later than price-sensitive consumers. The authors also identify other conditions favoring the use of YMS.
Subject
Marketing,Business and International Management
Cited by
65 articles.
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