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Navigable Slide Index

1. Introduction
2. Preface
3. Overview
4. RM and pricing
5. Trust
6. Importance of trust
7. Benefits of trust in business relationship
8. Trust defined
9. Why look at trust and variable pricing?
10. Encouraging trust
11. Why do we use variable pricing?
12. Consumer surplus / different pricing treatments
13. The impact of IT on pricing
14. Pricing, transparency and fairness
15. Fairness and RM (1)
16. Fairness and RM (2)
17. Emergence of CRM
18. Benefits of RM and CRM integration
19. Conflicting nature of RM and CRM
20. Consumer-to-consumer interaction
21. Increase in opportunities for breaches of privacy
22. Recent research in trust and pricing
23. Methodology (1)
24. Methodology (2)
25. Butler's measurement scales
26. Findings (1)
27. Findings (2)
28. Importance of rule familiarity
29. Managerial implications
30. Conclusion
31. References (1)
32. References (2)
33. References (3)
34. References (4)
35. References (5)
36. References (6)
37. References (7)

Topics Covered

• Revenue management, pricing and the importance of trust in healthy buyer seller relationships
• Definition and general benefits of trust in business
• Consumer reaction to variable pricing
• Fairness and revenue management
• Revenue management and customer relationship management
• Customer to customer interaction and breaches of privacy
• Recent research into the impact of variable pricing on consumer trust
• Importance of rule familiarity
• Managerial implications

Links

Series:

• Practical Pricing and Revenue Management

Categories:

• Finance, Accounting & Economics
• Marketing & Sales

Talk Citation

Publication History

• Published on October 28, 2009