• Concepts and Insights
• 23 min
  1. What will consumers pay more for? Luxury markets and premium pricing

  • Dr. Ian Yeoman
• 61 min
  2. How do consumers perceive value and price: understanding value-based pricing

  • Prof. Irene Ng
• 42 min
  3. Does the consumer trust you?

  • Ms. Una McMahon-Beattie
• 29 min
  4. Search-based advertising and revenue management

  • Dr. Özgür Özlük
• 24 min
  5. Low cost worlds and the airline industry

  • Dr. Laurie Garrow
  • Ms. Stacey Mumbower
• 51 min
  6. Pricing and revenue optimization: maximizing staff effectiveness

  • Dr. Warren Lieberman
• 28 min
  7. Fencing in the practice of revenue management

  • Dr. Michael Zhang
• 42 min
  8. Revenue management and air cargo

  • Ms. Gina Morello
• 28 min
  9. Era of convergence in revenue management

  • Mr. Ramesh Venkat
• 18 min
  10. Online travel data: A goldmine of new opportunities

  • Dr. Laurie Garrow
  • Ms. Brittany Luken
• 52 min
  11. Global distribution capabilities, origin destination control and dynamic pricing

  • Dr. Karl Isler
• How Pricing and Revenue Management Works
• 40 min
  12. Practical pricing for the hotel industry

  • Dr. Warren Lieberman
• 48 min
  13. Practical pricing and the airline industry

  • Dr. Stefan Poelt
• 59 min
  14. Setting optimal rents for apartment firms

  • Dr. Jian Wang
• 25 min
  15. Practical pricing and the restaurant industry

  • Prof. Sunmee Choi
• 57 min
  16. Forecasting and control

  • Prof. Robert Raeside
• 27 min
  17. B2B price optimization analytics

  • Dr. Jon Higbie
• 45 min
  18. Practical pricing and the car park

  • Dr. José Guadix

Printable Handouts

PDF

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