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Trust, fairness and justice in revenue management: Creating value for the Consumer

McMahon-Beattie, Una (2011) Trust, fairness and justice in revenue management: Creating value for the Consumer. Journal of Revenue and Pricing Management, 10 (1). pp. 44-46. [Journal article]

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URL: http://www.palgrave-journals.com/rpm/journal/v10/n1/pdf/rpm201042a.pdf

DOI: DOI: 10.1057/rpm.2010.42


In recent years much mention has been made in both professional and academic literatureof the rise of customer centric revenue management (RM) and pricing strategies with their focus being on even finer segmentation of the market and the effective targeting of specific market segments. Understanding customer behaviour and price elasticity, it is argued, will allow service companies to charge the right price for a well-tailored product to each customer. However, there still remains a sense that RM is something that is done to customers rather that something that is done for the customer. This article explores how value can be built into the buyer-seller relationship by examining customer perceptions of price differentials and how they may affect feelings of trust, fairness and justice.

Item Type:Journal article
Faculties and Schools:Ulster Business School > Department of Hospitality and Tourism Management
Ulster Business School
ID Code:29251
Deposited By: Professor Una McMahon-Beattie
Deposited On:11 Apr 2014 08:15
Last Modified:11 Apr 2014 08:15

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