Revenue and yield management: a perspective article

Abstract

Purpose

This study aims to explain briefly the history and the future of revenue and yield management, offering a graphical visual model to identify the main internal and external elements to be faced by revenue managers.

Design/methodology/approach

Stemming from what happened in the past, the authors predict the key elements in revenue management moving forward.

Findings

The authors discuss four notable emerging themes for a fertile revenue management application: organizational culture; dynamic pricing, both in terms of intertemporal price discrimination and inventory controls; personalized pricing; and distribution channels.

Originality/value

The paper offers informative knowledge to revenue managers and academics working in the area of strategic yield and revenue management.

Citation

Viglia, G. and Abrate, G. (2020), "Revenue and yield management: a perspective article", Tourism Review, Vol. 75 No. 1, pp. 294-298. https://doi.org/10.1108/TR-04-2019-0117