Revenue management opportunities for retailers

Title: Revenue management opportunities for retailers
Creator: Agatz, Niels; Campbell, Ann M.; Fleischmann, Moritz; van Nunen, Jo; Savelsbergh, Martin
Relation: Journal of Revenue and Pricing Management Vol. 12, Issue 2, p. 128-138
Publisher Link: http://dx.doi.org/10.1057/rpm.2012.51
Publisher: Palgrave Macmillan
Resource Type: journal article
Date: 2013
Description: In this article, we explain how Internet retailers can learn from proven revenue management concepts and use them to reduce costs and enhance service. We focus on attended deliveries as these provide the greatest opportunities and challenges. The key driver is service differentiation. Internet retailers have strong levers at their disposal for actively steering demand, notably the offered delivery time windows and their associated prices. Unlike traditional revenue management, these demand management decisions affect both revenues and costs. This calls for a closer coordination of marketing and operations than current common practice.
Subject: e-fulfilment; demand management; revenue management; home delivery
Identifier: http://hdl.handle.net/1959.13/1308665
Identifier: uon:21693
Identifier: ISSN:1476-6930
Language: eng
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