When Revenue Management Algorithms go wrong!

Yeoman, Ian

doi:10.1057/s41272-019-00192-8

Cited by 1 publication

(2 citation statements)

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“…Clubs find it challenging to engage in revenue management because of their fear that customers retention and future purchases may suffer at the expense of current prices and profits (Yeoman 2019 ). Some teams argue that the market is not ready for revenue management yet.…”

Section: Discussionmentioning

confidence: 99%

“…Revenue management can lead to dramatic price fluctuations—with damaging effects on customer relationships (Yeoman 2019 ): price floors and price ceilings are revenue management mechanisms designed to keep these fluctuations in check. Price floors protect season pass holders against low price offers that a revenue management system may propose (Drayer et al 2012 ).…”

Section: Literature Reviewmentioning

confidence: 99%

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Pricing practices of football and basketball clubs in Italy

Hinterhuber

Viberti

2021

J Revenue Pricing Manag

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Revenue management is widely adopted across industries—except in the sports industry. In the context of the present study, we contact every single football and soccer club belonging to the top league in Italy—one of the world’s most successful football nations—and obtain responses from close to half of all clubs. We find that one-third of all football clubs apply revenue management, far more than basketball clubs. Basketball clubs rely heavily on fixed pricing, whereas soccer clubs use variable pricing or revenue management. Study data also suggest that perceived barriers to revenue management include a fear of alienating customers or perceived high implementation costs; since experiences of revenue management implementation are overwhelmingly positive, this study suggests that the fears of revenue management implementation are overblown. This study advances research on the practical implementation of revenue management in non-traditional industries and provides an encouragement for executives working in other industries to implement revenue management.

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Section: Discussionmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%