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Incentive mechanism to control customer buy-down behaviour / Sri Vanamalla, V. in Journal of the operational research society (JORS), Vol. 62 N° 8 (Août 2011) 

Public ISBD [article]  in Journal of the operational research society (JORS) > Vol. 62 N° 8 (Août 2011) . - pp. 1566–1573 Titre : Incentive mechanism to control customer buy-down behaviour Type de document : texte imprimé Auteurs : Sri Vanamalla, V., Auteur ; Parthasarathy, R., Auteur Année de publication : 2011 Article en page(s) : pp. 1566–1573 Note générale : Recherche opérationnelle Langues : Anglais (eng) Mots-clés : Buy-down  control  Revenue  management  Mechanism Index. décimale : 001.424 Résumé : Airlines have successfully practiced revenue management over the past four decades and enhanced their revenue. Most of the traditional models that are applied assume that customers buying a high-fare class ticket will not purchase a low-fare class ticket even if it is available. This is not a very realistic assumption and has led to revenue leakage due to customers exhibiting buy-down behaviour. This paper aims at devising a suitable incentive mechanism that would incite the customer to reveal his nature. This helps in reducing revenue leakage. We show that the proposed incentive mechanism is profitable to both the buyer and seller and hence ensures the buyers participation in the mechanism. DEWEY : 001.424 ISSN : 0160-5682 En ligne : http://www.palgrave-journals.com/jors/journal/v62/n8/abs/jors201057a.html [article] Incentive mechanism to control customer buy-down behaviour [texte imprimé] / Sri Vanamalla, V., Auteur ; Parthasarathy, R., Auteur . - 2011 . - pp. 1566–1573. Recherche opérationnelle Langues : Anglais (eng) in Journal of the operational research society (JORS) > Vol. 62 N° 8 (Août 2011) . - pp. 1566–1573 Mots-clés : Buy-down  control  Revenue  management  Mechanism Index. décimale : 001.424 Résumé : Airlines have successfully practiced revenue management over the past four decades and enhanced their revenue. Most of the traditional models that are applied assume that customers buying a high-fare class ticket will not purchase a low-fare class ticket even if it is available. This is not a very realistic assumption and has led to revenue leakage due to customers exhibiting buy-down behaviour. This paper aims at devising a suitable incentive mechanism that would incite the customer to reveal his nature. This helps in reducing revenue leakage. We show that the proposed incentive mechanism is profitable to both the buyer and seller and hence ensures the buyers participation in the mechanism. DEWEY : 001.424 ISSN : 0160-5682 En ligne : http://www.palgrave-journals.com/jors/journal/v62/n8/abs/jors201057a.html