Contract optimization with front-end fare discounts for airline corporate deals

Contract optimization with front-end fare discounts for airline corporate deals

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Article ID: iaor20082683
Country: United Kingdom
Volume: 43
Issue: 4
Start Page Number: 425
End Page Number: 441
Publication Date: Jul 2007
Journal: Transportation Research. Part E, Logistics and Transportation Review
Authors: , ,
Keywords: programming: nonlinear, yield management, lagrange multipliers
Abstract:

This paper develops a non-linear programming model to design optimal corporate contracts for airlines stipulating front-end discounts for all nets, which are defined by combination of routes, cabin types, and fare classes. The airline’s profit is modeled using a multinomial logit function that captures the client’s choice behavior in a competitive market. Alternative formulations are employed to investigate the impact of price elasticity, demand, and competition on optimal discounting policies. A case study involving a major carrier is presented to demonstrate the model. The results indicate that airlines can increase revenues significantly by optimizing corporate contracts using the suggested model.

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