Getting the most from revenue management

Reviewing the literature on revenue management, it becomes fairly clear that the vast majority of articles are focused on the technical aspects of the subject. Demand forecasting probably receives the bulk of this attention, and after this comes optimisation. On the non–technical or less quantitative side, areas that have received attention include case studies describing the use of revenue management in various industries, customer reactions to revenue management, specific elements of revenue management programmes (eg groups, performance measurement, overbooking, differentiated pricing structures), and discussions of the applicability of revenue management's concepts under different types of business conditions. What appears to be missing, at least at a detailed level, is informative discussion of the managerial and operational issues that affect the success of a revenue management programme.