Journal article
Revenue management opportunities for Internet retailers
Journal of revenue and pricing management, Vol.12(2), pp.128-138
03/01/2013
DOI: 10.1057/rpm.2012.51
Abstract
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.
Details
- Title: Subtitle
- Revenue management opportunities for Internet retailers
- Creators
- Niels Agatz - Erasmus University RotterdamAnn M. Campbell - University of IowaMoritz Fleischmann - University of MannheimJo van Nunen - Erasmus University RotterdamMartin Savelsbergh - Univ Newcastle, Fac Math & Phys Sci, Newcastle, NSW, Australia
- Resource Type
- Journal article
- Publication Details
- Journal of revenue and pricing management, Vol.12(2), pp.128-138
- Publisher
- Springer Nature
- DOI
- 10.1057/rpm.2012.51
- ISSN
- 1476-6930
- eISSN
- 1477-657X
- Number of pages
- 11
- Language
- English
- Date published
- 03/01/2013
- Academic Unit
- Business Analytics
- Record Identifier
- 9984380551902771
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