In recent years, companies have integrated their customer relationship management (CRM) and knowledge management (KM) efforts because they realize that KM plays a key role in CRM success. Both knowledge management (KM) and customer relationship management emphasize the allocation of resources to business supportive activities to gain competitive advantages. The aim of this study is to inves...

Revenue management techniques, practiced for many years in the airline and hotel industries, have gained popularity with retailers. One such technique — dynamic pricing — refers to the intelligent process of controlling prices over a course of a sales season in a way that maximizes expected revenues. In this paper, we consider a retailer who sells a fashionable good during a short sales season,...

⎯In many industries, sellers have the opportunity to enhance their revenues through the dynamic pricing of their perishable products such as flight seats, hotel rooms, or seasonal fashion goods that become worthless if they are not sold by a specific time. Therefore, how to dynamically adjust the prices of perishable products through differentiating the purchased time and the amount of unsold i...

This qualitative study is an exploratory attempt to investigate hotel general managers’ (GMs) perceived work–family balance/interface issues from a strategic perspective. Based on 49 in-person, in-depth, in-office, interviews with full-service hotel GMs, the authors identify current strategic issue perceptions (SIPs) of hotel GMs and explore potential relationships between these SIPs and work–f...

The objective of the paper is to study how wholesale price and revenue sharing contracts affect operations and marketing decisions in a supply chain under different dynamic informational structures. We suggest a differential game model of a supply chain consisting of a manufacturer and a single retailer that agree on the contract parameters at the outset of the game. The model includes key oper...

The choice network revenue management model incorporates customer purchase behavior as a function of the offered products, and is the appropriate model for airline and hotel network revenue management, dynamic sales of bundles, and dynamic assortment optimization. The optimization problem is a stochastic dynamic program and is intractable. A certainty-equivalence relaxation of the dynamic progr...

The choice network revenue management model incorporates customer purchase behavior as a function of the offered products, and is the appropriate model for airline and hotel network revenue management, dynamic sales of bundles, and dynamic assortment optimization. The optimization problem is a stochastic dynamic program and is intractable, and a linear program approximation called choice determ...

We present a classroom role play to immerse students in the difficulties of applying value-based pricing principles practice B2B price negotiations at different levels hotel value chain. The assume roles as chain and individual management key business clients hotels. Through strategic tactical preparations that rely on incremental additions information goals, prepare themselves negotiate aspect...