Revenue management opportunities for Internet retailers

被引：53

作者：

Agatz N. ^{[1
]}

Campbell A.M. ^{[2
]}

Fleischmann M. ^{[3
]}

Van Nunen J. ^{[1
]}

Savelsbergh M. ^{[4
]}

机构：

[1] Erasmus University, Rotterdam School of Management, 3062 PA, Rotterdam

[2] University of Iowa, Iowa City, IA

[3] University of Mannheim, Mannheim

[4] University of Newcastle, Newcastle, NSW

来源：

Journal of Revenue and Pricing Management | 2013年 / 12卷 / 2期

关键词：

demand management; E-fulfilment; home delivery; revenue management;

D O I：

10.1057/rpm.2012.51

中图分类号：

学科分类号：

摘要：

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. © 2013 Macmillan Publishers Ltd.

引用

页码：128 / 138

页数：10

共 10 条

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