Revenue Management

Preface

This book discusses the relatively new topic of revenue management from a general management viewpoint, and particularly brings finance and accounting perspectives to the subject.

Revenue management is a set of techniques to influence customer demand for the products and services of an organization. Differential pricing is a primary revenue management tool. This book explores this emerging field. It describes various types of pricing and other demand-influencing techniques, and suggests approaches to evaluating and managing their effectiveness. Revenue management should be a task of every top executive. Focusing on growing the top line (revenues) is essential to the ultimate success of the bottom line (profits). Familiarity with evaluating ...