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Please use this identifier to cite or link to this item: http://ntour.ntou.edu.tw:8080/ir/handle/987654321/26596

Title: Group Pricing Models for Liner Shipping Revenue Management
Authors: Ting Shih-Chan;Guo Jiunn-Liang;Yen Chung-Jen
Contributors: NTOU:Department of Transportation Science
Keywords: Liner Shipping;Revenue Management;Pricing;Group Pricing
Date: 2010-10-16
Issue Date: 2011-10-20T08:37:24Z
Publisher: International Forum on Shipping, Ports and Airports (IFSPA) 2010
Abstract: Abstract:Revenue management (RM), also known as yield management (YM), is a process of understanding, anticipating, and influencing consumer behavior in order to maximize revenue by allocating the right inventory to the right customers at the right price, at the right place, at the right time from resource-constrained companies, and the most important factor is the right price. There were many pricing mechanisms in the past research, and points to which special attention should be paid is group pricing, which is the tactic of offering different prices to different groups of customers for exactly the same product. In the competitive liner shipping market, liner carriers should realize the customer value to analyze what the reasonable price is for the different types of shippers. The elasticity and willingness to pay are two important factors for customer value analysis. In this paper, we analyze the shippers’ response to price variation by these two factors and formulate four types of price response functions to categorize shippers into several groups by the two factors. Each group has the different characteristics to pricing, so we apply the recency, frequency, and monetary (RFM) analysis to analyze each group. This paper integrates price response functions with RFM analysis to develop group pricing models, which can be used to support pricing decision making for liner carriers.
Relation: pp.431-438
URI: http://ntour.ntou.edu.tw/handle/987654321/26596
Appears in Collections:[運輸科學系] 演講及研討會

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