Revenue Management: A Path to Increased Profits

By. Ronald Huefner 15th May 2011

Book Discription

This book will present the topic of revenue management from a managerial accounting and financial management perspective. Its audience includes finance and accounting executives and managers, CPAs and consultants, and MBA and EMBA students and faculty interested in managerial accounting and financial management It adds a field of parallel interest to the well-established field of cost management. The topic is important as individuals in the above-mentioned audience need to analyze revenue management decisions from an accounting/finance perspective. Thus, an accounting/finance dimension is added to the existing marketing, modeling, and industry-specific literatures. Only a handful of references exist in the accounting/finance literatures at this time. The reader will benefit from a comprehensive understanding of the field of revenue management, its history and applications, and its extensions to a variety of business types, as reflected in the various literature of this field. These will be then integrated with managerial accounting and finance concepts so that the reader has a framework for the analysis of revenue management decisions.

Book Information

Print Length

150 Pages

Language

English

Publisher

Business Expert Press

Publication Date

May 15, 2011

Dimensions

5.51 X 0.77 X 8.24 inches

ISBN-10

1606491415

ISBN-13

978-1606491416

About The Author

About Ronald Huefner

Ronald J. Huefner, CPA, CMA, PhD, received a BA in mathematics from Canisius College and an MBA and PhD in finance and accounting from Cornell University. Dr. Huefner is a Certified Public Accountant (CPA) and a Certified Management Accountant (CMA). Ronald received New York’s gold medal for the highest score on the 1970 CPA exam. He took

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Chapter 1 ( Introduction to Revenue Management) Page 1 to 8

Chapter 1: discusses the history and development of revenue management, its early applications in a few industries, and its subsequent application in a broader range of contexts.

Chapter 2 (Applications of Revenue Management) Page 9 to 18

Chapter 2: discusses the history and development of revenue management, its early applications in a few industries, and its subsequent application in a broader range of contexts.

Chapter 3 & 4 (Tools for Analysis of Revenue Management) Page 19 to 38

Chapters 3 & 4: focus on the tools needed to analyze revenue management proposals and to help decide if the ensuing growth in revenue will be proﬁtable.

Chapter 5 (Revenue Management and Capacity Analysis) Page 39 to 50

Chapters 5: discuss two relatively recent management concepts with special relevance to revenue management. The CAM-I capacity model, discussed in chapter 5, integrates an understanding of an organization’s capacity and its deployment to the potential for revenue generation. The theory of constraints, explored in chapter 6, also integrates well with revenue management via the focus on growth of throughput

Chapter 6 (Revenue Management and Capacity Analysis) Page 51 to 66

Chapters 6: discuss two relatively recent management concepts with special relevance to revenue management. The CAM-I capacity model, discussed in chapter 5, integrates an understanding of an organization’s capacity and its deployment to the potential for revenue generation. The theory of constraints, explored in chapter 6, also integrates well with revenue management via the focus on growth of throughput

Chapter 7 (Elements of Pricing) Page 67 to 78

Chapter 7: begins a discussion of the broad ﬁeld of pricing, the key to revenue management. The subsequent chapter discusses and analyzes various revenue management techniques.

Chapter 8 (Revenue Management Techniques) Page 79 to 98

Chapter 8: begins a discussion of the broad ﬁeld of pricing, the key to revenue management. The subsequent chapter discusses and analyzes various revenue management techniques.

Chapter 9 (Customer Reactions to Revenue Management Techniques) Page 99 to 110

Chapter 9: presents the concept of customer value.

Chapter 10 (Assessing the Profitability of Customers) Page 111 to 116

Chapter 10: explores the ﬁeld of customer reaction to revenue management.

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