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Revenue Management: A Path to Increased Profits

May 15, 2011  By 

 Revenue management a path to profite

About the Book

Revenue Management: A Path to Increased Profits. 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.

Following the introductory chapter, chapter 2 discusses the history anddevelopment of revenue management, its early applications in a few industries, and its subsequent application in a broader range of contexts.Chapters 3 and 4 focus on the tools needed to analyze revenue manage-ment proposals and to help decide if the ensuing growth in revenue will beprofitable. Chapters 5 and 6 discuss two relatively recent management con-cepts with special relevance to revenue management.The CAM-I capacity model, discussed in chapter 5, integrates an understanding of an organiza-tion’s capacity and its deployment to the potential for revenue generation.The theory of constraints, explored in chapter 6, also integrates well withrevenue management via the focus on growth of throughput.Chapter 7 begins a discussion of the broad field of pricing, the key to revenue management. The subsequent chapter discusses and analyzesvarious revenue management techniques. Chapter 9 presents the conceptof customer value, and chapter 10 explores the field of customer reac-tion to revenue management. Chapter 11 discusses how to determine thevalue of customers, and chapter 12 summarizes some of the techniquesfor analyzing and making revenue management decisions, including therole of revenue management in difficult economic times, when pressuresfor cost reduction often dominate. Chapter 13 concludes with commentson the future of revenue management.

Table of Contents

Introduction to Revenue Management


Applications of Revenue Management


Tools for Analysis of Revenue Management


Tools for Analysis of Revenue Management Continued


Revenue Management and Capacity Analysis


Revenue Management and the Theory of Constraints


Elements of Pricing


Revenue Management Techniques


Customer Reactions to Revenue Management Techniques


Assessing the Profitability of Customers


Making Revenue Management Decisions


The Future of Revenue Management









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About Ronald J. Huefner

Ronald J. 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

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