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Perceived fairness and trust in consumer's reactions to revenue management

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  • Jean Michel Chapuis

Abstract

This paper explores interventions of perceptions of fairness and trust in the relationships between the practice of revenue management and consumer satisfaction. The consumers, when confronting discriminations during the buying process or the selling period, may perceive unfair transactions and some untrustworthy firms. Satisfaction may decrease accordingly. Using structural equation modelling, the analysis of responses to a survey of international travellers finds a negative influence of price variations on perceptions and attitudes. The results document a mediation of perceived fairness, trust on satisfaction. As an implication, revenue managers should tailor their pricing schemes to maintain trust in the firm.

Suggested Citation

  • Jean Michel Chapuis, 2012. "Perceived fairness and trust in consumer's reactions to revenue management," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 6(3/4), pages 145-157.
    • Handle: RePEc:ids:ijrevm:v:6:y:2012:i:3/4:p:145-157
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    Cited by:

    1. Schlereth, Christian & Skiera, Bernd & Schulz, Fabian, 2018. "Why do consumers prefer static instead of dynamic pricing plans? An empirical study for a better understanding of the low preferences for time-variant pricing plans," European Journal of Operational Research, Elsevier, vol. 269(3), pages 1165-1179.

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