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Success factors for the implementation of Air Cargo Revenue Management solutions

Author

Listed:
  • Bjoern Becker
  • Raja G. Kasilingam

Abstract

For a long time Air Cargo Revenue Management (ACRM) has been an underdeveloped part of the revenue management subject. Many cargo airlines, or cargo divisions of passenger airlines, have started to implement IT-supported cargo revenue management solutions during the last few years. This paper describes the process of implementing Sabre's CargoMax as the Revenue Management system at various airlines, including Lufthansa Cargo, the benefits achieved from this, and also the complexities and pitfalls. Critical success factors for future implementation projects are derived from those experiences.

Suggested Citation

  • Bjoern Becker & Raja G. Kasilingam, 2008. "Success factors for the implementation of Air Cargo Revenue Management solutions," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 2(3), pages 254-271.
    • Handle: RePEc:ids:ijrevm:v:2:y:2008:i:3:p:254-271
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    Cited by:

    1. Lin, Danping & Lee, Carman Ka Man & Yang, Jilin, 2017. "Air cargo revenue management under buy-back policy," Journal of Air Transport Management, Elsevier, vol. 61(C), pages 53-63.

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