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Strategic levers of revenue management: a three-dimensional model to categorize industries

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  • Henri Kuokkanen

    (Institut Lyfe (ex- Institut Paul Bocuse))

Abstract

Strategic levers play a fundamental role in revenue management (RM). Earlier research has established price, time, and space as the three levers businesses can wield to optimize performance, but a synthesis of all three is missing. This article presents a three-dimensional model of revenue management levers that categorizes industries in eight octants, visualized as the cube of RM levers. The cube sharpens RM theory and helps companies to identify new opportunities for revenue optimization through comparison with other businesses within their octant. Similarly, it facilitates evaluating possibilities of moving to another octant. Finally, the cube can also assist businesses new to RM to apply strategic levers, address RM collaboration challenges in tourism destinations, and contribute to education in the field.

Suggested Citation

  • Henri Kuokkanen, 2024. "Strategic levers of revenue management: a three-dimensional model to categorize industries," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 23(4), pages 369-376, August.
    • Handle: RePEc:pal:jorapm:v:23:y:2024:i:4:d:10.1057_s41272-024-00484-8
    DOI: 10.1057/s41272-024-00484-8
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    References listed on IDEAS

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    1. Mohit Tyagi & Nomesh B. Bolia, 2022. "Approaches for restaurant revenue management," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 21(1), pages 17-35, February.
    2. Henri Kuokkanen & Frederic Bouchon, 2021. "When team play matters: Building revenue management in tourism destinations," Tourism Economics, , vol. 27(2), pages 379-397, March.
    3. Kimes, Sheryl E. & Wirtz, Jochen, 2015. "Revenue Management: Advanced Strategies and Tools to Enhance Firm Profitability," Foundations and Trends(R) in Marketing, now publishers, vol. 8(1), pages 1-68, March.
    4. Elina Jaakkola, 2020. "Designing conceptual articles: four approaches," AMS Review, Springer;Academy of Marketing Science, vol. 10(1), pages 18-26, June.
    5. Iris Vieveen, 2018. "Lost opportunities in restaurant revenue management," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 17(3), pages 194-199, June.
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    Cited by:

    1. Ian Yeoman, 2024. "Travel and transport," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 23(4), pages 281-282, August.

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