IDEAS home Printed from https://ideas.repec.org/a/pal/jorsoc/v62y2011i8d10.1057_jors.2010.57.html
   My bibliography  Save this article

Incentive mechanism to control customer buy-down behaviour

Author

Listed:
  • V Sri Vanamalla

    (Indian Institute of Science)

  • R Parthasarathy

    (Indian Institute of Science)

Abstract

Airlines have successfully practiced revenue management over the past four decades and enhanced their revenue. Most of the traditional models that are applied assume that customers buying a high-fare class ticket will not purchase a low-fare class ticket even if it is available. This is not a very realistic assumption and has led to revenue leakage due to customers exhibiting buy-down behaviour. This paper aims at devising a suitable incentive mechanism that would incite the customer to reveal his nature. This helps in reducing revenue leakage. We show that the proposed incentive mechanism is profitable to both the buyer and seller and hence ensures the buyers participation in the mechanism.

Suggested Citation

  • V Sri Vanamalla & R Parthasarathy, 2011. "Incentive mechanism to control customer buy-down behaviour," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 62(8), pages 1566-1573, August.
    • Handle: RePEc:pal:jorsoc:v:62:y:2011:i:8:d:10.1057_jors.2010.57
    DOI: 10.1057/jors.2010.57
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1057/jors.2010.57
    File Function: Abstract
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1057/jors.2010.57?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Bodily, S. E. & Weatherford, L. R., 1995. "Perishable-asset revenue management: Generic and multiple-price yield management with diversion," Omega, Elsevier, vol. 23(2), pages 173-185, April.
    2. Wen Zhao & Yu-Sheng Zheng, 2001. "A Dynamic Model for Airline Seat Allocation with Passenger Diversion and No-Shows," Transportation Science, INFORMS, vol. 35(1), pages 80-98, February.
    3. Jeffrey I. McGill & Garrett J. van Ryzin, 1999. "Revenue Management: Research Overview and Prospects," Transportation Science, INFORMS, vol. 33(2), pages 233-256, May.
    4. Macho-Stadler, Ines & Perez-Castrillo, J. David, 2001. "An Introduction to the Economics of Information: Incentives and Contracts," OUP Catalogue, Oxford University Press, edition 2, number 9780199243273.
    5. T C Botimer & P P Belobaba, 1999. "Airline pricing and fare product differentiation: A new theoretical framework," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 50(11), pages 1085-1097, November.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Syed Asif Raza & Rafi Ashrafi & Ali Akgunduz, 2020. "A bibliometric analysis of revenue management in airline industry," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 19(6), pages 436-465, December.
    2. Dan Zhang & William L. Cooper, 2005. "Revenue Management for Parallel Flights with Customer-Choice Behavior," Operations Research, INFORMS, vol. 53(3), pages 415-431, June.
    3. Banerjee, Pradeep K. & Turner, T. Rolf, 2012. "A flexible model for the pricing of perishable assets," Omega, Elsevier, vol. 40(5), pages 533-540.
    4. E. Andrew Boyd & Ioana C. Bilegan, 2003. "Revenue Management and E-Commerce," Management Science, INFORMS, vol. 49(10), pages 1363-1386, October.
    5. Thomas Spengler & Stefan Rehkopf, 2005. "Revenue Management Konzepte zur Entscheidungsunterstützung bei der Annahme von Kundenaufträgen," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 16(2), pages 123-146, June.
    6. Valerio Lacagnina & Davide Provenzano, 2016. "An integrated fuzzy-stochastic model for revenue management," Tourism Economics, , vol. 22(4), pages 779-792, August.
    7. Robert A. Shumsky & Fuqiang Zhang, 2009. "Dynamic Capacity Management with Substitution," Operations Research, INFORMS, vol. 57(3), pages 671-684, June.
    8. Cynthia Barnhart & Peter Belobaba & Amedeo R. Odoni, 2003. "Applications of Operations Research in the Air Transport Industry," Transportation Science, INFORMS, vol. 37(4), pages 368-391, November.
    9. Alec Morton, 2006. "Structural properties of network revenue management models: An economic perspective," Naval Research Logistics (NRL), John Wiley & Sons, vol. 53(8), pages 748-760, December.
    10. Yihua Li & Lila Rasekh & Xiubin Bruce Wang & Qing Miao, 2016. "Stochastic model for hotel room pricing and upgrading," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 15(6), pages 500-508, December.
    11. Wai Hung Wong & Anming Zhang & Yer Van Hui & Lawrence C. Leung, 2009. "Optimal Baggage-Limit Policy: Airline Passenger and Cargo Allocation," Transportation Science, INFORMS, vol. 43(3), pages 355-369, August.
    12. Guadix, José & Cortés, Pablo & Onieva, Luis & Muñuzuri, Jesús, 2010. "Technology revenue management system for customer groups in hotels," Journal of Business Research, Elsevier, vol. 63(5), pages 519-527, May.
    13. E Stavrulaki & D K H Fong & D K J Lin, 2003. "Two-resource stochastic capacity planning employing a Bayesian methodology," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 54(11), pages 1198-1208, November.
    14. Kim, Sang-Won, 2015. "The impact of customer buying behavior on the optimal allocation decisions," International Journal of Production Economics, Elsevier, vol. 163(C), pages 71-88.
    15. William L. Cooper, 2002. "Asymptotic Behavior of an Allocation Policy for Revenue Management," Operations Research, INFORMS, vol. 50(4), pages 720-727, August.
    16. Fernando S. Oliveira, 2008. "A Constraint Logic Programming Algorithm for Modeling Dynamic Pricing," INFORMS Journal on Computing, INFORMS, vol. 20(1), pages 69-77, February.
    17. Becher, Michael, 2009. "Simultaneous capacity and price control based on fuzzy controllers," International Journal of Production Economics, Elsevier, vol. 121(2), pages 365-382, October.
    18. Gabriel Bitran & René Caldentey, 2003. "An Overview of Pricing Models for Revenue Management," Manufacturing & Service Operations Management, INFORMS, vol. 5(3), pages 203-229, August.
    19. Meissner, Joern & Strauss, Arne, 2012. "Network revenue management with inventory-sensitive bid prices and customer choice," European Journal of Operational Research, Elsevier, vol. 216(2), pages 459-468.
    20. Chopard, Bertrand & Cortade, Thomas & Langlais, Eric, 2010. "Trial and settlement negotiations between asymmetrically skilled parties," International Review of Law and Economics, Elsevier, vol. 30(1), pages 18-27, March.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:jorsoc:v:62:y:2011:i:8:d:10.1057_jors.2010.57. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave-journals.com/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.