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The Factors That Influences Revenue Management Policy

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  • C?t?lin PETRU?
  • Livia TOANC?

Abstract

The main objective of this article is to determine the typology of TAROM passengers and to determine what actions we undertake in terms of Revenue Management System for passengers to be satisfied taking into consideration the main factors: the gender, the age, the nationality, travel frequency, the purpose of the trip, the time between booking and departure, the booking method, the time at destination.For this purpose we applied a questionnaire designed to help us identify market segmentation criteria. Segmentation is a theory widely used and very often seen in the airline industry, representing a way to detect, evaluate and select homogeneous groups.In order to conclude our scientific research we utilized survey and interview.

Suggested Citation

  • C?t?lin PETRU? & Livia TOANC?, 2014. "The Factors That Influences Revenue Management Policy," Proceedings of the INTERNATIONAL MANAGEMENT CONFERENCE, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 8(1), pages 271-277, November.
    • Handle: RePEc:rom:mancon:v:8:y:2014:i:1:p:271-277
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    1. Serguei Netessine & Robert Shumsky, 2002. "Introduction to the Theory and Practice of Yield Management," INFORMS Transactions on Education, INFORMS, vol. 3(1), pages 34-44, September.
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