CONCEPTUAL MODEL AND OPERATIONAL PROCESSES OF CUSTOMER VALUE-BASED REVENUE MANAGEMENT IN TRANSPORT AND LOGISTICS
The approach presented in this article addresses the shortcomings of transaction-based revenue management and proposes a conceptual model of customer value-based revenue management to allow for both an efficient utilization of limited capacity resources and the establishment of profitable customer relationships. Furthermore, process models are developed for the operational tasks as well as results of a prototypical implementation are presented. Finally, some concluding remarks and an outlook on remaining research are given.
Martens, Tobias von and Hilbert, Andreas, "CONCEPTUAL MODEL AND OPERATIONAL PROCESSES OF CUSTOMER VALUE-BASED REVENUE MANAGEMENT IN TRANSPORT AND LOGISTICS" (2009). Wirtschaftsinformatik Proceedings 2009. 82.