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Paper #1140

The customer valuations game as a basis for revenue management
Kalyan Talluri
Desembre 2008
I describe the customer valuations game, a simple intuitive game that can serve as a foundation for teaching revenue management. The game requires little or no preparation, props or software, takes around two hours (and hence can be finished in one session), and illustrates the formation of classical (airline and hotel) revenue management mechanisms such as advanced purchase discounts, booking limits and fixed multiple prices. I normally use the game as a base to introduce RM and to develop RM forecasting and optimization concepts off it. The game is particularly suited for non-technical audiences.
Paraules clau:
Revenue management, teaching, valuations
Codis JEL:
C61, L93, L83, M11
Àrea de Recerca:
Direcció d'Empesa i Estudis de les Organitzacions

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