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Course Detail

Course Name Demand and Revenue Management
Course Code 23DLS516
Semester 2
Credits 4


Unit I

Introduction to pricing and revenue optimization. Demand functions and price optimization: Price-response function; Competition. Price-response estimation. Price differentiation: Volume discounts; Arbitrage and cannibalization; Consumer welfare. Constrained supply: Opportunity cost; Segmentation; Variable pricing.

Unit II

Introduction to Revenue Management. Capacity Allocation. Network Management. Overbooking.

Unit III

Markdown Pricing. Customized Pricing: List prices vs. customized prices; Responses to competitor bids.

Case studies

Revenue Management Solution Developers: Sabre Inc. JDA Software Group PROS Revenue Management Veritec Solutions KSS revenue management solutions

Text / Reference Books

1. Pricing and Revenue Optimization. By Robert L. Phillips. First edition published by Stanford
University Press, 2005.
2. Data Analysis for Managers by Christian Albright, Wayne Winston and Christopher J. Zappe. Second
edition by Duxbury, 2004.
3. The Theory and Practice of Revenue Management by Kalyan T. Talluri and Garrett J. van Ryzin. First
edition published by Kluwer Academic Publishers, 2004.
4. Revenue Management and Pricing: Case Studies and Applications by I. Yeoman and U. McMohan-Beattie.

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