Segmentation, revenue management, and pricing analytics

Segmentation, Revenue Management, and Pricing Analytics by Tudor Bodea and Mark Ferguson is reviewed. Strengths and weaknesses of alternative forecasting approaches are discussed via numerous examples that help illustrate the types of implementation issues that require one's attention, rather than simply communicating how a method works. Several studies are also included to illustrate how some of the concepts can be applied; for example, a case study of a business-to-consumer (B2C) pricing decision support system for an on-line auto lender is provided; although, it is a bit odd (despite the caveat that the case study is applicable for B2B and B2C initiatives) that a B2C case study provides the bulk of the material for Chapter 8, entitled Pricing in Business-to-Business Environments. The book's title is a bit misleading. Of the book's nine chapters, four are heavily focused on demand forecasting.