Getting the most from revenue management

What appears to be missing from revenue management literature, at least at a detailed level, is informative discussion of the managerial and operational issues that affect the success of a revenue management programme. For example, there is widespread recognition that commitment from senior management is critical to the success of a revenue management programme. But exactly what does this mean? What actions do companies take that actually reflect whether or not senior management support is sufficiently high? Consider, also, training and educational efforts. An attempt is made to lay some of the groundwork regarding implementation factors that affect the success of a revenue management programme. Although the treatment of the subject is meant to be comprehensive, there are clearly many more managerial, organisational and operational issues than can be discussed in a relatively short paper. The items reviewed are those that are considered particularly important in a variety of industries and are also those that many companies are struggling to address.