This course focuses on skills revenue managers require to manage revenue through demand and supply management, value propositions and pricing. Effective leadership in forecasting, demand analysis, market segmentation, purchase behavior analysis, and distribution management are key areas covered. Key aspects of maximizing assets for a greater return on investment are examined. Analysis of political, economic, socio-
cultural and technological forces is undertaken to predict opportunities for profit maximization.
- Introduction to Revenue Management
- Strategic Pricing
- Value Pricing
- Differential Pricing
- The Revenue Managers’ role
- Forecasting Demand
- Segmentation and Buyer Behavior
- Distribution Channel Management
- Specialized applications of Revenue Management
Methods of Instruction
Combination of lecture/seminar, case analysis and revenue management stimulation exercise.
Means of Assessment
|Case study analysis
|Group project and presentation(s)
Upon completion of the course the student will be able to:
- Articulate the impact of supply and demand in pricing
- Illustrate the principles of cost in pricing
- Summarize the role of value in pricing
- Demonstrate the link between quality, service and price perceptions
- Use differential pricing given a number of demand models
- Act the role of a revenue manager in moderating yield management decisions
- Articulate the legal aspects of revenue management
- Critique ethical aspects of revenue management
- Use demand forecasting incorporating historical, current and future data
- Manage inventory according to demand
- Predict purchase behavior according to market segmentation
- Manage distribution channels to maximize yield
- Demonstrate the ability to work cooperatively in group settings
- Apply case analysis to revenue management situations synthesizing information to drive pricing decisions
- Develop, analyze and use appropriate data for revenue management decision-making and control purposes and inventory allocation
- Write a revenue management implementation strategy
ACCT 3008, HOSP 2240, HOSP 2330 and HOSP 2415
Course Guidelines for previous years are viewable by selecting the version desired. If you took this course and do not see a listing for the starting semester/year of the course, consider the previous version as the applicable version.
Below shows how this course and its credits transfer within the BC transfer system.
A course is considered university-transferable (UT) if it transfers to at least one of the five research universities in British Columbia: University of British Columbia; University of British Columbia-Okanagan; Simon Fraser University; University of Victoria; and the University of Northern British Columbia.
For more information on transfer visit the BC Transfer Guide and BCCAT websites.
If your course prerequisites indicate that you need an assessment, please see our Assessment page for more information.