The Pricing and Revenue Management of Services

A Strategic Approach

By Irene C.L. Ng

© 2007 – Routledge

208 pages | 48 B/W Illus.

Purchasing Options:
Paperback: 9780415551953
pub: 2009-04-29
US Dollars$54.95
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Hardback: 9780415350778
pub: 2007-07-25
US Dollars$170.00
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About the Book

In a world of changing lifestyles brought about by new services, technology and e-commerce, this book enters the arena of contemporary research with particular topicality. Integrating both theory and real world practices, Ng advances the latest concepts in pricing and revenue management for services in a language that is useful, prescriptive and yet thought-provoking.

The first part of the book discusses the buyer as an individual, presenting the concepts behind what motivates purchase and the role of price within the motivation. The second part discusses the buyer in aggregate, investigating advanced demand, price discrimination and segmentation in service. Ng’s aim is to offer a strategic guide to increase revenue in services, drawing from various disciplines, whilst maintaining a strong marketing slant. Grounding the book on actual research in services, Ng is keen to highlight how the concepts and theories of pricing strategy can be combined and applied practically in a way that is easy to read and stimulating.

This book will be of much interest to professionals and academics alike, specifically for managers in the service industry and as a text for executive training programmes. It would also be a useful supplementary text for students engaged with marketing and revenue and operations management in services.

Table of Contents

1. Introduction Part 1: The Buyer as an Individual

2. The Expected Net Value (ENV) Framework

3. Advanced Purchase and the Separation of Purchase and Consumption

4. Seven Strategies For Higher Revenues Part 2: Buyers in Aggregate

5. The Economics of Pricing in Services

6. The Revenue Management of Services

7. Strategic Pricing and Revenue Management: Four More Strategies For Higher Revenue

8. Conclusion

About the Series

Routledge Advances in Management and Business Studies

Management and business studies are firmly established as a popular, important and significant area of study in the academic world. Bringing together theories and thought from a wide range of disciplines, this series features cutting -edge research addressing all the major issues in business and management today, helping to define and advance the field.

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Subject Categories

BISAC Subject Codes/Headings:
BUS000000
BUSINESS & ECONOMICS / General
BUS041000
BUSINESS & ECONOMICS / Management
BUS077000
BUSINESS & ECONOMICS / Corporate & Business History