On the Integration of Customer Lifetime Value into Revenue Management [chapter]

Johannes Kolb
2012 Operations Research Proceedings  
This paper provides insights into assessing customer relationships in a revenue management environment and depicts methodological problems that may arise in this context. For this purpose, we formulate a multi-period deterministic linear programing model, which accounts for customers' future demand behavior being dependent on the provider's previous availability decisions. Moreover, on the basis of an illustrative example, we investigate the impact on the control policy of a traditional
more » ... istic linear program when both the product-related revenue and the previously developed long-term profitability measure are considered.
doi:10.1007/978-3-642-29210-1_89 dblp:conf/or/Kolb11 fatcat:43jblmsppzbo5e6535n25xt7he