State of the art and perspectives of revenue management in the process industry

After its success in the service industry, revenue management is now an increasingly discussed topic in the process industry. The results from an empirical study among 124 firms show that the overall importance of revenue management within the process industry is regarded as high. Furthermore, perceived importance is positively correlated with company size, time since introduction, and IT-implementation. The type of revenue management system employed depends on the duration of its use: revenue management-systems shift from capacity or price control to price and capacity control. Barriers to the introduction are the absence of a clearly defined pricing strategy, lack of experience, and lack of adequate approaches.