A Framework for Key Account Management and Revenue Management Integration
Wang, Xuan Lorna
Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper addresses this neglected area of study in the marketing field by presenting a framework for KAM and RevM integration that aligns the potentially conflicting management priorities of the two. The study uses an international hotel company as a research context to investigate, first, how a long-term relational approach to KAM may have been affected by RevM short-term revenue maximization goals, and, second, how KAM could be facilitated by RevM through an integrated approach to yield optimization from perishable products and from key accounts. The proposed framework is the first attempt of its kind to amalgamate KAM and RevM, involving critical analysis to assess comprehensively the revenue and the relationship value of a key account
Published inIndustrial Marketing Management
RelationsHertfordshire Business School
MetadataShow full item record
Showing items related by title, author, creator and subject.
The Role of the Registered Nurse Managing Pro Re Nata (PRN) Medicines in the Care Home (Nursing): a Case Study of Decision-Making, Medication Management and Resident Involvement Murray, Lorraine (2017-04-20)The aim of this study was to analyse the role of the registered nurse in the management of pro re nata (PRN) medication in a care home (nursing) for older people. Studying PRN medication provides insights into the role ...
Processes of Improvisation in Change Management from the Perspective of a UK Management Consultant Smart, Deborah Caroline (2018-07-25)Organisational improvisation is often seen as a way for corporations to be able to cope with emergent strategies (Cunha, et al, 1999) and a way to meet the challenges of modern ways of working which include agility, ...
Challenges and opportunities for land managers to achieve a more integrated approach to land and water management Lewis, Kathleen; Tzilivakis, John; Green, Andrew (2004)