The paper provides a comprehensive review of the recent development of revenue
management in different industries. We discuss research on different revenue management …

Frameworks are the foundation of good scholarship. They structure, organize and
communicate research, underpin individual studies and shape the field of study as a whole …

Many business-to-business transactions rely on negotiation, yet extant research has not
addressed key questions about what is negotiated and how. To tackle this persistent …

The Internet offers companies many opportunities to implement new business models,
called e (electronic)‐business in short, and to reinforce their competitiveness in the market. It …

The concepts of customer relationship management (CRM) and revenue management
(RevM) have been embraced by managers in the hospitality industry although, in practice …

The importance of social media is increasing rapidly in the business world as in the lives of
individuals. However, business-to-business (B2B) markets have difficulties in adapting to the …

Much of the past research on revenue management (RM) has focused on forecasting and
optimization models and, more recently, on adaptation of RM to the specific needs in various …

The effect of selling strategies on sales performance | Emerald Insight Books and journals Case
studies Expert Briefings Open Access Publish with us Advanced search The effect of selling …

Abstract 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 …

Purpose The purpose of this study is to examine how and to what extent customer-provider
service touchpoints impact business customer perceptions and outcomes in the context of …