1. What E-Tailers Can Learn From Airline Pricing.
- Author
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Agatz, Niels, Campbell, Ann, Fleischmann, Moritz, Van Nunen, Jo, and Savelsbergh, Martin
- Subjects
- *
RETAIL industry , *CONSUMERS , *USER charges , *OPTIONS (Finance) ,REVENUE - Abstract
The article suggests that e-tailers can reap rewards from managing demand by segmenting customers according to how they want their goods delivered. By adjusting their fees and delivery options accordingly, e-tailers can not only increase revenue but also efficiency. Delivery fee is probably the most obvious tool for segmenting customers. Tracking transactions and delivery requests as they come in can help e-tailers maximize efficiency and raise revenue further.
- Published
- 2008