Skip to main content
Log in

Promoting branded fare families and ancillary services: Merchandising and its impacts on the travel value chain

  • Practice Article
  • Published:
Journal of Revenue and Pricing Management Aims and scope

Abstract

Over the past few years, some airlines have been promoting branded fare families and ancillary services. This phenomenon has a ripple effect on the airline value chain – from the back-end revenue accounting to the front-end displays across all channels of distribution. This paper reviews the end-to-end impacts of promoting branded products and ancillary services across all channels of distribution.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Figure 1
Figure 2

Similar content being viewed by others

Notes

  1. Monty Brewer presentation at the 3rd Annual National Bank Transportation & Logistics Conference, Toronto, Ontario, 18 March, 2008.

References

  • Alexander, K. L. (2006) Paying more for small extras. Washington Post, 31 January.

  • Arnoult, S. (2008) Building a brand. Air Transport World, June: pp. 33–35.

  • Ben-Akiva, M. and Lerman, S. (1985) Discrete Choice Analysis: Theory and Application to Travel Demand. Cambridge, Massachusetts: MIT Press.

    Google Scholar 

  • Green, P. E., Krieger, A. M. and Wind, Y. (2001) Thirty years of conjoint analysis: Reflections and prospects. Interfaces 31 (3): S56–S73.

    Article  Google Scholar 

  • Hague, N. (2008) The problem with price. B2B International, downloaded from, http://www.b2binternational.com/library/whitepapers/pdf/the_problem_with_price.pdf.

  • Hair, J. S., Anderson, R. E. and Tatham, R. T. (1884) Multivariate Data Analysis with Readings, 2nd edn., (Chapter 9: Conjoint Analysis). New York: Macmillan Publishers.

    Google Scholar 

  • Martin, J. C., Roman, C. and Espino, R. (2008) Willingness to pay for airline service quality. Transportation Reviews 28 (2): 199–217.

    Article  Google Scholar 

  • Mishra, S., Ratliff, R. M. and Vinod, B. (2005) New Generation in Demand Forecasting. AGIFORS 45th Annual Symposium Proceedings; Sao Paulo Gauruja, Brazil, September.

  • Moore, K. (2007) Exploiting Revenue Opportunities with Multi-channel Distribution and Last-minute Inventory. presentation at Ancillary Revenue Airline Conference, Frankfurt, Germany, November.

  • Train, K. E. (2003) Discrete Choice Methods with Simulation. Cambridge: Cambridge University Press.

    Book  Google Scholar 

  • Van Westendorp, P. H. (1976) NSS – Price Sensitivity Meter (PSM) – A New Approach to Study Consumer Perception of Price. Proceedings of the ESOMAR Congress; Venice.

  • Vinod, B. (2008) The continuing evolution: Customer centric revenue management. Journal of Revenue and Pricing Management 7 (1): 27–39.

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

Authors

Rights and permissions

Reprints and permissions

About this article

Cite this article

Vinod, B., Moore, K. Promoting branded fare families and ancillary services: Merchandising and its impacts on the travel value chain. J Revenue Pricing Manag 8, 174–186 (2009). https://doi.org/10.1057/rpm.2008.63

Download citation

  • Received:

  • Revised:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1057/rpm.2008.63

Keywords

Navigation