Correspondence: Bjoern Becker, Lufthansa Cargo AG, Gate 25, Building 420, Room 5054, Frankfurt Airport 60594, Germany

¹is as a director responsible for the production planning and steering of the Lufthansa Cargo hub in Frankfurt. He holds a masters in business management focused on IT management and logistics and has led the development of the LH Cargo Order and Revenue Management IT systems as well as various IT-projects at Lufthansa Cargo including revenue management projects. With 9 years of experience in different fields of air cargo and IT-project management, he is a member of the AGIFORS Cargo Study Group as well as the Deutsche Verkehrswissenschaftliche Gesellschaft. In 2007, he started his doctoral studies at the European Business School with the focus on Air Cargo Revenue Management and has published and presented several articles in international journals and conferences.

²is Assistant Professor for Aviation Management at the European Business School (EBS). He is the head of the Lufthansa Competence Center Aviation Management and as Director of Studies responsible for the programme 'Bachelor in Aviation Management' at EBS. Besides aviation management, his research is focused on project management, organisational networks and network analysis.

Received 20 December 2008; Revised 20 December 2008; Published online 3 April 2009.

Abstract

The research on air cargo revenue management (ACRM) topics goes back almost two decades, focusing on operations research, especially optimisation models. Neither process nor organisational issues have been widely analysed for ACRM. Furthermore, a structural analysis on the challenges of ACRM is missing. This paper identifies the major challenges for ACRM and suggests approaches how those challenges can be managed based on critical success factors that have been identified in earlier research of the authors.