Revenue Strategies & Pricing

An examination of revenue management practices in the sports industry to understand the demand levels for certain products and the spending capabilities of sports consumers. Revenue management involves the implementation of pricing policies and strategies in order to allocate the right product and capacity to the right customer at the right price at the right time. In this course, the subjects to be examined include: levels of customer price sensitivity; the impact of economic conditions and other external factors; macro and micro competition for competing products; the effectiveness of existing pricing strategies; price value creation; financial models of revenue generation; strategic and variable pricing; the impact of non-cash facilities and events and the explosion of secondary markets for sports consumption. Prerequisite: Financial Analysis ¿ TCSB1-GC 2100