Please use this identifier to cite or link to this item: http://scholarbank.nus.edu.sg/handle/10635/14724
Title: Services strategies: The advanced sale of services
Authors: NG CHENG LENG, LENA IRENE
Keywords: SERVICES, ADVANCED SELLING, SPOT SELLING, YIELD, REVENUE MANAGEMENT, PRICING, CAPACITY
Issue Date: 11-Aug-2005
Source: NG CHENG LENG, LENA IRENE (2005-08-11). Services strategies: The advanced sale of services. ScholarBank@NUS Repository.
Abstract: This dissertation is a combination of three papers investigating the phenomenon of advanced selling in services. The first paper is a qualitative study of service firmsa?? use of excess capacity as a strategic tool, and proposes seven capacity strategies for service firms to sell in advance. The second paper shows, through a theoretical model, that with advanced sale, capacity utilization and profits are higher. However, firms would have to tolerate excess capacity. In the third paper, a conceptual framework for the pricing of services is developed. The study then formulates a theoretical model to study the phenomenon. The model showed that advanced prices are always lower than spot prices, due to the probability of non-consumption by advanced buyers. The model is then extended to investigate the impact of a refund offer and show that a refund may insure buyers against capacity unavailability and low valuation, without necessarily an increase in price.
URI: http://scholarbank.nus.edu.sg/handle/10635/14724
Appears in Collections:Ph.D Theses (Open)

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