Please use this identifier to cite or link to this item: https://scholarbank.nus.edu.sg/handle/10635/14724
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dc.titleServices strategies: The advanced sale of services
dc.contributor.authorNG CHENG LENG, LENA IRENE
dc.date.accessioned2010-04-08T10:46:07Z
dc.date.available2010-04-08T10:46:07Z
dc.date.issued2005-08-11
dc.identifier.citationNG CHENG LENG, LENA IRENE (2005-08-11). Services strategies: The advanced sale of services. ScholarBank@NUS Repository.
dc.identifier.urihttp://scholarbank.nus.edu.sg/handle/10635/14724
dc.description.abstractThis 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.
dc.language.isoen
dc.subjectSERVICES, ADVANCED SELLING, SPOT SELLING, YIELD, REVENUE MANAGEMENT, PRICING, CAPACITY
dc.typeThesis
dc.contributor.departmentMARKETING
dc.contributor.supervisorLEE KHAI SHEANG
dc.contributor.supervisorLIM CHIN
dc.description.degreePh.D
dc.description.degreeconferredDOCTOR OF PHILOSOPHY
dc.identifier.isiutNOT_IN_WOS
Appears in Collections:Ph.D Theses (Open)

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