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https://scholarbank.nus.edu.sg/handle/10635/14724
DC Field | Value | |
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dc.title | Services strategies: The advanced sale of services | |
dc.contributor.author | NG CHENG LENG, LENA IRENE | |
dc.date.accessioned | 2010-04-08T10:46:07Z | |
dc.date.available | 2010-04-08T10:46:07Z | |
dc.date.issued | 2005-08-11 | |
dc.identifier.citation | NG CHENG LENG, LENA IRENE (2005-08-11). Services strategies: The advanced sale of services. ScholarBank@NUS Repository. | |
dc.identifier.uri | http://scholarbank.nus.edu.sg/handle/10635/14724 | |
dc.description.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. | |
dc.language.iso | en | |
dc.subject | SERVICES, ADVANCED SELLING, SPOT SELLING, YIELD, REVENUE MANAGEMENT, PRICING, CAPACITY | |
dc.type | Thesis | |
dc.contributor.department | MARKETING | |
dc.contributor.supervisor | LEE KHAI SHEANG | |
dc.contributor.supervisor | LIM CHIN | |
dc.description.degree | Ph.D | |
dc.description.degreeconferred | DOCTOR OF PHILOSOPHY | |
dc.identifier.isiut | NOT_IN_WOS | |
Appears in Collections: | Ph.D Theses (Open) |
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Dissertation_NgLICL.pdf | 701.25 kB | Adobe PDF | OPEN | None | View/Download |
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