SERVICES MANAGEMENT Optimization of travel


subscription use Journal of Revenue and Pricing Management, 23, June 2024 LINK TO PAPER LINK TO CHRIS ANDERSON VIDEO


CHRISTOPHER K. ANDERSON PROFESSOR


Peter and Stephanie Nolan School of Hotel Administration


Cornell SC Johnson College of Business Cornell University


Co-authors • Christopher K. Anderson


Professor, Cornell Peter and Stephanie Nolan School of Hotel Administration, Cornell SC Johnson College of Business, Cornell University


• Jiang (Jessie) Jiang Ph.D. Candidate, Cornell Peter and Stephanie Nolan School of Hotel Administration, Cornell SC Johnson College of Business, Cornell University


Summary Subscription models where consumers pay fixed (monthly) fees for access to services


are becoming increasingly popular across a wider set of service offerings as firms look for ways to stabilize revenues. Recent research has identified that subscription services are associated with good value, convenience, the introduction of new flavors and culture, and more. Flat rates make budgeting easier and personalized content speaks to consumers’ enjoyment of being recognized.


Lodging subscription services are natural and flexible extensions of timeshare models and should appeal to customers’ demand for flexibility, however they are not adopted as readily as other subscription services, perhaps because their value may not be as immediately apparent. Tis study demonstrates that service providers can assist consumers in maximizing use of their subscription through addition of simple sort functionality or via more robust optimization approaches. Using synthetic data as well as data from a lodging subscription provider, the authors develop approaches for consumers to maximize their use of a subscription service.


CONTENTS TO MAIN


| RESEARCH WITH IMPACT: CORNELL SC JOHNSON COLLEGE OF BUSINESS • 2024 EDITION


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