Revenue management: the impact on business-to-business relationships

摘要: Purpose This paper aims to explore the links between revenue management and business‐to‐business (B2B) relationships explains how can both support damage B2B relationships. Design/methodology/approach A single case study method was employed conduct qualitative research into a company its key accounts. In‐depth data were collected from three divergent sources (company managers, account managers nine of company's accounts) through semi‐structured interviews, observations document studies. Findings The findings reveal that perspective, acknowledge has positively influenced process identifying analysing activities conducting contractual decision making with However, accounts' practices found have significant negative consequences which trust undermine long‐term commitment. Research limitations/implications Although cannot be generalised other service sectors because single‐case method, implications this suggest impact practice on should further investigated in wide range organisational industry settings. Practical implications confirm long‐held assumption negatively affect benefits primarily reward company, whilst relationship development suffers short‐term opportunistic behaviour. Originality/value bridges gap literature management. It also explores conceptual incompatibility relational approach provides evidence proposition.