Decision Support System for Customer Value-based Revenue Management in Manufacturing
作者： Andreas Hilbert , Michael Mohaupt
DOI:
关键词: Customer profitability 、 Revenue model 、 Revenue management 、 Revenue 、 Process management 、 Customer intelligence 、 Yield management 、 Business 、 Decision support system 、 Revenue center
摘要: In manufacturing, providers are interested both in a revenue maximizing allocation of their limited production capacity (as goal management) and the establishment long-term business relations with clients customer relationship management). Due to contracts strategic reference customers, users traditional management systems already account for varying worthiness clients, intuitively ignore or override booking control suggestions order not endanger relations. So holistic approach, integration concepts, each decisive competitive impact, is suggested. However, solid scientific foundation this desirable decision support an implemented (prototype) IT-system, that provides analyst greater insights, higher accuracy, quality trust process, still missing manufacturing industry. Based on literature review, we believe paper first define, formalize analyze decision-making problem associated these partly diametric objectives. particular, introduces system provider capacity, supplying analysts formatted summarized data make transparent comprehensible decisions, suggesting specific actions based simulation results integrated usage provided data.
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