Directeurs : Béatrice Canel-Depitre / Atour Taghipour
Abstract : How to price a luxurious hotel room in a highly competitive market? How to make the right pricing decision for a product valued differently based on its characteristics? And how to offer the convenient bundle of characteristics at the right price for the right customer? In order to answer these questions, it is necessary for the company to know the relative value of its product, to understand customers’ behavior and to consider available competing offers. All this must be done by taking into consideration organizational costs and desired profit. This doctoral work aims to provide relevant theoretical and managerial insights to simultaneously take into account these price elements within a complex environment