Revenue Management:

The techniques of revenue management have potential application in many industries—as long as customers view the resulting policies as being fair. BY SHERYL E. KIMES have been privileged to be at Cornell since 1988, a date which roughly marks the beginning of revenue manage-ment in the hotel industry. Since my first article on the topic was published in 1989,1 I have seen revenue manage-ment become widely accepted within the hotel industry, in-crease in technical sophistication, be applied to other indus-tries, and even change its name (from yield management to revenue management). In this paper I trace the evolution of my research in revenue management, including the 11 ar-ticles that have appeared in Cornell Quarterly over this time, and discuss areas for future research. In the late 1980s revenue management was in the early stages of development, and the major North American hote