收益管理理论在铁路旅客运输中的应用探讨
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摘要
收益管理思想在国内外航空业的应用已经十分普遍,甚至在酒店业也得到了前所未有的重视,但在铁路客运中的应用还是处在一片空白之中。我国铁路客运管理相对于航空、酒店业及国外发达国家的铁路客运管理而言已经落后了。因此,必须引入先进的客运管理方法,才能使我国铁路客运市场在竞争中立于不败之地。而这个先进的管理方法就是收益管理。通过收益管理可以大大提升铁路客运的管理水平、提高铁路客运收益和市场占有率、降低席位空置带来的资源消逝。
本论文首先分析了我国铁路客运市场现状,阐述了论文选题的背景和研究意义,认为在铁路客运市场中应用收益管理方法十分必要。接着,论文从收益管理的产生、发展和展望着手,引出了收益管理的概念,阐述了实现收益管理的思想方法,即通过市场细分策略、价格等级策略和库存分配策略来实现收益最大化,讲述了航空业、酒店业及美国铁路客运公司实行收益管理取得的成效,说明收益管理理论对于有关行业经营管理的有效性。
紧接着,论文论述了铁路客运市场细分和价格策略,指出了市场细分的概念、目的和依据,引出了价格歧视的概念及其分类,并在此基础上说明了差别定价的含义,同时,论文还通过国外铁路实行市场细分和差别定价的两个典型例子讲述了铁路市场细分和差别定价的应用,提出了铁路市场细分和差别定价的原则及实现方法。
接着,论文阐述了收益管理在旅客列车经营中的应用条件和优化旅客列车经营的三个途径,即差别定价、流量控制和团体管理。接着,论文对收益管理的席位控制引出了几种模型:席位控制基本模型、单区段EMSR法模型、网络运输投标价格法模型、隐藏价格——EMSR法模型、SLP模型,同时就SLP模型给出三个站点的算例。
最后,论文阐述了在铁路客运中实施收益管理的障碍及其应对策略,并叙述了铁路收益管理发展的前景及下一步研究工作的展望。
Revenue management concept has been widely applied in the airline industry home and abroad. It has been even taken into unprecedented consideration in the hotel industry whilst it has never been applied in the railway passenger transportation. In China, the railway passenger transportation management is lagging behind the airline and hotel industries, playing second to that of the developed countries abroad. Therefore, there is a must to introduce advanced passenger transportation management method with a view to setting the railway passenger transportation of China apart from its competitors. The advanced management method is boiled down to revenue management. By means of revenue management, we can greatly enhance the management level of railway passenger transportation, promote the yields and market shares of railway passenger transportation and decrease the resources-wasting arising from the booth vacancy.
The paper first analyzes the current landscape of the railway passenger transportation in China, explains the research background and purpose of the paper and then highlights the importance of the application of revenue management in the railway passenger transportation. Starting from the origin, development and outlook of revenue management, the paper then introduces the concept of revenue management and sets out methods to realize revenue management, that is to maximize the revenue via market segmentation policy, price level policy and inventory allocation policy. It illustrates the achievement accomplished by the airline and hotel industries and Amtrak after the revenue management has been applied, manifesting the effective role played by revenue management theory in relevant industry management.
The paper then comes up with the market segmentation and pricing policies of railway passenger transportation, making description of the definition, purpose and foundation of market segmentation and leading to the definition and categories of price discrimination. On the basis of these, it defines the price differentiation. Meanwhile, it explains the application scope of the railway market segmentation and price differentiation as well as its principles and ways to achieve that purpose via quoting two typical examples on foreign soils.
The paper then sets out the research on application of revenue management, describing the conditions on which the revenue management is applied to the operation of railway seats and three ways to optimize train seats. The three ways are price differentiation, passenger flow control and group management. It then introduces several key models of revenue management, namely basic model of seat control, tender price method of network transportation and potential price (EMSR method). It makes improvement upon the tender price method, forms SLP model on which the algorithm of three stations is presented.
At last, the paper analyzes hindrances of implementing revenue management in the railway passenger transportation as well as the solutions, setting out the vision and the prospects of the research work..
本论文首先分析了我国铁路客运市场现状,阐述了论文选题的背景和研究意义,认为在铁路客运市场中应用收益管理方法十分必要。接着,论文从收益管理的产生、发展和展望着手,引出了收益管理的概念,阐述了实现收益管理的思想方法,即通过市场细分策略、价格等级策略和库存分配策略来实现收益最大化,讲述了航空业、酒店业及美国铁路客运公司实行收益管理取得的成效,说明收益管理理论对于有关行业经营管理的有效性。
紧接着,论文论述了铁路客运市场细分和价格策略,指出了市场细分的概念、目的和依据,引出了价格歧视的概念及其分类,并在此基础上说明了差别定价的含义,同时,论文还通过国外铁路实行市场细分和差别定价的两个典型例子讲述了铁路市场细分和差别定价的应用,提出了铁路市场细分和差别定价的原则及实现方法。
接着,论文阐述了收益管理在旅客列车经营中的应用条件和优化旅客列车经营的三个途径,即差别定价、流量控制和团体管理。接着,论文对收益管理的席位控制引出了几种模型:席位控制基本模型、单区段EMSR法模型、网络运输投标价格法模型、隐藏价格——EMSR法模型、SLP模型,同时就SLP模型给出三个站点的算例。
最后,论文阐述了在铁路客运中实施收益管理的障碍及其应对策略,并叙述了铁路收益管理发展的前景及下一步研究工作的展望。
Revenue management concept has been widely applied in the airline industry home and abroad. It has been even taken into unprecedented consideration in the hotel industry whilst it has never been applied in the railway passenger transportation. In China, the railway passenger transportation management is lagging behind the airline and hotel industries, playing second to that of the developed countries abroad. Therefore, there is a must to introduce advanced passenger transportation management method with a view to setting the railway passenger transportation of China apart from its competitors. The advanced management method is boiled down to revenue management. By means of revenue management, we can greatly enhance the management level of railway passenger transportation, promote the yields and market shares of railway passenger transportation and decrease the resources-wasting arising from the booth vacancy.
The paper first analyzes the current landscape of the railway passenger transportation in China, explains the research background and purpose of the paper and then highlights the importance of the application of revenue management in the railway passenger transportation. Starting from the origin, development and outlook of revenue management, the paper then introduces the concept of revenue management and sets out methods to realize revenue management, that is to maximize the revenue via market segmentation policy, price level policy and inventory allocation policy. It illustrates the achievement accomplished by the airline and hotel industries and Amtrak after the revenue management has been applied, manifesting the effective role played by revenue management theory in relevant industry management.
The paper then comes up with the market segmentation and pricing policies of railway passenger transportation, making description of the definition, purpose and foundation of market segmentation and leading to the definition and categories of price discrimination. On the basis of these, it defines the price differentiation. Meanwhile, it explains the application scope of the railway market segmentation and price differentiation as well as its principles and ways to achieve that purpose via quoting two typical examples on foreign soils.
The paper then sets out the research on application of revenue management, describing the conditions on which the revenue management is applied to the operation of railway seats and three ways to optimize train seats. The three ways are price differentiation, passenger flow control and group management. It then introduces several key models of revenue management, namely basic model of seat control, tender price method of network transportation and potential price (EMSR method). It makes improvement upon the tender price method, forms SLP model on which the algorithm of three stations is presented.
At last, the paper analyzes hindrances of implementing revenue management in the railway passenger transportation as well as the solutions, setting out the vision and the prospects of the research work..
引文
1 Littlewood K. Forecasting and Control of Passengers [M]. in Proceedings 12th AGIFORS Symposium Proceedings. 1972,22:339-362
2 Belobaba P P . Air Travel Demand and Airlines Inventory Management[D]. MIT: MIT Flight Transportation Lab, 1987
3 Belobaba P P. Application of a probabilistic decision model to airline seat inventory control[J]. Operation Research. 1989, 37:183-197
4 Yoshinori Suzuki. An empirical analysis of the optimal overbooking policies for US major airlines[J]. Transportation Research Part. 2002, 38:135-149
5 K Sawaki.Optimal Policies in Continuous Time Inventory Control Models with Limited Supply[J]. Computers and Mathematics with Application. 2003,46:1139-1145
6 Williamson E L. Airline Network Seat Control [M]. PhD thesis, MIT,Cambridge, Mass, 1992
7 Wollmer R D. An airline seat management model for a single leg when lower fare classes first[J]. Operations Research. 1992,40:26-37
8 Brumelle S L, McGill J I. Airline seat allocation with multiple nested fare classes[J]. Opertation Research. 1993,41(1):127-137
9 Jovan P, Dusan T. An adptive method for generating demand inputs to airline seat inventory control models[J] . Transportation Research. 1997,31(2): 159-175
10 McGill J I, van Ryzin G J. Revenue management: Research overview and prospects[J]. Transportation Science, 1999, 33:233-256
11 Talluri K T, G J Van Ryzin. A randomized linear programming method for computing network bid price[J]. Transportation Science, 1999,33,207-216
12 A Kuyumcu, A Garcia-Diaz. A polyhedral graph theory approach to revenue management in the airline industry[J].Computers&Industrial Engineering.2002,38:375-396
13 Sanne V,Richard F,Nanda P.Mathematical programming for network revenue management revisited[J].European Juournal of Operation Research.2002;137.:72-92
14 刘宝碇,赵瑞清.随机规划与模糊规划[M].1998:117-143
15 刘军,邱菀华.航空客运收益管理的结构模型[J].北京航空航天大学学报.2000,13(4):17-21
16 魏轶华,胡奇英.顾客有最大最小保留价的连续时间收益管理[J].管理科学学报.2002,5(6):47-52
17 冯敏.航空公司收益管理预测过程分析[J].中国民航学院学报.2004,22(6):174-177
18 黄小荣,张立.收益管理系统中的几个关键模型[J].中国民航学院学报.2004,22(8):22-25
19 曹平.收益管理系统功能概述[J].管理.1998,12:17-20
20 钟杨建.航空客运收益管理的座位数目控制问题[J].价格月刊.1998,9:41-43
21 陈志刚.收益管理-航空业价格歧视的实现策略[J].管理探索.2003,6:49-51
22 刘军.收益管理系统的基础数据分析[J]管理.2000,222(6):22-23
23 冯宇.建立航班运力网络管理体系[J].航空公司管理.2002,141(7):34-35
24 甘江.市场需求与票价折扣[J].管理.2000,225(9):30-32
25 张秀敏.我国铁路客票折扣销售研究.西南交通大学博士.2005:19-26
26 杨思梁,刘军.关于航空客运收益管理的一些基本概念.民航经济与技术.1998,(4)
27 刘军,邱苑华.收益管理发展的背景和条件.中国民用航空.2001,(2)
28 周广鹏.收益管理在饭店业中的应用.东北财经大学硕士.2002
29 张振飞,刘泊.收益管理在我国铁路客运中的应用.综合运输.2005,(4)
30 王红斌.运用价格歧视指导企业的差别定价.企业活力.2004,(7)
31 衡红军,黄小荣,王治宝.EMSR在航空收益管理系统中的应用.计算机工程.2003,(12)
32 高强,朱金福,陈可嘉.航空收益管理中多航段舱位控制模型.交通运输工程学报.2005,(4)
33 崔迪.随机规划若干问题的研究.山东科技大学硕士.2005
34 夏剑峰.航空座位控制优化研究,西南交通大学硕士.2005:25-27,50-51
35 张光远.改进铁路客运价格管理设想.价格理论与实践.2005
36 樊玮.多Agent收益管理决策支持系统设计.计算机应用.2004,(24)
37 王红.航空公司客运收益管理系统数据仓库的设计.计算机应用.2004,(21)
38 衡红军,王红,王治宝.航空公司收益管理决策支持系统.计算机工程与应用.2002,(9)
39 樊玮,吴桐水.航空公司收益管理研究综述.中国民航学院学报.2006,(10)
40 刘军.收益管理的理论研究概况.管理.1999,(2)
41 王勇.铁路客运定价制度的经济学分析.财经研究.2003,(9)
42 网丽娟.新形势下铁路客运市场分析及发展策略.山西科技.2005,(5)
43 王建军.拓展铁路客运市场的思考与对策.铁道运输与经济.2006,(10)
44 张秀敏,文曙东.基于投标价格法的铁路客运收益管理方法改进.华东交通大学学报.2005,(3)
45 刘泊,张振飞.收益管理在列车卧铺营销中的应用.铁道运输与经济.2006,(1)
46 张秀敏,赵冬梅,文曙东.铁路客运收益管理研究.铁道运输与经济.2006,(7)
47 郭孜政.铁路客流预测方法研究.西南交通大学硕士.2005:25-39
48 陆化普.灰色预测法在城轨客流预测中的应用.城市轨道交通研究.2004.3
49 樊玮,陈增强,袁著祉.基于C-均值聚类的航班预测模型[J].信息与控制.2003,32(6):553-560
50 王兴云,樊玮,吴桐水.基于BP神经网络的航班需求预测模型[J].中国民 航学院学报.2004,22(6):44-49
51 谭斌.收益管理在航空公司价格管理中的应用研究.重庆大学硕士论文.2003:19-24
2 Belobaba P P . Air Travel Demand and Airlines Inventory Management[D]. MIT: MIT Flight Transportation Lab, 1987
3 Belobaba P P. Application of a probabilistic decision model to airline seat inventory control[J]. Operation Research. 1989, 37:183-197
4 Yoshinori Suzuki. An empirical analysis of the optimal overbooking policies for US major airlines[J]. Transportation Research Part. 2002, 38:135-149
5 K Sawaki.Optimal Policies in Continuous Time Inventory Control Models with Limited Supply[J]. Computers and Mathematics with Application. 2003,46:1139-1145
6 Williamson E L. Airline Network Seat Control [M]. PhD thesis, MIT,Cambridge, Mass, 1992
7 Wollmer R D. An airline seat management model for a single leg when lower fare classes first[J]. Operations Research. 1992,40:26-37
8 Brumelle S L, McGill J I. Airline seat allocation with multiple nested fare classes[J]. Opertation Research. 1993,41(1):127-137
9 Jovan P, Dusan T. An adptive method for generating demand inputs to airline seat inventory control models[J] . Transportation Research. 1997,31(2): 159-175
10 McGill J I, van Ryzin G J. Revenue management: Research overview and prospects[J]. Transportation Science, 1999, 33:233-256
11 Talluri K T, G J Van Ryzin. A randomized linear programming method for computing network bid price[J]. Transportation Science, 1999,33,207-216
12 A Kuyumcu, A Garcia-Diaz. A polyhedral graph theory approach to revenue management in the airline industry[J].Computers&Industrial Engineering.2002,38:375-396
13 Sanne V,Richard F,Nanda P.Mathematical programming for network revenue management revisited[J].European Juournal of Operation Research.2002;137.:72-92
14 刘宝碇,赵瑞清.随机规划与模糊规划[M].1998:117-143
15 刘军,邱菀华.航空客运收益管理的结构模型[J].北京航空航天大学学报.2000,13(4):17-21
16 魏轶华,胡奇英.顾客有最大最小保留价的连续时间收益管理[J].管理科学学报.2002,5(6):47-52
17 冯敏.航空公司收益管理预测过程分析[J].中国民航学院学报.2004,22(6):174-177
18 黄小荣,张立.收益管理系统中的几个关键模型[J].中国民航学院学报.2004,22(8):22-25
19 曹平.收益管理系统功能概述[J].管理.1998,12:17-20
20 钟杨建.航空客运收益管理的座位数目控制问题[J].价格月刊.1998,9:41-43
21 陈志刚.收益管理-航空业价格歧视的实现策略[J].管理探索.2003,6:49-51
22 刘军.收益管理系统的基础数据分析[J]管理.2000,222(6):22-23
23 冯宇.建立航班运力网络管理体系[J].航空公司管理.2002,141(7):34-35
24 甘江.市场需求与票价折扣[J].管理.2000,225(9):30-32
25 张秀敏.我国铁路客票折扣销售研究.西南交通大学博士.2005:19-26
26 杨思梁,刘军.关于航空客运收益管理的一些基本概念.民航经济与技术.1998,(4)
27 刘军,邱苑华.收益管理发展的背景和条件.中国民用航空.2001,(2)
28 周广鹏.收益管理在饭店业中的应用.东北财经大学硕士.2002
29 张振飞,刘泊.收益管理在我国铁路客运中的应用.综合运输.2005,(4)
30 王红斌.运用价格歧视指导企业的差别定价.企业活力.2004,(7)
31 衡红军,黄小荣,王治宝.EMSR在航空收益管理系统中的应用.计算机工程.2003,(12)
32 高强,朱金福,陈可嘉.航空收益管理中多航段舱位控制模型.交通运输工程学报.2005,(4)
33 崔迪.随机规划若干问题的研究.山东科技大学硕士.2005
34 夏剑峰.航空座位控制优化研究,西南交通大学硕士.2005:25-27,50-51
35 张光远.改进铁路客运价格管理设想.价格理论与实践.2005
36 樊玮.多Agent收益管理决策支持系统设计.计算机应用.2004,(24)
37 王红.航空公司客运收益管理系统数据仓库的设计.计算机应用.2004,(21)
38 衡红军,王红,王治宝.航空公司收益管理决策支持系统.计算机工程与应用.2002,(9)
39 樊玮,吴桐水.航空公司收益管理研究综述.中国民航学院学报.2006,(10)
40 刘军.收益管理的理论研究概况.管理.1999,(2)
41 王勇.铁路客运定价制度的经济学分析.财经研究.2003,(9)
42 网丽娟.新形势下铁路客运市场分析及发展策略.山西科技.2005,(5)
43 王建军.拓展铁路客运市场的思考与对策.铁道运输与经济.2006,(10)
44 张秀敏,文曙东.基于投标价格法的铁路客运收益管理方法改进.华东交通大学学报.2005,(3)
45 刘泊,张振飞.收益管理在列车卧铺营销中的应用.铁道运输与经济.2006,(1)
46 张秀敏,赵冬梅,文曙东.铁路客运收益管理研究.铁道运输与经济.2006,(7)
47 郭孜政.铁路客流预测方法研究.西南交通大学硕士.2005:25-39
48 陆化普.灰色预测法在城轨客流预测中的应用.城市轨道交通研究.2004.3
49 樊玮,陈增强,袁著祉.基于C-均值聚类的航班预测模型[J].信息与控制.2003,32(6):553-560
50 王兴云,樊玮,吴桐水.基于BP神经网络的航班需求预测模型[J].中国民 航学院学报.2004,22(6):44-49
51 谭斌.收益管理在航空公司价格管理中的应用研究.重庆大学硕士论文.2003:19-24
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