In this first of a two-article series, we introduce the concept of "Premium Perception Disconnect," along with an analytical method for right-sizing marketing premiums to deliver a stipulated show rate. Heads-up, premium vendors—your new best friend is about to ask some of your customers to raise the ante. First published in the January/February issue of Management and Operations.
http://resorttrades.com/articles.php?showMag=Management&act=view&id=591
We'll conclude in Part Deux with a detailed illustration of Premium Perception Disconnect—and a step-by-step look at the analytical “pill” that just might cure it.
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