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PRICE DIFFERENTIATION AND RATE FENCING IN GOLF COURSE SECTOR
Abstract
Companies from various industries are looking to find the right “formula” towards improving performance and profitability without putting at risk the relationship with their customers. Specialized industries such as golf course sector require a special approach for pricing policies and rate fencing due to high seasonality, capacity constrain and high operational costs. The purpose of the study is to investigate if rate fences can be implemented in the two golf course locations analyzed. Based on the outcome of the research carried out usig SPSS software and the Conjoint Analysis module, any existing and/or future golf course manager will have a better understanding of the main factors that are influencing the revenue streams.
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