Development of a Revenue Management Checklist

Jeff Shields, Joyce Shelleman


This paper develops a checklist for use by small business managers to support revenue management strategy. Based on the revenue management literature and a study of small businesses, the checklist scales measuring major dimensions of revenue management are examined for evidence of construct validity. The findings suggest that the checklist scales are valid measures of small business revenue management practice, with support provided for both their internal and external validity. Results offer small business managers a simple, readily applicable and valid checklist to measure key variables essential to the planning, implementation, and evaluation of their revenue management strategy.

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