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Revenue Management & Pricing Analytics

Short Overview

Pricing is central to the modern business environment. Nowadays, the same product is accessible to consumers through different distribution channels, which (usually) target customer categories with different needs. In the case of services, there are options available, where the consumer chooses which service to use. It is not enough for companies to set the proper prices; they should revise them quite often. Price setting affects demand and acts as a control variable both in normal situations (indicative example is the setting of tolls on highways) and in abnormal situations, such as the recent pandemic and the Suez Canal blockage, resulting in the efficient utilisation of existing inventory and the limitation of shortages. A modern business should be able to adapt immediately to changes in consumer preferences and influence demand to achieve its goals.

The course aims to introduce the students to topics related to revenue optimisation and revenue management and the appropriate selection of prices for the different distribution channels. Emphasis is placed on sectors of the economy, such as tourism, the provision of services, and sectors that require the use of digital tools and the adoption of new technologies (an illustrative example is the flourish of the Sharing Economy). The course has a practical character, providing at the same time the appropriate theoretical background. It aims at familiarising the students with theoretical concepts and existing technologies, focusing on their implementation.

Learning Goals
After completing the course, the students should be able to:
  • Understand the benefits of pricing and revenue management and identify pricing and revenue opportunities,
  • Set prices for products and services that are in line with the company's strategic goals,
  • Manage data and information related to prices and demand,
  • Apply existing analytical tools.
Program Value
The main benefits of the course are:
  • Harmonisation of costing / invoicing with the objectives of the business,
  • Apply analytical tools to maximise revenue,
  • Implementation of techniques such as market segmentation and product versioning that will contribute to the sustainability of the firm,
  • Decision making by analysing extensive data sets.
    Teaching Material
    The teaching material includes:
    • Online live sessions,
    • Slides,
    • Self-assessment exercises with detailed solutions,
    • Case Studies.
    Teaching Language
    Application deadline: 14/02/2024
    Program start: 21/02/2024
    Program completion: 21/04/2024
    Scientific area
    Way to follow
    ECTS units: 3
    Hours of live training: 50
    Includes training hours with classroom, laboratory, or remote (via live streaming) instruction along with any breaks.
    Hours of asynchronous training: 20
    Includes training hours (indicative) using an asynchronous distance learning (eLearning) platform.
    Additional hours of employment: 20
    Additional hours of work are included (indicative) and may include individual study, writing assignments, participation in field visits, participation in exams, etc.
    Total hours: 90
    The total hours include hours of synchronous and asynchronous training, as well as additional hours of employment.
    Weeks of training: 9
    Weeks in which activities of any kind are planned are included.
    Vocational Education and Training Certificate
    Trainees who successfully complete the program are granted a Vocational Education and Training Certificate of the Center for Education and Lifelong Learning of the Athens University of Economics and Business, which is accompanied by a Supplement to the Certificate, detailing the subject of the program, the thematic units attended by the trainee , as well as the training methodology followed.
    Target Audience
    The course is designed for graduates and undergraduates (AEI/Universities and TEI/ Technological Education Institutions), as well as professionals employed or aspiring to work in a position related to the course's subject, seeking to acquire the appropriate theoretical framework.
    ΔΙΑ ΖΩΣΗΣ: 500€
    Trainees are informed of the installment amounts and related deadlines via email upon their acceptance into the program.


    46, Kefallinias Str., 11251, Athens

    • dummy kedivim-opa@aueb.gr

    • dummy+30 210 8203 912

    For the in Class programs:

    • dummydz@aueb.gr

    • dummy+30 210 8203 916, 912, 914

    For the eLearning Programs:

    • dummysecretary@elearning.aueb.gr

    • dummy+30 210 8203 753

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