参考答案：

Tapescripts:
T = Tutor
M = Mark
S = Susan
T: OK, everybody, good morning! It's Mark's turn to talk to us today so Mark, I'll ask you to get straight down to business.
M: Right!
T: Now following on from what we were discussing last week in Susan's tutorial on approaches to marketing, you were going to give us a quick run down on a new strategy for pricing which is now being used by many large companies
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known as "revenue management"... before we go on to your actual tutorial paper on Sales Targets. Is that correct?
M: Yeah, OK, well...
T: So what exactly is revenue management?
M: Well, it's a way of managing your pricing by treating things like airline
tickets and hotel rooms rather more as if they were perishable goods.
S: Yeah, I just tried to book a ticket yesterday for Perth and would you believe there are three different prices for the flight?
M: Right! And what was the rationale for that?
S: Well... the travel agent said it depended on when you book and the length of the stay, like it's cheap if you stay away for a Saturday night, presumably because this isn't business travel and even cheaper if you buy a ticket where
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you can't get a refund if you have to cancel; in that case the ticket costs about half the price. You wouldn't think it would make that much difference, would you?
M: Well it does, and that's basically because the airlines are now treating their seats like a commodity. You see -- if you want a seat today, then you pay far more for it than if you want it in three weeks' time.
S: That seems rather unfair.
M: Well... not really... when you think about it, that's just common sense isn t
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if?
S: I suppose so.
T: What this actually means is that in the same row of seats on the same flight you could have three people who have all paid a different price for their tickets.
S: And is this just happening in Australia?
M: No, no it's the same all over the world. Airlines are able to "market" a seat as a perishable product, with different values at different stages of its life.
S: Well like mangoes or apples at the market.
M: Yeah, it's exactly like that. The fact is that the companies are not actually interested in selling you a cheap flight! They're interested in selling the seats
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and flying aeroplanes that are full.

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