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Issue 5(1), October 2010 -- Paper Abstracts
Girard  (p. 9-22)
Cooper (p. 23-32)
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Coulmas-Law (p.42-46)
Stasio (p. 47-56)
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JOURNAL OF APPLIED BUSINESS AND ECONOMICS


Revenue Management Perspectives in Small-Farm Winery Operations


Author(s): Marie G. Kulesza

Citation: Marie G. Kulesza, (2021) "Revenue Management Perspectives in Small-Farm Winery Operations," Journal of Applied Business and Economics, Vol. 23, Iss.3,  pp. 160-177

Article Type: Research paper

Publisher: North American Business Press

​Abstract:

This exploratory multiple case study illustrates how revenue management decisions of small-farm winery owners may contribute to business sustainability in a regulated industry through the lens of dynamic capabilities. Given small-farm winery owners focus on brand development and customer base growth to sustain long-term survival, the findings of this study highlight the connection of revenue management tenets to pricing and inventory decisions to sustain full capacity and maximize revenue. Furthermore, the results indicate that small-farm winery owners’ revenue management strategic decisions may be influenced by resource and regulatory constraints and competitors’ impact on pricing and distribution tactics.