TY - THES AU - Cerny, Tobias T1 - Application of Yield Management to the Mountain Railway Industry T4 - Innovative Pricing Models on the case of «Lenzerheide Bergbahnen AG» DA - 2012 CY - Chur PB - Hochschule für Technik und Wirtschaft HTW Chur A3 - Walser, Roger AB - In Switzerland the mountain railway industry has been facing a loss of customers since the 90s. The tendency indicates a further decline in the future. On the other hand, cable car companies invest heavily into new infrastructure to provide capacity and compete on the market. There are three possibilities to stay profitable: decrease costs, increase sales volume or increase price. This Bachelor thesis focuses on the latter, the price as a power tool. A change in price has the highest impact on earnings. Yield management is a pricing approach that aims at squeezing as much money out of the customer as possible. At present various research has been conducted about yield management in both the airline and hotel industry. First indication of revenue management in the mountain railway industry can be observed, but little research is available yet. The main objective of this work is to devise an application model of yield management to this field of business in general, and the Lenzerheide Bergbahnen AG in specific. The propositions are based on findings from other industry sectors, expert interviews and competitor`s activities. M3 - Bachelorarbeit Tourismus M4 - Citavi ER -