چكيده به لاتين
The price is the first encounter of the customer with the product, and many feedbacks and policies for the continuation of a product or a service are determined through its price. Therefore, pricing should be seen as a big investment, and if this important thing is done wrong, permanent damage will be done to the business. The airline industry is one of the industries that have very high initial fixed costs, perishable inventory, and highly price-sensitive demand. Therefore, dynamic pricing is extremely useful for this industry, and this industry is one of the pioneers in the use of revenue management techniques. Therefore, it can be predicted that the correct use of this method in this industry can significantly increase the income of these organizations. With the development of technology and the increase in the use of online sales, it is possible to change prices for airlines and compare prices for customers more than ever. For this reason, the role of the phenomenon of competition has become more intense and complicated than in the past, and the importance of investigating dynamic pricing as a solution has increased significantly. In this research, a dynamic pricing model based on dynamic programming is presented for the two routes Mashhad-Yazd and Mashhad-Zahedan, whose data was collected from the sales of Sepehran Airline, respectively, in conditions without a competitor and with a competitor. The model, and the output results, which are the optimal prices at any time and any capacity, were presented and their trends were analyzed, and Monte Carlo simulation was used to compare the performance of the model and the case study data. On the Mashhad-Yazd route, the proposed model increases ticket sales by 12/49% and total revenue by 2/15% on average. On the Mashhad-Zahedan route, pricing has been done from the point of view of two airlines, and the competitors' reactions to each other have been presented in the form of a leader-follower game. After 13 iterations in the assumed equilibrium, Airline A, the game starter and the game leader, has in equilibrium a higher average share of sales and revenue than its competitor. Also, each of the airlines has earned more income in the balance than if it were their competitor's turn, so they don't want to continue the game. Because after that the price differences increase again and the game continues. Even in equilibrium, the income obtained from the proposed model is 4.29% more than the real-world sales income.
