Fencing in a revenue management context

市场细分是收入管理实践中的一个关键战略要素。在确定细分市场后，应将细分市场保持分离，以防止需求从高价细分市场溢出到低价细分市场，以及相关的收入损失。限制客户跨细分市场迁移的工具称为“栅栏”。然而，大多数围栏并不完美，允许一定程度的需求从高价细分市场渗入低价细分市场。我们认为，在RM的实践中，企业的目标是最大化从多个市场产生的收益，这意味着要平衡市场之间的需求泄漏，以对抗与维护围栏相关的成本。因此，实现细分市场的最大收益是基于对用于围栏的最优成本的理解，或实施“最优围栏”。

Market segmentation is a key strategic element in the practice of revenue management (RM). After being identified, market segments should be kept separate to prevent demand spillover from high priced segments to low priced segments and the associated revenue loss. Tools to restrict customer migration across segments are referred to as "fences". However, most fences are not perfect and allow some degree of demand leakage from the high-priced market segment to the low-priced segments. We propose that in the practice of RM, the firm aims at maximizing the gain generated from multiple markets, which would imply balancing the demand leakage among markets to against the cost associated with maintaining fences. Consequently, realization of the maximum gain from segmenting markets is based upon an understanding of the optimal cost to devote to fencing, or the implementation of "optimal fences."