Major U.S. Airlines Strategies for Attracting the Corporate Traveler

Author

Joseph R. Hawkins, Fontbonne College

Year of Award

1991

Degree

Master of Business Administration (MBA)

College

College of Business & Professional Studies

Degree Program

Business

Department

Business Administration

Keywords

fares, pricing, carrier, deregulation, travel

Abstract

The airline industry lost over two billion dollars in 1990. A weak economy along with an overcapacity throughout the industry lead to the eventual demise of Eastern Airline and the Chapter 11 filings of America West, Continental, Midway, and Pan American Airways. Airlines are competing for a smaller market base, in particular, the high yielding corporate traveler. The dilemma facing the major carriers is how to attract the corporate traveler without diluting the yield or alienating the travel agency community. Airline managers are developing new strategies and modifying the distribution channel to reach the business traveler.

This thesis identifies and analyzes the changes occurring in today’s airline environment. The focus of the thesis is on managements new methods of pricing, promotion and distribution and how these changes will affect the future of the industry.

Document Type

Restricted Thesis

Recommended Citation

Hawkins, Joseph R., "Major U.S. Airlines Strategies for Attracting the Corporate Traveler" (1991). All Theses, Dissertations, and Capstone Projects. 406.
https://griffinshare.fontbonne.edu/all-etds/406