Analysis of the Factors Behind the Value of an Agency for an Airline

Irem Ucal Sari; M. Fatih Özer

doi:10.1007/978-3-031-39777-6_54

Analysis of the Factors Behind the Value of an Agency for an Airline

Irem Ucal Sari^*, M. Fatih Özer

^*Corresponding author for this work

Department of Industrial Engineering

Istanbul Technical University

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

Abstract

Generally, discounted fares are offered for agencies requesting group reservations compared to individual fares. This is because group bookings are seen as a more stable source of revenue for airlines. Especially in the Covid-19 period, the agencies whose business was seriously damaged requested the lowest prices they can get, to be able to find passengers and make a profit. The airlines were also in a financial crisis and must have balanced the prices to make a profit while attracting the agencies. From this perspective, the need for customer segmentation and defining the value of agencies for airlines arises. The purpose of this study is to define “which dynamics, that the agency creates while making business with airlines, will be more important to form its value” by using Fuzzy Cognitive Mapping (FCM), which is one of the decision-making techniques. This study examines which variables might affect the value of agencies to an airline through the weight of these variables in order to create insights into the pricing strategies of airlines to travel agencies.

Original language	English
Title of host publication	Intelligent and Fuzzy Systems - Intelligence and Sustainable Future Proceedings of the INFUS 2023 Conference
Editors	Cengiz Kahraman, Irem Ucal Sari, Basar Oztaysi, Sezi Cevik Onar, Selcuk Cebi, A. Çağrı Tolga
Publisher	Springer Science and Business Media Deutschland GmbH
Pages	457-464
Number of pages	8
ISBN (Print)	9783031397769
DOIs	https://doi.org/10.1007/978-3-031-39777-6_54
Publication status	Published - 2023
Event	Intelligent and Fuzzy Systems - Intelligence and Sustainable Future Proceedings of the INFUS 2023 Conference - Istanbul, Turkey Duration: 22 Aug 2023 → 24 Aug 2023

Publication series

Name	Lecture Notes in Networks and Systems
Volume	759 LNNS
ISSN (Print)	2367-3370
ISSN (Electronic)	2367-3389

Conference

Conference	Intelligent and Fuzzy Systems - Intelligence and Sustainable Future Proceedings of the INFUS 2023 Conference
Country/Territory	Turkey
City	Istanbul
Period	22/08/23 → 24/08/23

Bibliographical note

Publisher Copyright:
© 2023, The Author(s), under exclusive license to Springer Nature Switzerland AG.

Keywords

Agency Valuation
Civil Aviation
Fuzzy Cognitive Mapping

UN SDGs

This output contributes to the following UN Sustainable Development Goals (SDGs)

Access to Document

10.1007/978-3-031-39777-6_54

Cite this

Ucal Sari, I., & Özer, M. F. (2023). Analysis of the Factors Behind the Value of an Agency for an Airline. In C. Kahraman, I. U. Sari, B. Oztaysi, S. Cevik Onar, S. Cebi, & A. Ç. Tolga (Eds.), Intelligent and Fuzzy Systems - Intelligence and Sustainable Future Proceedings of the INFUS 2023 Conference (pp. 457-464). (Lecture Notes in Networks and Systems; Vol. 759 LNNS). Springer Science and Business Media Deutschland GmbH. https://doi.org/10.1007/978-3-031-39777-6_54

Ucal Sari, Irem ; Özer, M. Fatih. / Analysis of the Factors Behind the Value of an Agency for an Airline. Intelligent and Fuzzy Systems - Intelligence and Sustainable Future Proceedings of the INFUS 2023 Conference. editor / Cengiz Kahraman ; Irem Ucal Sari ; Basar Oztaysi ; Sezi Cevik Onar ; Selcuk Cebi ; A. Çağrı Tolga. Springer Science and Business Media Deutschland GmbH, 2023. pp. 457-464 (Lecture Notes in Networks and Systems).

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title = "Analysis of the Factors Behind the Value of an Agency for an Airline",

abstract = "Generally, discounted fares are offered for agencies requesting group reservations compared to individual fares. This is because group bookings are seen as a more stable source of revenue for airlines. Especially in the Covid-19 period, the agencies whose business was seriously damaged requested the lowest prices they can get, to be able to find passengers and make a profit. The airlines were also in a financial crisis and must have balanced the prices to make a profit while attracting the agencies. From this perspective, the need for customer segmentation and defining the value of agencies for airlines arises. The purpose of this study is to define “which dynamics, that the agency creates while making business with airlines, will be more important to form its value” by using Fuzzy Cognitive Mapping (FCM), which is one of the decision-making techniques. This study examines which variables might affect the value of agencies to an airline through the weight of these variables in order to create insights into the pricing strategies of airlines to travel agencies.",

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Ucal Sari, I & Özer, MF 2023, Analysis of the Factors Behind the Value of an Agency for an Airline. in C Kahraman, IU Sari, B Oztaysi, S Cevik Onar, S Cebi & AÇ Tolga (eds), Intelligent and Fuzzy Systems - Intelligence and Sustainable Future Proceedings of the INFUS 2023 Conference. Lecture Notes in Networks and Systems, vol. 759 LNNS, Springer Science and Business Media Deutschland GmbH, pp. 457-464, Intelligent and Fuzzy Systems - Intelligence and Sustainable Future Proceedings of the INFUS 2023 Conference, Istanbul, Turkey, 22/08/23. https://doi.org/10.1007/978-3-031-39777-6_54

Analysis of the Factors Behind the Value of an Agency for an Airline. / Ucal Sari, Irem; Özer, M. Fatih.
Intelligent and Fuzzy Systems - Intelligence and Sustainable Future Proceedings of the INFUS 2023 Conference. ed. / Cengiz Kahraman; Irem Ucal Sari; Basar Oztaysi; Sezi Cevik Onar; Selcuk Cebi; A. Çağrı Tolga. Springer Science and Business Media Deutschland GmbH, 2023. p. 457-464 (Lecture Notes in Networks and Systems; Vol. 759 LNNS).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

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AU - Özer, M. Fatih

PY - 2023

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AB - Generally, discounted fares are offered for agencies requesting group reservations compared to individual fares. This is because group bookings are seen as a more stable source of revenue for airlines. Especially in the Covid-19 period, the agencies whose business was seriously damaged requested the lowest prices they can get, to be able to find passengers and make a profit. The airlines were also in a financial crisis and must have balanced the prices to make a profit while attracting the agencies. From this perspective, the need for customer segmentation and defining the value of agencies for airlines arises. The purpose of this study is to define “which dynamics, that the agency creates while making business with airlines, will be more important to form its value” by using Fuzzy Cognitive Mapping (FCM), which is one of the decision-making techniques. This study examines which variables might affect the value of agencies to an airline through the weight of these variables in order to create insights into the pricing strategies of airlines to travel agencies.

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Y2 - 22 August 2023 through 24 August 2023

ER -

Ucal Sari I, Özer MF. Analysis of the Factors Behind the Value of an Agency for an Airline. In Kahraman C, Sari IU, Oztaysi B, Cevik Onar S, Cebi S, Tolga AÇ, editors, Intelligent and Fuzzy Systems - Intelligence and Sustainable Future Proceedings of the INFUS 2023 Conference. Springer Science and Business Media Deutschland GmbH. 2023. p. 457-464. (Lecture Notes in Networks and Systems). doi: 10.1007/978-3-031-39777-6_54

Analysis of the Factors Behind the Value of an Agency for an Airline

Abstract

Publication series

Conference

Bibliographical note

Keywords

UN SDGs

Access to Document

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