TY - JOUR

T1 - Segment profitability in the leisure industry

AU - Lueg, Rainer

PY - 2021/6/1

Y1 - 2021/6/1

N2 - This case study illustrates a young franchise in the leisure industry on its path to higher profitability. Specifically, it deals with the profitability of its different recreational segments and the profitability of the main customer groups within these segments. It also discusses how to incentivize non-executive, regular employees to improve the profitability of segments and customer groups. In addition, it also elaborates which control mechanisms of top management are appropriate to monitor the progress. The open questions at the end of the case study should foster classroom discussions on managerial implications.

AB - This case study illustrates a young franchise in the leisure industry on its path to higher profitability. Specifically, it deals with the profitability of its different recreational segments and the profitability of the main customer groups within these segments. It also discusses how to incentivize non-executive, regular employees to improve the profitability of segments and customer groups. In addition, it also elaborates which control mechanisms of top management are appropriate to monitor the progress. The open questions at the end of the case study should foster classroom discussions on managerial implications.

KW - Management studies

KW - segment profitability

KW - Customer Profitability

KW - Teaching notes

KW - target setting

KW - incentives

U2 - 10.18374/IJBS-21-1.2

DO - 10.18374/IJBS-21-1.2

M3 - Journal articles

VL - 21

SP - 25

EP - 34

JO - International Journal of Business Strategy

JF - International Journal of Business Strategy

SN - 1553-9563

IS - 1

ER -