While this piece is geared towards the commercial aviation audience, most of the findings about the relationship between perceived value and repeat purchases are also relevant to the business aviation industry.
At aviation conferences, Board meetings and investor presentations, Executives understandably have their attention focused on managing costs, reviewing operating models, exploiting revenue opportunities and coping with changing customer behaviours. One of the biggest challenges is pricing activity being its own opposing force; a lever that is pulled down low to attract new business but only really creates healthy revenue when it’s pushed up high.
