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Pricing and scholarship optimization at waypoint adventure

Benjamin Marcus (Meehan School of Business, Stonehill College, Easton, Massachusetts, USA)

The CASE Journal

ISSN: 1544-9106

Publication date: 23 July 2020

Issue publication date: 2 October 2020

Abstract

Theoretical basis

This case can be used to develop students’ understanding of optimization and the development of a linear programing (LP) model and solution. The instructor’s manual provides one possible solution based on the LP tools available in excel.

Research methodology

This case is based on real events at waypoint adventure and is derived from the authors’ experience consulting with this organization as they sought to improve pricing and scholarship management.

Case overview/synopsis

A young non-profit organization serving the disabled community in Boston sought growth but lacked clarity and consistency in their program pricing and scholarship structures. The case analysis centers on revising program prices to achieve specific cost and revenue requirements and determining a scholarship policy that will maximize participation in their outdoor adventure programing for the upcoming year. This case allows the exploration of optimization with an atypical objective, as the organization seeks to maximize participant engagement rather than profit.

Complexity academic level

The target audience includes upper-level undergraduate and MBA or early graduate-level students studying the optimization techniques of operations management, revenue and pricing management or marketing. The case would also be useful for discussing the challenges faced by non-profits and the non-traditional objectives that can arise for these organizations.

Keywords

Acknowledgements

The author thanks to Waypoint Adventure and Dan Minnich for the insight, data, and inspiration for this case.

Disclaimer. This case is intended to be used as the basis for class discussion rather than to illustrate either effective or ineffective handling of a management situation. The case was compiled from published sources.

Citation

Marcus, B. (2020), "Pricing and scholarship optimization at waypoint adventure", The CASE Journal, Vol. 16 No. 4, pp. 475-495. https://doi.org/10.1108/TCJ-08-2019-0070

Publisher

:

Emerald Publishing Limited

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