Article

Received 27.04.2023

Revised 05.07.2023

Accepted 28.08.2023

Retrieved from Vol. 27, No. 2, 2023

Pages 27 -39

Bakalinsky, O., & Malitskiy, V. (2023). Measurement of customer sensitivity to the price of the freight car service. The National Transport University Bulletin, 27(2), 27-39. https://doi.org/10.33744/2308-6645-2023-2-56-027-039

Measurement of customer sensitivity to the price of the freight car service

Oleksandr Bakalinsky Vitalii Malitskiy

The aim of the study – development of a toolkit for measuring the reaction of customers of the service for the use of freight cars to individual price offers in a mode close to real time. Methods – analysis and comparison of known methods of measuring individual elasticity of demand, selection of features of interaction between customers who order services for the use of freight cars and JSC «Ukrzaliznytsia», systematization of the company's analytical information for the purpose of developing a survey algorithm and conducting such a survey. 39 Results. After the removal of the service for the use of freight cars from state regulation, the prices for this service began to be formed by JSC «Ukrzaliznytsia». However, the demand for the company's wagons began to decline. One of the reasons for this was imperfect pricing. The authors suggested applying F. Ramsey's pricing principles to resolve this situation. For the practical implementation of this idea, it is necessary to measure the individual demand elasticity of each client. Taking into account the peculiarities of providing the service of using freight cars, it is necessary to do this in a mode close to real time. That is, it is necessary to choose a method of measuring the individual elasticity of demand. The literature review showed that most countries use a mixture of approaches based on one or more basic approaches with the addition of F. Ramsey's pricing ideology. After analyzing known research methods, the Gabor-Granger survey method was selected and modified. Surveys were conducted in a mode close to real time. The results showed that customers are ready to order the service at a higher price. The estimated loss of the company's income from imperfect pricing for the service of using freight cars amounted to about 10%

freight rail transport; use of wagons; individual elasticity of demand; Ramsey pricing; gabor-granger method
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https://doi.org/10.33744/2308-6645-2023-2-56-027-039