Abstract
Freight rates in the container shipping industry are quite volatile. They are published regularly based on certain indexes and make a daily rate bargaining impossible. Carriers as well as customers agree long term freight rates to achieve longer term planning security. However, customers have the market power to enforce a published rate if it is lower than the contracted rate. We report about an approach that supports the shipping company to determine contracted freight rates under the consideration of this “unfair” customer behavior using segmentation-based pricing methods from revenue management.
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