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Case
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Reference no. 9-909-035
Subject category: Case Method and Specialist Management Disciplines
Authors: Benjamin Edelman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2009
Version: 22 June 2009
Length: 10 pages
Data source: Field research
Topics: Automation; Laws & regulations; Distribution; International business; Prices; Negotiation; Platforms; Competition
Share a link: https://casecent.re/p/86487
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Abstract

American Airlines sought to reduce the fees it pays to global distribution services (GDS's) (such as SABRE) to reach travel agents. But GDS's held significant tactical advantages. For example, GDS's had signed long-term exclusive contracts with the corporate customers who were American's best customers. Furthermore, travel agents tended to favor whichever GDS offered the highest commissions - impeding price competition among GDS's. Against this backdrop, American considered how best to cut its GDS costs.
Location:
United States
Industries:
Airlines; Travel services
Size:
USD22 billion
Other setting(s):
2006
Teaching note
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Reference no. 5-909-059
Subject category: Case Method and Specialist Management Disciplines
Authors: Benjamin Edelman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2009
Version: 26 June 2014
Revision date: 16-Jul-2014
Length: 14 pages
Data source: Field research
View full details
Compact case
Supplement
-
Reference no. 9-909-036
Subject category: Case Method and Specialist Management Disciplines
Authors: Benjamin Edelman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2009
Version: 18 June 2009
Length: 1 pages
Data source: Field research
Topics: Negotiation; Laws & regulations; Distribution; Automation; Platforms
View full details
Compact case
Supplement
-
Reference no. 9-913-034
Subject category: Case Method and Specialist Management Disciplines
Authors: Benjamin Edelman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2013
Version: 17 May 2013
Length: 2 pages
Data source: Published sources
Topics: Distribution; Negotiation; Strategy
View full details
Compact case
Supplement
-
Reference no. 9-913-035
Subject category: Case Method and Specialist Management Disciplines
Authors: Benjamin Edelman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2013
Length: 1 pages
Data source: Published sources
Topics: Negotiation
View full details

About

Abstract

American Airlines sought to reduce the fees it pays to global distribution services (GDS's) (such as SABRE) to reach travel agents. But GDS's held significant tactical advantages. For example, GDS's had signed long-term exclusive contracts with the corporate customers who were American's best customers. Furthermore, travel agents tended to favor whichever GDS offered the highest commissions - impeding price competition among GDS's. Against this backdrop, American considered how best to cut its GDS costs.

Settings

Location:
United States
Industries:
Airlines; Travel services
Size:
USD22 billion
Other setting(s):
2006

Related

Teaching note
-
Reference no. 5-909-059
Subject category: Case Method and Specialist Management Disciplines
Authors: Benjamin Edelman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2009
Version: 26 June 2014
Revision date: 16-Jul-2014
Length: 14 pages
Data source: Field research
View full details
Compact case
Supplement
-
Reference no. 9-909-036
Subject category: Case Method and Specialist Management Disciplines
Authors: Benjamin Edelman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2009
Version: 18 June 2009
Length: 1 pages
Data source: Field research
Topics: Negotiation; Laws & regulations; Distribution; Automation; Platforms
View full details
Compact case
Supplement
-
Reference no. 9-913-034
Subject category: Case Method and Specialist Management Disciplines
Authors: Benjamin Edelman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2013
Version: 17 May 2013
Length: 2 pages
Data source: Published sources
Topics: Distribution; Negotiation; Strategy
View full details
Compact case
Supplement
-
Reference no. 9-913-035
Subject category: Case Method and Specialist Management Disciplines
Authors: Benjamin Edelman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2013
Length: 1 pages
Data source: Published sources
Topics: Negotiation
View full details