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- W3125375936 abstract "Bilateral deals for large clients or key account management (henceforth KAM) is traditionally justified in terms of the importance of a long-term association between a firm and such clients. However, in this paper we offer a different rationale for a seller to apply KAM to its large buyers. When facing large buyers, a firm can use KAM to deal with such buyers -but not to small individual buyers- in order to segment the market, charge higher prices to non-KAM buyers, and increase its profits. Paradoxically, the implementation of KAM by the seller makes it advantageous for customers to belong to a buyer group, thereby eliminating the instability that would otherwise plague the creation of the group. The formation of a buyer group thus ultimately depends on the pressure it puts upon the seller to resort to KAM to segment the market." @default.
- W3125375936 created "2021-02-01" @default.
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- W3125375936 date "2013-01-01" @default.
- W3125375936 modified "2023-09-23" @default.
- W3125375936 title "Large buyers, preferential treatment and cartel stability" @default.
- W3125375936 hasPublicationYear "2013" @default.
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