American Airlines sought to condense the fees it pays to international distribution services (GDSs) (including SABRE) to reach travel agents. But GDSs held critical tactical advantages.
For example, GDSs had signed long-term exclusive contracts with the corporate customers who were American's finest customers. Furthermore, travel agents tended to favor whichever GDS offered the maximum fees - impeding price competition among GDSs. Against this backdrop, American considered how its GDS prices to cut on.
PUBLICATION DATE: January 12, 2009 PRODUCT #: 909035-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
Related Case Solutions & Analyses:
Started as Crew (B): Darlene Calhoun and McDonalds
The Social Economy and the Traditional Market: The Dilemma of Justa Trama
Chipotle Mexican Grill, Inc.: Food with Integrity
SOCIAL ENTREPRENEURSHIP ON FOGO ISLAND: SEARCHING FOR NEW WAYS IN AN OLD CONTINUITY (A)
Adapting to Climate Change: The Case of Suncor Energy and the Alberta Oil Sands
“Broadmoor Lives”: A New Orleans Neighborhood’s Battle To Recover from Hurricane Katrina (Sequel)
The Northwest Passage
K2: Brotherhood of the Rope (C)
Return Logic, Inc, (A)
Venture Capital Vignettes
