Large buyers, preferential treatment and cartel stability

Manel Antelo and Lluis Bru

No 51, Documentos de trabajo - Analise Economica from IDEGA - Instituto Universitario de Estudios e Desenvolvemento de Galicia

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

Keywords: Buyer group; key account management; cartel stability (search for similar items in EconPapers)
JEL-codes: L20 L21 (search for similar items in EconPapers)
Pages: 23 pages
Date: 2013-01
New Economics Papers: this item is included in nep-com, nep-hme and nep-ind
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Persistent link: https://EconPapers.repec.org/RePEc:edg:anecon:0051

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