The Buying Process

Discussion: The Buying Process

Paper details

ou are hired as an airlines marketing consultant to provide all the major US carriers with process improvements in their buying process for new aircraft. According to recent reports in aviation related publications and newspapers, many Gulf-based airlines ( (i.e. Qatar, Emirates, and Etihad airlines) are buying the state of the art Boeing 787 Dreamliner or Airbus 380 to position their company for expansion into US and Canadian markets. Provide a hypothetical overview how an airline would use each of the four/five stages in the buying process to purchase a new aircraft. Be sure to reflect upon how this purchase may allow the airline to better meet the needs of the customer. Note: Information on the stages in the buying process can be found in the power point. In addition, numerous Internet sites describe this marketing activity in detail.