Marketing and Product Development Research
Z-Wing is a manufacturer of commercial and military aircraft for the airline industry and governments. Janssen Aircraft is Z-Wing’s main competitor which has recently captured 47 percent of the industry market share. Z-Wing and Janssen both sell their products to the organizational markets rather than to the passengers or crews and must take into consideration the needs of the organizational buyer. Organizational buyers are typically few in number and have specific buying criteria such as (1) price, (2) ability to meet the quality specifications required for the item, (3) ability to meet required delivery schedules, (4) technical capability, (5) warranties and claim policies in the event of poor performance, (6) past performance on previous contracts, and (7) production facilities and capacity (Kerin et al, 2006). Suppliers that meet or exceed these criteria create customer value (Kerin et al, 2006).
Airbus Corporation ()
Airbus is a division of the European Aeronautics Defense and Space Company (EADS) which supplies commercial passenger and cargo aircraft to the airlines and freight companies such as FedEx and United Parcel Service (UPS). Air bus markets itself as a global leader in the development of technologically advanced and environmentally friendly aircraft. With the rising cost of oil, growing concerns over global warming from burning fossil fuels and the fact large aircraft consume large amounts of fuel it is becoming increasingly important for an airline company to have the most fuel efficient aircraft available in order to reduce operating costs, reduce carbon dioxide output and increase profits.
Airbus is taking orders for the A380 which is largest passenger air ...