Discussion Module 4: Business Buying Behavior

The airlines industry provides an interesting backdrop for a discussion of the business buying process.
The buying behavior of the organizations that buy goods and services for use in the production of other products and services or to resell or rent them to others at a profit.
Consider the major influences on business buyers found in the Boeing Supplier website and then discuss Boeing's expectations of supplier.
CHICAGO, April 18, 2014 /PRNewswire/ -- Boeing (NYSE: BA) has honored 16 organizations with its Supplier of the Year awards, recognizing exceptional performance and contributions to the aerospace company's success during 2013.
The awards are based on meeting or exceeding quality, on-time delivery, post-delivery support and affordability goals, and demonstrating the ability to anticipate and respond to changing requirements.
"These supplier-partners performed exceptionally last year—in ways that differentiated them," said Jim McNerney, Boeing chairman and chief executive officer. "They helped us provide our customers with more capability for less cost in today's dynamic environment. We look to their partnership in the future to keep Boeing at the forefront of technology, innovation, productivity and affordability."
Each year, Boeing spends more than $60 billion for goods and services from more than 21,000 suppliers and partners around the world that collectively employ more than one million people. In 2013, Boeing's global supply chain contributed more than 60 percent of the value of its products.
"With increasing competition and tightening budgets, it's more important than ever to have a global supply chain that is committed to first-time quality and component reliability and consistently delivers high performance," said Jack House, vice president, Supplier Management for Boeing Defense, Space &