IDEAS home Printed from https://ideas.repec.org/a/wsi/acrjxx/v05y2001i01ns0218927501000056.html
   My bibliography  Save this article

Gulfstream Aerospace Corporation — Penetrating Asia'S Corporate Jet Market

Author

Listed:
  • May Lwin

    (The University of Singapore, NUS Business School, Singapore)

  • Jochen Wirtz

    (The University of Singapore, NUS Business School, Singapore)

Abstract

In January 2000, Gulfstream was reviewing its plan to enter the East and Southeast Asian markets. Gulfstream Aerospace Corporation was well known for reliability, performance and innovative features of its business jets. Its existing clientele came mainly from North and South America and Europe. With the Asian markets recovering from an economic crisis, Gulfstream wanted to solidly position itself as the market leader in Asia. The company's major concern was how to sell the idea of travelling in corporate-owned business jets rather than in first or business class in commercial planes. Essentially, Gulfstream needed to devise a marketing strategy that would allow it to capture a leadership position in the Asian market. The case provides an understanding of the unique features of business buyer behavior and the unique aspects of industrial marketing.

Suggested Citation

  • May Lwin & Jochen Wirtz, 2001. "Gulfstream Aerospace Corporation — Penetrating Asia'S Corporate Jet Market," Asian Case Research Journal (ACRJ), World Scientific Publishing Co. Pte. Ltd., vol. 5(01), pages 97-120.
    • Handle: RePEc:wsi:acrjxx:v:05:y:2001:i:01:n:s0218927501000056
    DOI: 10.1142/S0218927501000056
    as

    Download full text from publisher

    File URL: http://www.worldscientific.com/doi/abs/10.1142/S0218927501000056
    Download Restriction: Access to full text is restricted to subscribers
    File URL: https://libkey.io/10.1142/S0218927501000056?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:wsi:acrjxx:v:05:y:2001:i:01:n:s0218927501000056. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Tai Tone Lim (email available below). General contact details of provider: http://www.worldscinet.com/acrj/acrj.shtml .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.