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Bombardier (B): The Los Angeles Metro Transit Authority Decision
Spekman, Robert E.; Crowder, Lane Case M-0471 / Published August 28, 1996 / 4 pages.
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Product Overview

The purpose of the case is to help students understand the complex nature of a visible and expensive organizational buying process. The goal is to help students appreciate the nature of the selling task, the complex interplay of different decision-making-unit members, and both the political and economic factors that often permeate such purchasing decisions. The B case brings closure to the issues raised in the A case (UVA-M-0470). It documents what happened to the key competitors after the Los Angeles decision was finalized.

  • Overview

    The purpose of the case is to help students understand the complex nature of a visible and expensive organizational buying process. The goal is to help students appreciate the nature of the selling task, the complex interplay of different decision-making-unit members, and both the political and economic factors that often permeate such purchasing decisions. The B case brings closure to the issues raised in the A case (UVA-M-0470). It documents what happened to the key competitors after the Los Angeles decision was finalized.

  • Learning Objectives