Abstract
Discrete choice analysis is extended into the corporate arena with an analysis of general aviation business jet purchases. Based on previously overlooked data derivable from US aircraft registrations, an estimated model confirms that the business jet market processes information about product attributes similar to household markets for automobiles. Corporate purchasing decisions seem most sensitive to operating efficiencies, interior comfort, and brand loyalty. Price matters, but the average estimated response is inelastic. Other statistically significant attributes with choice elasticities less than one, include aircraft speed and reliability/safety.
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