There is something of an urban legend that Boeing deliberately used the Sonic Cruiser to trick Airbus into building the A380 and pouring billions of dollars into a project that was doomed to huge costs and moderate sales. I came across it most recently doing an online Strategic Management course from the Copenhagen Business School. The course director, Robert Austin, mentioned it as a classic example of a strategic ploy by one company to trick another, despite it by his own admission not having been confirmed by either side. Which got me thinking, was it really true?

 Adrian Pingstone 2015

Airbus A380

The Airbus A380. Was Airbus tricked into building it?


The Case for it being a Trick

For those who don’t know the Boeing Sonic Cruiser was to be a mid-sized high-subsonic speed aircraft, cruising around Mach 0.98. It featured a daring design and was seen as the next big thing from Boeing. Here’s the launch video:


Then Boeing CEO Alan Mulally launches the Sonic Cruiser


I find the video interesting for three reasons:

  • The CEO lacks enthusiasm and conviction while launching an exciting multibillion dollar programme.
  • The civil aerospace industry is somewhat risk-averse. The development costs for new aircraft are in the billions of dollars and the returns typically come after years of production. The most innovative civil airliner ever, Concorde, was a financial disaster. Yet here is the Boeing CEO announcing the intention to develop a bizarre looking aircraft for an unproven market need (greater speed).
  • Finally he mentions that “the engine-technology” needed for the project has finally arrived. This is ironically the inverse of what is true- the engine technology has been around for years. Just look at Aerion’s original plans to build a supersonic business jet using JT8Ds designed for 1960s subsonic airliners. What was missing (and still is) is any desire by an airline to pay more for an aircraft that only flies 15% faster.

Clearly all is not what it seems. Was Boeing trying to fool Airbus into committing to the A380? Boeing abruptly cancelled the project a few months after A380 production started and went on to develop the more conventional 7E7 (eventually 787), which has outsold the A380 about 4:1.


What Doesn't Square

What no proponent of the ploy theory can explain is exactly how the Sonic Cruiser was meant to push the A380. The Sonic Cruiser and the A380 are very different aircraft and it is difficult to see the launching of one as directly influencing the launching of the other.

Although Airbus and Boeing have had differing predictions of how many aircraft will be sold and of what size, both forecast high future sales in the mid-sized airliner market. The Sonic Cruiser and 787 both lie in this mid-size sector, along with several other established Airbus and Boeing types, and the normal reaction to a new aircraft is to develop a direct competitor (A350 for the 787, 737MAX for the A320neo). It is therefore unclear why Boeing’s new entry into the well-establish mid-sized market would induce Airbus to act in the very-large sector.

Surely if Boeing wanted to trick Airbus into investing into the A380 the best way would be to announce it was also considering a similar plan (to spur Airbus forward), or to leave an obvious gap in the market by announcing plans to scale back production and support of the larger Boeing aircraft?

 CC BY-SA 2.0 Dave Subelack 2011


The Boeing 747-8 Passenger Version


However the final blow to the theory weighs 488T and is 76m (250ft) long; even before completing the 787, Boeing launched the second largest passenger plane in history, the Boeing 747-8 in 2005. If Boeing thought the A380 was such a bad idea, why did they build their own "superjumbo"? The 747-8 has sold even worse than the A380, managing just 51 passenger version sales (more for the freighter) and Boeing subsequently announced a $1bn write-down on the programme.


So What is Going On?

I think many people correctly see that the Sonic Cruiser was never meant to be built, but misunderstand at who it was aimed. With the launch of the A380, Boeing was for the first time cast out of the media-spotlight by its younger competitor. The Sonic Cruiser was a ploy for the world media to cover a natural gap in new programmes at Boeing and hold world attention with a project that demonstrated Boeing was an innovative company that was not being outpaced by its rival. As soon as the technology to launch the 787 was ready the Sonic Cruiser "programme" could be (and was) called off. However the idea that Boeing pushed Airbus into building the A380 with the Sonic Cruiser is a step too far, which lacks evidence and plausibility when closely examined.


0 # Paul Hogan 2019-08-25 12:35
I have only just come across this article while searching for a decent photo of the sonic cruiser.. However, I can say that during a discussion I had with the late Jo Sutter, creator of the B747, that there is more than an element of truth in what is said about Boeing flying a kite to trick Airbus into making the A380. Jo told me there was never any intention to build the BSC as it was only ever a marketing ploy. He said that the company,having got 'burned' on the B2707 project, had little or no interest in SST projects but if they did enter the field then it would be for a full on SST and not a sonic cruiser. The reason being that costs would be marginal between the two ideas so you might as well go SST. I hope this helps.
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0 # Cole 2018-09-19 12:04
Thanks for finally writing about >Did Boeing Trick Airbus into the A380 with the Sonic Cruiser?
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0 # Abraham 2018-08-21 11:07
Quite insightful piece. The issue of a ploy is quite debatable
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0 # Igor 2018-06-06 18:44
Nice article! Sounds reasonable! Thanks!
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0 # OWEN 2018-01-06 18:44
strategy as ploy
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+1 # Ciaran Parker 2017-08-05 14:36
So much of the discussion has centered on Boeing's actions. How far did these impact on Airbus needs more investigation of that company. As for Mr Mullaly's launch, I'm glad most agree that it was unconvincing. I was once an active member of Toastmasters International, and his presentation would have got a thumbs-down evaluation. Speaking of hands I was struck by his body language.
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0 # Sohail Butt 2017-08-02 07:31
Hello: I appreciate above writing of Mr. Michael Illsley about Boeing Super Sonic Cruise. In terms of strategic management, it is truly only a PLOY. As a marketing strategist, I will suggest to CEO of Being Company, please compare the things rightly. It is really an example of a comparison between HORSE & donkey.
With best regard.
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+1 # Jeff 2017-04-28 12:59
I agree with you. There is no way Boeing could know what Airbus would do, so one is not necessarily the cause of the other. As you say, it is still a ploy, for media attention, to distract shareholders, their board, to give the impression of progress. In the end, we don't know. There still might be some cause and effect here. Competitors often look at each other to determine "best in class", as the phrase goes.
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+3 # Femi-Stevens 2017-03-03 16:57
A case of Strategy as Ploy and a Plan where courses of action are being taken while hoping to use the prevalent outcome/event/situation to determine the next courses of action.
A rolling wave planning (RWP) which is the process of planning in waves as the project proceeds and later details become clearer, plans are adjusted based on situation at-hand or as situation unfolds.
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+1 # M P Vijayakumar 2016-12-21 13:10
I think Boeing actually left a gap by practically abandoning the 4 engine 747 in favour of the more popular twin engine 777s.
747 s sales were flagging and Airbus was kind of failing with the 4 engine A340. In a sense large aircraft segment ( 450 + seats) were getting left uncovered by products from either of them.
Comment about engine technology is correct, which is still true.
So sonic cruiser was never meant to be.
But ploy I doubt
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+2 # Libbie A Adams 2016-12-07 09:46
I would need more information on this to make a more in-depth conclusion. But, it looks as if they wanted to take attention away from their failures, and made them selves look like they were more technologically advanced than they actually are.
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+2 # Derek 2016-11-12 04:47
Very insightful, thanks for the write up!
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-1 # Kamal 2016-08-30 12:28
I am with the idea that Boeing had created a ploy for the world media to cover its own faults. The fact that once the 787 was ready Boeing called of the Sonic Cruiser.
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