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Mr. Leahy scored a major coup in 1999 when JetBlue decided to launch with a fleet composed entirely of Airbus A320s. In the years that followed, more low-cost carriers around the world, like easyJet, placed big orders, too.

Airbus had pulled ahead of Boeing by 2005. “Boeing has struggled with the development work needed to take the company into the 21st century,” Tim Clark, president of Emirates, the Dubai airline, said that year. Airbus, he said, “has been braver, more brazen.”

In 2008, Airbus delivered 483 airplanes, while Boeing delivered just 375. Three years later at the Paris Air Show, Airbus took orders for 730 aircraft, worth some $72.2 billion, with its new fuel-efficient version dominating.

“Boeing was just completely arrogant in dismissing the viability of the A320,” said Scott Hamilton, managing director of the Leeham Company, an aviation consulting firm.

As American considered placing its largest-ever aircraft order exclusively with Airbus in the spring of 2011, executives at the carrier initially didn’t believe Boeing thought that the threat was real, according to a person involved with the discussions, who spoke on the condition of anonymity.

Airbus had a team camped out in a suite at the Ritz-Carlton in Dallas, near American’s headquarters. Mr. Leahy traveled to Dallas and dined with the American chief, Mr. Arpey, at the Mansion on Turtle Creek, a five-star hotel. Boeing visited less frequently, according to several people involved in the sales process.