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Using image and film advertisements, interviews, social media and public and private archives, Luxury Fashion and Media Communication offers an interdisciplinary approach to analyzing the value of the luxury object. Regular reports on consumption in media and frequent advertising on social media have allowed people all over the world to share in the issues and development of luxury; but how is it communicated, and how has it affected the consumer?An international range of scholars explore the material and immaterial value and meaning of luxury, how it is materialized and how it is communicated between the luxury industry and the consumer. Investigating French, Italian and Spanish luxury brands and their communication strategies on the global market, and including two chapters focusing specifically on the Chinese and American markets, they examine the ambiguity of the luxury commodity. This volume shows particularly the conflicting narratives between the idea of exclusivity and human skills and their mass marketing.In exploring theoretical perspectives alongside the practicalities of how luxury is communicated, Luxury Fashion and Media Communication reveals the value of the luxury object and the consumer's behaviour in relation to that value. It offers an innovative and important intervention in the inter-related fields of luxury fashion, media and communication, and key reading for scholars, students and practitioners wishing to explore the material and immaterial value of luxury.

This book re-evaluates the diffusion and positioning of fashion and luxury brands following the impact and disruption of digital transformations, particularly on existing omni-channel models and touchpoints and consumer behaviours. By exploring the importance of digital transformation and discussing the benefits and challenges it has created for the fashion industry, this book provides insights into the role of various digital technologies, systems and strategies in generating and maintaining brand value and equity, customer engagement and experiences and connecting the marketplace and marketspace. Chapters 2 and 16 are available open access under a Creative Commons Attribution 4.0 International License via Springer Link.

Recently, sustainability has become a focal point for companies across all sizes and sector, and the luxury industry is no exception. This shift reflects a growing awareness of the environmental, social, and community impacts of business activities. However, integrating sustainability into the luxury industry poses unique challenges due to the apparent mismatch between luxury and sustainability. While luxury often connotes indulgence and opulence, sustainability emphasizes altruism, ethical practices, and moderation, seemingly conflicting with traditional luxury values. This book, first attempts to resolve the abovementioned divergence between luxury and sustainability. Thanks to an in-depth analysis of the definition of luxury, the authors demonstrate that sustainability is in line with the young consumers'idea of luxury. Moreover, leveraging a structured review, the book organizes the scientific production on sustainable luxury in the research area and explains the reasons for matching luxury and sustainability. Then this book also attempts to explain to what extent luxury brand companies are improving their commitment to sustainable actions. In this endeavor, the authors explore the fundamental issues within sustainable luxury and the integration of sustainability into the corporate business model. The explorations also include the companies'efforts to communicate sustainability both offline and online with a focus on the themes and tools. Finally, this book offers a benchmark by providing the audience with several business cases. The discussion of case studies aims to meet the needs of a wide and varied audience, from university students to CSR managers looking to extract valuable insights and adapt them to their respective business contexts.

This textbook discusses luxury marketing management, considering the broader range of decisions related to the complexities of offering luxury as services. Placing a strong emphasis on strategy as well as positioning and the market, it focuses on the challenges in luxury related to the traditional 4 Ps (Products, Place, Promotion and Price), in addition applying the service-dominant logic to luxury management in relation to the other 4 Ps in marketing decisions (People, Process, Panorama, and Productivity).The text opens with an exploration the history and evolution of the concept and definition of luxury and the effect upon the practice of luxury marketing today, concluding with an overview of the contemporary luxury market, description of the main players, and relevant industry trends. It then discusses marketing strategies as applied to the luxury market, including market identification, brand communication, product positioning, pricing, flow of goods, foreign market entry, and more.With contributions from luxury marketing practitioners to offer practical knowledge as well as real world cases studies, this textbook will equip students with a comprehensive understanding of marketing in the luxury industry and the tools necessary to be successful in the management of luxury brands.

In an era marked by sudden and profound change, the fashion world has also experienced significant transformations. Its boundaries, its rationale and its protagonists have all been redefined, with these changes continuing now and in the future. The purpose of this book is to analyze this market with particular focus on the segment defined as'high-end'and to provide entrepreneurs, professionals, workers in the sector, consultants, and business/fashion students, a context to understand better the latest and most up-to-date ideas and how to govern their growth. The starting point for the book's discussion begins with the title of the book, which emphasizes two important characteristics regarding its context: the increasingly blurred distinction between offline and online - hence the term'onlife'- and the absence of rules, given the obvious out-of-date nature of those on which fashion companies have based their business strategies in recent decades. This has led the authors to propose a handbook of new rules, suitable for a world that increasingly appears to be lacking them.

Mars 2020, pas l'ombre d'un client en boutique. Le pied sur l'accélérateur, les marques de luxe se précipitent à la poursuite de leurs clients exilés online et empruntent le virage digital sans vriller. Direction un nouveau territoire plein de promesses, le web3. Au programme : métavers, NFT, blockchain, un nouveau champ des possibles où l'imagination est la seule limite.Le moment est grisant, le rebond du secteur spectaculaire. De nouvelles pratiques et concepts émergent chaque jour et les points de contact se multiplient, créant une manne d'opportunités pour que l'ambition méta-luxe se concrétise. Les exigences de l'expérience client — personnalisée, fluide, intuitive mais aussi engagée, durable et transparente — sont les nouveaux indicateurs de performance de ce luxe 3.0.Entièrement remaniée, cette seconde édition de Luxe & Digital rassemble les points de vue et expertises du plus grand panel de géants du digital et du luxe jamais réuni à ce jour. Ils poursuivent un double objectif : vous guider pour franchir les nouvelles frontières digitales, et inviter le secteur du luxe à être résilient face aux transformations digitales d'aujourd'hui et de demain.Préface de Nicolas Hiéronimus, Chief Executive Officer de L'OréalAvec la participation exceptionnelle d'Arianee, Bain & Company, Bird&Bird, Breitling, Catchpoint, Contentsquare, DressX, Epsilon France, Exclusible, Farfetch, Google, HUB Institute, Hylink, IFOP, Launchmetrics, LinkedIn, Microsoft, Mira, Onepoint, Printemps, Publicis Luxe, Salesforce, Sotheby's, The Sandbox, Twitter, Ykone.

Qu'est-ce que le luxe aujourd'hui pour les consommateurs? Comment les maisons de luxe peuvent-elles concevoir une expérience satisfaisante on line et off line? Plus que dans tout autre secteur, la consommation de luxe répond à une recherche d'émotions, de plaisir et de valorisation. À l'ère du digital, le nouveau client engagé et digitalisé veut vivre des expériences inédites – et pas seulement acheter des produits ou des services.Vous trouverez dans ce livre les clés pour comprendre le phygital (physique + digital) afin de concevoir des expériences de luxe en phase avec les besoins fonctionnels, sociaux et émotionnels des nouveaux consommateurs, et notamment les digital natives, tout en créant un continuum de valeur connectant l'espace physique à l'univers digital. Grâce à des outils comme le marketing mix expérientiel, qui allie émotion et digital, le luxe positif, un modèle de développement durable assurant une compatibilité entre les expériences de luxe et la responsabilité sociale et environnementale, et le Smart data immersif pour analyser l'expérience client, vous comprendrez comment mettre en place une bonne expérience client.Enrichi de nombreux exemples, ce livre de référence s'adresse à l'ensemble des acteurs privés et publics intervenant dans le domaine du luxe, ainsi qu'aux formateurs et aux étudiants qui pourront appréhender l'écosystème phygital pour concevoir des expériences de luxe en phase avec les nouvelles tendances et ainsi se reconnecter avec les nouveaux consommateurs.

Offering a holistic approach to positive luxury, this comprehensive book provides a novel framework grounded in the new paradigm of Transformative Luxury Research (TLR) stream. TLR helps luxury businesses and researchers develop in-depth knowledge about the mechanisms and factors that shape the future of positive luxury thinking and doing while promoting collective and individual well-being outcomes, social justice, eco-friendly practices, and sustainable growth, involving various stakeholders, communities, and institutions across developed and developing countries. Through a wide range of empirical, methodological, and theoretical contributions, examining the social, environmental, organizational, political, and cultural issues in responsible luxury marketing, this book explores the relationship between luxury consumption, production, and well-being outcomes. It offers a comprehensive overview of how luxury businesses can transform their practices and thus play an active role in promoting positive luxury within the industry and beyond along with enhancing their competitiveness, innovation, and profitability.The idea of well-being outcomes and sustainable growth, as applied in the TLR agenda, calls for synergistic theoretical and practical approaches. The content of this book, through different exciting chapters, will generate novel ideas to promote positive luxury business models leading luxury firms to transform their practices by advancing the current understanding of ethical and responsible business practices, which contribute to individual and collective well-being within the luxury field.

Rapid shifts in technology and societal changes accelerated by the Pandemic have fundamentally changed the way that customers experience luxury. While digital transformation has unlocked new opportunities to connect one-to-one with customers, the challenge for luxury brands is to engage with customers while protecting their brand equity and leveraging digital tools to build personal relationships with customers. Taking you beyond omni-channel marketing, this book takes a deep dive into the concept of omni-personal, which enables you to connect your brand to relevant and individual experiences. Highly practical in scope, it takes you on a journey to building individual and relevant experiences and relationships at scale. The authors answer the essential questions of who, why, how, what and when omni-personal matters most in luxury, offering best-practice examples, case studies and interviews with industry leaders. Ultimately, this book shows you how to embed the omni-personalstrategy into your business and offers a framework to help you assess your organization's ability to deliver omni-personal marketing along the different channels and touchpoints within the customer journey. This book is for anyone who is interested in the future of luxury, including industry experts and brand managers who want a better understanding of the required steps towards an omni-personal customer relationship.

This book looks at luxury brand management and strategy from theory to practice and presents new theoretical models and solutions for how to create and develop a worldwide luxury brand in the twenty-first century.The book gives an overview of how a luxury brand is created through the understanding and application of economic rules and through firms adopting new management models across multiple business dimensions. It also explains the application of theories and models and illustrates specific issues through case studies drawn from international markets such as China and France. The Chinese cases provide unique opportunities and insights into how these new luxury brands were created and how they have benefited from the international market over time. From the international brand management perspective, this book is a useful reference for anyone who wants to learn more about luxury brand management and to better understand how the international market has evolved and how products may change the rules of the game.

This book explores omnichannel fashion and luxury retailing with a particular emphasis on the role of computer-mediated marketing environments in determining a consumer's purchase and post-purchase trajectories.The fashion industry has evolved rapidly over the last few years with the diffusion of fast fashion and luxury democratization, not to mention the advent of ICT and the development of communication. Today, fashion companies face new challenges, such as how to manage brands and how to choose between marketplaces and digital marketspaces. While some companies focus on one channel selection, others embrace the omnichannel choice and look for a balance between the two environments. Whatever the strategy, it is essential to manage these touch-points in order to create interaction between consumers and brands, provide meaningful customer experiences, and to maximize customers'engagement. An insightful read for scholars in marketing, fashion and retail, this book investigates the triangulation between branding, marketplace, and marketspace and its impact on the organization.

À travers une approche internationale, cet ouvrage présente les axes de gestion, de marketing et de création spécifiques à l'industrie du luxe. Écrit par des experts du secteur,il propose :• une approche générale des principaux secteurs du luxe : mode, parfums et cosmétique, vins et spiritueux, joaillerie et horlogerie, maroquinerie, hôtellerie ;• une analyse des enjeux stratégiques pour l'entreprise ;• une description des aspects opérationnels des fonctions de création, communication, distribution et logistique ;• des instruments analytiques pour approfondir la gestion de l'identité des marques.

Expand your existing portfolio by using the creative luxury process to elevate specific products and provide greater value to customers.Contrary to popular belief, luxury is a well-defined code that can be reapplied to any other product or service to enhance its value. Adding Prestige to Your Portfolio reveals how non-luxury companies can apply the principles of luxury and creativity to transition parts of their portfolio to luxury status.Adding Prestige to Your Portfolio describes how companies can elevate any product or service at each step of the customer buying journey (awareness, search and compare, purchase, use, advocate). By applying the creativity technique Closed World Principle, readers can determine which luxury benefits (security, fun, self-respect, self-fulfillment, accomplishment, recognition, relationships or belonging) would best map to their product or service and garner the greatest business impact at that particular stage of the customer buying journey.Illustrated with examples from industries as diverse as healthcare and industrial equipment, Adding Prestige to Your Portfolio shows companies how to borrow the elements of luxury and sprinkle them throughout the customer experience in order to strengthen loyalty and increase their appeal to potential new customers. Online resources include sample syllabi, templates to aid in application of framework, case studies and discussion questions.

Discover the meaning of the latest trends in the luxury industry with this resource from leading voices in the field The thoroughly revised Second Edition of The Road to Luxury: The New Frontiers in Luxury Brand Management delivers a comprehensive overview of the foundations of, and new developments in, luxury brands. The book discusses a new wave of mergers and acquisitions, the rise of Gucci, the growth of Balenciaga, a variety of new collaborations between different companies, a growing support for sustainability, and the COVID-19 pandemic. Readers will also benefit from the inclusion of: An insightful analysis of the impact and meaning of the COVID-19 for the luxury industry, particularly for market growth in China The creation of savoir faire and business plan competitions in the luxury industry LVMH's sponsoring of Viva Technology Perfect for students in MBA programs or taking degrees or courses in Luxury Brand Management, The Road to Luxury will also earn a place in the libraries of executives and managers in the luxury business, marketing, branding, and advertising professionals and companies, and entrepreneurs interested in the workings of the luxury industry.

In recent times, the advent of new technologies, the concerns about sustainability, and the new tastes of the youngest generations of luxury consumers have affected the traditional dynamics of the luxury goods markets. These emerging issues have caused significant changes in the marketing of luxury goods. Sustainable development is not a new practice in the luxury market but is of increasing importance. The real challenge is for luxury companies to overcome the residual corporate social responsibility perspective to embrace a real integration of environmental, ethical, and social concerns into the corporate strategy. Integrated output and sustainable processes, the introduction of non-financial reporting as operational practice, and a new orientation to circular economy practices are emerging issues that still today request for a deeper exploration both on the academic and managerial point of view. Digitalization is another relevant issue that is reshaping the business model of luxury companies. Big data, blockchain, omnichannel experience, and digital customer experience represent the main digital challenges that luxury brand companies are facing nowadays. Luxury brands must keep up with these digital demands and sustainability concerns to maintain their position in the global market. Developing Successful Global Strategies for Marketing Luxury Brands upgrades the most relevant theoretical frameworks and empirical research about the marketing of luxury goods. This book is focused on contemporary issues affecting luxury industries such as digital transformation (blockchain, big data, analytics, innovation processes), sustainable development, changes in luxury consumers'behavior, integration between physical and online channels, and the development of social media marketing strategies. Chapters will cover areas of marketing, management, buyer behavior, and international business, creating a multidisciplinary approach for this book. This book is ideal for scholars, local government agencies and public bodies, managers, luxury business owners, along with practitioners, stakeholders, researchers, academicians, and students who are interested in emerging issues affecting the luxury market, such as sustainability and digital transformation.

The globalization of the world's markets has forced luxury brands to, in turn, become global and accessible in many developing countries and emerging markets. As a result, the demand for these luxury products has increased globally, creating a need for an education in luxury that acknowledges the global perspective yet, at the same time, incorporates subtle regional nuances into luxury and fashion marketing. Keeping this global and regional perspective, Luxury and Fashion Marketing: The Global Perspective examines the elements of luxury marketing that contribute to superior luxury brand performance. Specifically, this volume focuses on mission statements, logos, airport retailing, franchising, challenges in luxury marketing, fashion relating to politics, environment, and beachwear, and case studies on luxury brands and emerging markets. Luxury and Fashion Marketing: The Global Perspective is unique in that it is written in a simple and engaging style to explain the theories and concepts of luxury in relation to the ordinary in the global context. Each chapter has to-do activities, making the book essential reading for students, trainers, and practitioners interested in luxury and fashion marketing and management.

This book examines the ways in which luxury fashion brands use their heritage in their digital storytelling and marketing.With chapters from authors in China and Macau (PRC), India, Romania, Turkey, the United Kingdom, and the United States, covering British, Chinese, French, Japanese, Indian, Italian, and Turkish brands, this truly global collection is the first book of its kind devoted solely to the emerging study of digital heritage storytelling. This method of reaching potential consumers and perpetuating brand identity is a hugely important factor in the marketing of luxury brands and has yet to be studied comprehensively.The book will be of interest to scholars working in fashion studies, fashion history, design history, design studies, digital humanities, and fashion marketing.

Learn about the luxury brand industry from the inside out with this masterful and insightful resource The newly revised Fourth Edition of Luxury Brand Management in Digital and Sustainable Times delivers a timely re-examination of what constitutes the contemporary luxury brand landscape and the current trends that shape the sector. Distinguished experts and authors Michel Chevalier and Gerald Mazzalovo provide readers with a comprehensive treatment of the macro- and micro-economic aspects of management, communication, distribution, logistics, and creation in the luxury industry. Readers will learn about the growing importance of authenticity and sustainability in the management of fashion, perfume, cosmetics, spirits, hotels and hospitality, jewelry, and other luxury brands, as well as the strategic issues facing the companies featured in the book. The new edition offers: A new chapter on the'Luxury of Tomorrow,'with a particular focus on authenticity and durable development A completely revised chapter on'Communication in Digital Times,'which takes into account the digital dimension of brand identity and its implications on customer engagement activities and where the concept of Customer Journey is introduced as a key marketing tool A rewritten chapter on'Luxury Clients'that considers the geographical changes in luxury consumption Considerations on the emerging notion of'New Luxury'Major updates to the data and industry figures contained within the book and a new section dedicated to the hospitality industry New semiotic analytical tools developed from the authors'contemporary brand management experiences Perfect for MA and MBA students, Luxury Brand Management also belongs on the bookshelves of marketing, branding, and advertising professionals who hope to increase their understanding of the major trends and drivers of success in this sector.

Luxury is no longer a privilege of the high-net-worth individuals. It is now accessible to all. This has become possible because the essence of luxury has changed: from something based upon materialism and conspicuous and hedonic consumption to one that embraces enrichment and experiences for the consumers. This evolution creates challenges for luxury brands and for the managers of luxury brands. Building Consumer-Brand Relationship in Luxury Brand Management is a collection of innovative research that focuses on the conception and marketing of luxury as an experience and explores more integrative and comprehensive approaches to modeling and understanding the consumer-brand relationship with luxury brands and their sustainability in a global and multicultural world. Highlighting a broad range of topics including digital marketing, consumer demand, and social responsibility, this book is ideally designed for marketers, brand managers, consumer analysts, advertisers, entrepreneurs, executives, researchers, academicians, and students.

This book provides a contemporary theoretical insight into the fashion and luxury industry, addressing potential gray areas within the literature. The authors analyze the luxury and fashion industry using multiple perspectives, allowing for a critical com

The fashion and luxury industries have been well-established for centuries, but the new disruptive digital environment is causing these industries to rethink their business case and adapt their brand offerings for consumers and experiences both online and offline, mixing physical place and digital space: phygital. This exciting new text, the first on this timely subject, written by an expert author explores the current malaise and offers ways forward through a mixture of research and practice-led examples.

Bachelorarbeit aus dem Jahr 2018 im Fachbereich BWL - Offline-Marketing und Online-Marketing, Note: 1,3, Hochschule München, Sprache: Deutsch, Abstract: In der vorliegenden Arbeit wird der Einsatz von'Costly Signals'im Kontext einer authentischen Markendynamisierung nachhaltigkeitsorientierter Luxusmarken untersucht. Mit Bezug zur evolutionspsychologischen Costly Signaling Theory werden generelle Handlungsempfehlungen im Rahmen einer integrierten Kommunikation abgeleitet. Zudem wird die Hypothese'Green as Costly Signal'auf Ihre Richtigkeit überprüft. Zu Beginn wurde aufgrund der Interdisziplinarität dieser Thematik eine Literaturrecherche auf den Gebieten der Evolutionsbiologie, der Psychologie sowie der identitätsbasierten Markenführung durchgeführt. Im Einzelnen wird das Konzept der Authentizität, eingebettet in den Ansatz der identitätsbasierten Markenführung und der Costly Signaling Theory, näher beleuchtet. Hin zu einer authentischen Markendynamisierung werden Strategien sowie spezifische Anforderungen im Kontext einer nachhaltigkeitsorientierten Luxusmarkenpositionierung erläutert. Im Anschluss werden relevante Konzepte des Costly Signaling, wie der kompetitive Altruismus und das Statussymbol, beschrieben. Schließlich werden Anforderungen an die Gestaltung der Luxusmarkenbotschaften sowie der Selektion der Kommunikationszielgruppe aufgezeigt. Um einen Einblick in das Web 2.0 mit seinen sozialen Netzwerken zu geben, wird eine empirische Analyse anhand traditioneller Luxusmarken in Facebook durchgeführt. Dabei werden Beiträge mit CSR-Bezug ausgewertet und erste Ergebnisse zur Effizienz von CSR-Signalen geliefert. Transparenz und Authentizität spielen eine essentielle Rolle, um langfristig ein positives Markenimage aufbauen zu können. In den letzten Jahren hat sich der Nachhaltigkeitsaspekt in der Gesellschaft zu einem neuen Leitbild entwickelt. Der damit verbundene Wertewandel stellt insbesondere Luxusmarken vor neue Herausforderungen, die Corporate Social Responsibility (CSR) mittels einer authentischen Markenkommunikation so zu gestalten, dass die ansteigende Skepsis seitens der Konsumenten minimiert und letztlich Informationsasymmetrien reduziert werden können.

Examine luxury branding on a global scale, with more than fifty cutting edge contributions from the foremost thought leaders in luxury management and marketing.The Management of Luxury, second edition, presents a unique snapshot of best practice insights into the increasing challenges faced in luxury business, with contributions shared by more than fifty global leaders on luxury management. The highly renowned editors draw these together into one essential handbook, ranging from luxury brand strategy, luxury consumer behaviour and market positioning, through to management succession, heritage, counterfeiting and competing effectively as a luxury SME. Fully updated in its second edition, The Management of Luxury explores the newly evolving direction of Asian market trends and how to integrate digitalization into sales and product strategies. Both are crucial for competitive advantage in the luxury market, featured alongside iconic case studies such as Burberry, Louis Vuitton and Leica. The book's value is not only in streamlining management processes and return on investment; but equally for those who marvel at an industry unlike any other, striving to trust both in the conventional and innovate new paths towards the extraordinary. Highly influential, applicable and enlightening, it is a vital addition to every luxury business manager's collection.

Bachelorarbeit aus dem Jahr 2018 im Fachbereich Medien / Kommunikation - Public Relations, Werbung, Marketing, Social Media, Note: 1,7, Hochschule Mittweida (FH) (Medien), Sprache: Deutsch, Abstract: Storytelling oder zu Deutsch'Geschichtenerzählen'ist eine der ältesten und bedeutendsten Formen, um Menschen zu informieren, unterhalten und zu überzeugen. Diese Arbeit untersucht die Potenziale des Storytellings im Kontext der Markenführung von Luxusuhrenmarken. Es werden mögliche Potenziale zur Führung von Marken ausfindig gemacht und aufgezeigt, wie diese von Markenverantwortlichen zielführend eingesetzt werden können. Die theoretische Basis der Untersuchung bildet das Begriffsverständnis der Marke und insbesondere der Luxusmarke. Weiterhin wird aufgezeigt, welche psychologische Wirkung Marken haben. Zum Abschluss des theoretischen Teils wird Storytelling als Instrument der Markenkommunikation und Markenführung betrachtet. Daraus ergibt sich die Annahme, dass Storytelling über die Kommunikation von Geschichten in Werbekampagnen hinaus das Potenzial besitzt, eine Marke ganzheitlich zu steuern. Im Rahmen der methodischen Forschung wurde anhand von drei Praxisbeispielen analysiert, inwiefern Luxusuhrenmarken das Geschichtenerzählen zur Markensteuerung bereits für sich nutzen und welche allgemeinen Potenziale zur Markenführung identifiziert werden können. Final wurde die Schlussfolgerung gezogen, dass Storytelling den Markenverantwortlichen dazu dient, eine starke Markenidentität aufzubauen, eine Marke erfolgreich zu positionieren und wirkungsvoll zu kommunizieren. Diese Erkenntnis kann den Grundstein für weitere Untersuchungen von Storytelling in der Markenführung über andere Branchen hinweg legen.

Exploring the elements that constitute the perceived luxuriousness of a brand, this book addresses the changing definitions of the term ‘luxury'in today's world. Taking the approach that the concept of luxury evolves from the consumer, the author introduces a conceptual model which explains how the consumer interprets the luxuriousness of a brand. This innovative study analyses the key elements that influence luxury branding, such as extended product, perceived uniqueness, authenticity and context specificity. By critically reflecting on the existing definitions of luxury and its challenges, this book makes a unique contribution to research and an essential read for marketing students and scholars.

Srun shows how the psychology of luxury brands truly plays into high value customer motivations and unlocks the potential to understand their decision processes which are unlike that of any other customer.Selling to very wealthy, demanding customers – whether you're selling luxury products or high value bespoke professional services – is a very different process to selling anything else to anyone else. Francis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron. The first step is learning how to physically embody “Luxury”. You need to look, speak, and move “Luxury”. The true luxury attitude is not submissive nor is it hauteur – it is gentle, generous and simply, truly human. Success comes from not just being professional but from building a genuinely luxury relationship with clients. To do that you need to truly understand your client. High value customers today are younger, international in outlook and residence, and increasingly from Asia. Their buying motivation is always about self-affirmation and pleasure and never about money. The luxury customer's decision process is unlike that of other customers. While emotion is important when selling anything to anyone – with luxury selling it is paramount. Srun shows how the psychology of Brand, Product, Place, Price and Time all play a role in customer's motivations. Finally this book guides you step by step with concrete examples and useful techniques through the seven steps of luxury selling: be prepared to sell, welcome appropriately, listen genuinely, propose and present with style, meet objections with persuasion rather than refutation, conclude sharply and finally gain loyalty for a long term relationship.

Most consumers of luxury products and services use them as status symbols – symbols of success. However, the definition of success – and the way it is perceived by others – is changing. Increasingly, consumers want the brands they use to address growing concerns that luxury products invariably come at a heavy social and environmental cost. The luxury industry faces its biggest challenge yet in satisfying an emerging demand of successful consumerism – products that meet high environmental, social and ethical standards.This collection sees internationally renowned fashion, luxury and sustainability experts come together to explore the challenges faced - and solutions developed - by luxury goods companies in sourcing, producing and marketing luxury products. Sustainable Luxury: Managing Social and Environmental Performance in Iconic Brands represents the most comprehensive collection of current writing on the nascent relationship between sustainability and luxury. It will be essential reading for academics researching sustainable development in the fashion and luxury industries and it will provide invaluable guidance for practitioners seeking the latest research to help them meet consumer demand for sustainable goods and services.

La transformation digitale est partout, touche tous les secteurs, y compris celui du luxe. Ce livre pose un regard sur le luxe digital et propose une vision afin que chacun puisse trouver le bon chemin pour prospérer dans ce grand chaos qu'on appelle la digitalisation. Ainsi, la première partie propose une thérapie de choc afin d'éliminer les complexes digitaux, puis se projette vers un demain proche, celui de luxe Postdigital. Collaborative, la deuxième partie associe 14 experts (influence, big data, Chine, social commerce, retail, e-publicité, formation, développement durable, image numérique, contenu produit, expérience, transformation, entrepreneuriat et parcours client) qui font chacun l'état des lieux de leur métier et proposent des solutions concrètes pour se transformer.

Peter Aristodemou's approach helps retail luxury brands integrate retail training into business and sales strategy, ensuring measurable results, a return on investment, and happy customers.

Jamais le luxe n'a été confronté à des challenges aussi existentiels qu'aujourd'hui. Il en sortira nécessairement transformé. Premier challenge, celui du succès, le tsunami de la demande mondiale de luxe : comment alors concilier croissance et rareté? Les stratégies de rareté abondante et l'artification du luxe montrent la voie. Challenge des nouvelles technologies et leurs extraordinaires potentialités expérientielles pour un secteur qui fonde son storytelling sur l'héritage, l'artisanat. Or les clients du luxe, chinois et millenials, ont eux totalement intégré les innovations technologiques et le digital dans leur vie, et fait le succès des challengers qui les portent. Challenge du développement durable : comment intégrer cet impératif dans la chaîne de valeur des marques de luxe? Cela redéfinit la conception même du luxe. Challenge de la mondialisation qui conduit des entreprises de luxe jusqu'ici indépendantes à entrer dans des groupes. Comment alors préserver leur identité tout en bénéficiant des synergies de groupe? Avec quelle gouvernance? Challenge de la Chine, enfin, par sa population hyper connectée, sa soif de nouveauté, de mode et de statut. Sans négliger les marques de luxe chinoises qui émergent déjà dans tous les secteurs. L'ouvrage aborde, sous un angle nouveau, ces défis du luxe et se penche sur leurs conséquences pour le management des entreprises et groupes du luxe aujourd'hui, ainsi que sur la gouvernance de ces groupes multimarques. L'enjeu est de défendre l'écart entre le luxe et ceux qui veulent lui ressembler.

Vast markets for high-symbolic-value goods serve as an expansive worldwide arena where luxury brands and products compete for consumer attention. As global luxury markets have grown and continue to grow, uncovering successful methods for maintaining brand image and consumer desire is critical to the success of high-end brands. Global Marketing Strategies for the Promotion of Luxury Goods explores the latest promotional trends, business models, and challenges within the luxury goods market. Focusing on strategies for achieving competitive advantage, new market development, as well as the role of the media in luxury brand building, this timely reference publication is designed for use by business professionals, researchers, and graduate-level students.

New Perspectives in luxury branding is a collection of key articles in this area of high and increasing importance to marketers worldwide. This collection offers insights across a range of sectors. Some of the things the book will explain:- The influence of social media on the building of luxury brands- The effect of the consumption of counterfeit luxury goods on identity- The value of brand extension as a strategy in regards to luxury fashion brands

This dissertation is devoted to attitudes of consumers toward luxury in two agricultural markets, horse sports and foods. Literature postulates a change of perceived luxury definitions and motives for luxury consumption. Accordingly, personally-oriented luxury consumption has gained significance while socially-oriented motives have been pushed into the background. Based on this, the following studies were aimed to reveal how far it has affected the consumer behavior in both agricultural markets. The research results are used to define the target groups for different kinds of luxury marketing and to give recommendations for the design of accordant marketing strategies. The studies provide empirical evidence for the existence of a shift of motives for luxury consumption and luxury definitions away from prestige and conspicuousness toward self-realization, hedonism, intangible values, functionality, sustainability and authenticity. Moreover, the results imply that luxury consumption can be categorized in tangible luxury goods and luxury experience. Despite intersections by means of hedonism and self-realization, the studies revealed differences in the consumption motives for both categories of luxury.

This book addresses the No 1 challenge of all major luxury brands today: How can these brands pursue their growth yet remain luxury? How do you reconcile growth and rarity?Kapferer on Luxury offers a selection of the most recent and insightful articles and original essays on the luxury growth challenge from Jean-Noël Kapferer, a world-renowned luxury analyst. Each chapter addresses a specific issue relating to the luxury growth challenge such as sustaining the'luxury dream', adapting the internet to luxury demands, re-widening the gap with premium brands'competition, and the importance of non-delocalization. It also explores in detail facing the demand of the Chinese clients, rising sustainable quality and experiential standards, developing real luxury services and managing luxury brands within groups without diluting their equity and more.As such, Kapferer on Luxury is the perfect and timely resource for luxury executives, communication managers, luxury observers and advanced students willing to deepen their understanding of this major luxury challenge.

A thorough, comprehensive guide to the luxury goods industry for executives, entrepreneurs, and students interested to know about the luxury business As key new luxury markets like Asia, Latin America and Africa continue to expand, The Road to Luxury: The Evolution, Markets and Strategies of Luxury Brand Management gives professionals interested in the industry a holistic understanding of luxury market dynamics around the world using stories, experiences, relevant data and statistics on current market trends. For investors, the book offers valuable insight on where the industry is headed. For industry insiders and executives, it presents valuable data with which to craft successful business strategies. The definitive insider's guide to the luxury sector by leading figures in the field Includes rigorous academic data, including information on the business attractiveness and appropriateness of various country markets Examines strategies and success factors of key players, and insight into the systems and operations, retail, distribution and e-commerce, emerging markets and emerging brands, as well as management styles For professionals in the luxury industry, as well as those studying it or investing in it, The Road to Luxury presents a complete and information-packed resource covering virtually every aspect of this growing sector.

Les + de la 3e édition• Un nouveau chapitre : le luxe de demain, entre authenticité et développement durable.• Les clients du luxe : focus sur le client chinois.• Tous les chiffres du secteur actualisés : taille des marchés, chiffres d'affaires et rentabilité des principales entreprises.• Plus de 450 marques décrites. À travers une approche internationale, cet ouvrage présente les axes de gestion, de marketing et de création spécifiques à l'industrie du luxe. Écrit par des experts du secteur,il propose :• une approche générale des principaux secteurs du luxe : mode, parfums et cosmétique, vins et spiritueux, joaillerie et horlogerie, maroquinerie, hôtellerie ;• une analyse des enjeux stratégiques pour l'entreprise ;• une description des aspects opérationnels des fonctions de création, communication, distribution et logistique ;• des instruments analytiques pour approfondir la gestion de l'identité des marques.Cet ouvrage s'adresse à tous les professionnels du luxe. Les étudiants (masters, formations continues) y trouveront aussi des réponses aux questions qu'ils se posent.

In The Management of Luxury, 50 contributors from 11 countries and 23 top academic institutions working at the forefront of luxury management research provide experienced luxury managers and luxury researchers with insightful marketing and management perspectives on the luxury market. The Management of Luxury is a book for those who marvel at the industry unlike any other; those who consider managing in it as a constant balance between trusting the conventional and trying the innovative to enable the extraordinary.Including case studies on iconic brands such as Burberry, Louis Vuitton, and Leica, The Management of Luxury equips readers with innovative insights and perspectives to better understand the nature of the luxury industry so they can more effectively manage businesses in the luxury market.

The marketing of luxury brands is a highly complex and difficult task and differs strongly from the management of ordinary brands. At the heart of the difficulty lies a paradox: To increase sales and at the same time to preserve exclusivity. A luxury brand has to be anchored in the heads of as many people as possible and be desired but it must remain inaccessible to most of them. The more a luxury brand or good gets actually purchased, the more it loses ist aura of exclusivity, ist attractiveness and ist'dream value'.The purpose of this book is to analyze the specificities of the management and marketing of luxury brands in comparison to ordinary brands. The analysis will mainly focus on the four elements of the marketing mix, namely product, place, price and promotion. A detailed analysis of the four elements will disclose the particularities of luxury brands and present the requirements of successful luxury brand management which is able to overcome the difficulties resulting from the mentioned paradox.

Uncovers the truth about luxury brand marketing and shows that like any other commercial brand, they manipulate and influence their customers with traditional commercial techniques. Full of case studies and practical tools for understanding luxury brand marketing the author provides frameworks to help companies with their own branding strategy

​The luxury market has transformed from its traditional conspicuous consumption model to a new experiential luxury sensibility that is marked by a change in how consumers define luxury. In a global context, it is crucial to understand why consumers buy luxury, what they believe luxury is, and how their perception of luxury value impacts their buying behavior.This handbook aims to provide a holistic approach to luxury marketing with respect to the characteristics and the key challenges and opportunities of luxury brand management. Therefore, the multifaceted contributions by authors from different parts of the world will offer both a research and management perspective of luxury marketing and deliver a concentrated body of knowledge with contributions from diverse elements.

The first book focusing specifically on talent management, retention and leadership in the luxury industry. It explores how to lead and manage the people this industry attracts, and the major HR challenges the industry is about to face as the previous generation of luxury pioneers retire and Asia becomes a major player in the luxury world.

The rise of emerging market luxury brands, digital and online innovations, and growth in consumption globally has opened the doors for seasoned luxury houses and new players to expand their horizons. This book charts the trends that are shaping the luxury industry, particularly the rise of the luxury industry in Asia and emerging markets.