The marketing of luxury goods faces a fundamental challenge: balancing sales growth against exclusiveness. In today’s digital world, this trade-off has become even more challenging. A luxury brand’s fragile concept of exclusiveness is seemingly incompatible with the ubiquitous availability provided by the mass medium Internet. The author addresses this trade-off both conceptually and empirically. First, the author conceptually examines the specific marketing-mix for luxury goods in terms of product, price, communications, and distribution management. Second, this marketing-mix is applied to the online environment. Third, the author empirically tests the effects of the online accessibility of luxury goods on consumer perceptions of scarcity and desirability.
About the author
Philipp Nikolaus Kluge earned the doctoral degree in marketing at the WHU – Otto Beisheim School of Management in Vallendar, Germany. He studied business administration at the Rotterdam School of Management, the Warsaw School of Economics (SGH), and the University of Passau.
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