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ISSN : 2005-0461(Print)
ISSN : 2287-7975(Online)
Journal of Society of Korea Industrial and Systems Engineering Vol.41 No.4 pp.146-159

Analysis of Reward and Royalty Programs Affecting Customer Satisfaction and Recommendations in the Purchase Process in Luxury Goods

Soo Young Choi*,Keun Young Park**,Hyun-Soo Han***†
*Hanyang University, Graduate School of Business, Ph.D. Candidate; Kolon Automotive, Head of sales
**Whips Inc., Technical valuation center, a senior fellow
***Hanyang University, Business School, Professor
Corresponding Author :


This study analyzed what premium features significantly affect customer satisfaction and their recommendation, and what factors significantly affect product attributes. In the process, first, the loyalty program and the customer compensation program were studied to determine the impact of the customer satisfaction and recommendation. The study analyzed that quality and design of product properties had significant effects on all factors, but the brand was not significantly affected. Second, while superiority, differentiation and scarcity of luxury items are significant to customer satisfaction but superiority is only significant in relation to recommendation intention. Third, the preceding study shows that the customer compensation program has a significant impact on sales growth, but the study found that it was not for imported luxury car customers. Fourth, if the royalties program is low in awareness, it has been analyzed that the scarcity and customer satisfaction relationships among luxury goods have been adjusted. On the contrary, if there is a high level of awareness, it is analyzed that there is a control effect customer satisfaction and differentiation among luxury brands. In the conclusion, in order to satisfy customers at the import luxury car market, the differentiation of luxury goods by standard index must be strengthened and the brand must be strengthened among the attributes of the product. In addition, by raising awareness of the royalties program, the relationship between differentiation and customer satisfaction can be enhanced.

명품 구매과정에서 고객만족과 추천의향에 영향을 미치는 보상 및 로열티 프로그램의 분석 - 고급 수입차 매장을 중심으로 -

*한양대학교 경영대학 경영학과, 코오롱 오토모티브(볼보) 영업본부장
**(주)윕스 기술가치평가센터 책임연구원
***한양대학교 경영대학 경영학과 교수