Online strategies of brands: A case of Portuguese luxury fashion designers
-
DOIhttp://dx.doi.org/10.21511/im.19(1).2023.07
-
Article InfoVolume 19 2023, Issue #1, pp. 72-85
- Cited by
- 804 Views
-
373 Downloads
This work is licensed under a
Creative Commons Attribution 4.0 International License
The assertive online strategies of Portuguese luxury fashion brands/designers (LFBDs) are essential for managers to succeed in the digital medium and establish long-lasting relationships with clients. This paper explores the challenges in digitizing all the distinctive elements of a luxury fashion brand: the product characteristics, the luxury atmosphere, the personalization of the service, and the services provided. Fourteen Portuguese brands/designers were selected for content analysis. According to Hansen’s framework, 43% of Portuguese LFBDs fail to share information about their companies on their websites, and only 43% include promotions. Only 36% have a community outside the websites, compared to 93% of the international luxury fashion brands. Moreover, Portuguese websites lack 360° technology and augmented reality. Considering the Digital Visual Merchandising – MVD Grid, Portuguese LFBDs do not allow multiple zooms and 2D F/T cursor change, while international brands feature these tools. Regarding the Social Media Performance Analysis Grid, the global average engagement rate of Portuguese LFBDs on Facebook is 0.19% and on Instagram – 0.89%. According to Social Media Content Analysis Grid, Portuguese brands bet a lot on sharing content in story format, mainly on Instagram; however, Facebook has a higher network value. Therefore, the findings show that Portuguese LFBDs should be present and market their products online. This online presence must be supported by a multi-channel strategy while maintaining luxury product characteristics and elements of differentiation.
Acknowledgment
This study is partially financed by the Portuguese national funds through FCT – Fundação para a Ciência e Tecnologia, under the project UIDB/05422/2020.
- Keywords
-
JEL Classification (Paper profile tab)M31, M37, L81
-
References38
-
Tables3
-
Figures4
-
- Figure 1. Comparison of network values between Facebook and Instagram
- Figure 2. Comparison of the number of updated posts on Facebook and Instagram
- Figure 3. Average engagement rate of Portuguese LFBDs on Facebook
- Figure 4. Average engagement rate of Portuguese LFBDs on Instagram
-
- Table 1. Sample of Portuguese design luxury fashion brands
- Table 2. Results of Hansen’s grid
- Table 3. Analysis of Facebook and Instagram contents
-
- Ayres, S. (2019, February 20). Can emojis in a Facebook post increase reach? Agora Pulse.
- Bai, H. (2018). Omni-channel communication strategies as a way to create consumer value - evidence from luxury fashion retailers in mainland China. 4th International Colloquium on Design, Branding and Marketing. Hasselt University, Hasselt, Belgium.
- Bain & Company. (2022, June 21). Mercado global de bens pessoais de luxo atinge € 288 bilhões em 2021, aponta estudo da Bain [Press Release]. (In Portuguese).
- Celeste, P., & Moniz, L. B. (2019). Marketing performance – 80 métricas de marketing e vendas (255p.). Lisboa: Clube do Autor. (In Portuguese).
- Chandon, J. L., Laurent, G., & Valette-Florence, P. (2016). Pursuing the concept of luxury: Introduction to the JBR Special Issue on “Luxury Marketing from Tradition to Innovation”. Journal of Business Research, 69(1), 299-303.
- Corzine, M. (2018, October 29). For luxury brands, omni-channel experiences are more important than ever. Luxury Society.
- D’Arpizio, C., Levato, F., Kamel, M.-A., & Montgolfier, J. (2017, December 22). Luxury goods worldwide market study, fall–winter 2017. Bain & Company.
- Dubois, D. (2017). Digital and social strategies for luxury brands. In W. M. Thieme (Ed.), Luxusmarkenmanagement (pp. 327-337). Wiesbaden: Springer Gabler.
- Faustino, P. (2019). Marketing digital napPrática. Lisboa: Marcador. (In Portuguese).
- Godey, B., Manthiou, A., Pederzoli, D., Rokka, J., Aiello, G., Donvito, R., & Singh, R. (2016). Social media marketing efforts of luxury brands: Influence on brand equity and consumer behavior. Journal of Business Research, 69(12), 5833-5841.
- Grassi, C., & Marques, A. D. (2018). Análise de conteúdo para as redes sociais: Metodologia para uma marca de moda. Proceedings CIMODE 2018-4. Congresso Internacional de Moda e Design (pp. 240-247). Universidade do Minho, Centro de Ciência e Tecnologia Têxtil. (In Portuguese).
- Hansen, R. (2011). How fashion brands learned to click: A longitudinal study of the adoption of online interactive and social media by luxury fashion brands. In T. Leino (Ed.), Proceedings of IRIS 2011 (pp. 216-236). Turku Centre for Computer Science, Turku, Finland.
- Hansen, R., & Bjørn-Andersen, N. (2013). Cube assessment framework for B2C websites applied in a longitudinal study in the luxury fashion industry. Journal of Theoretical and Applied Electronic Commerce Research, 8(2), 3-4.
- Hootsuite. (2019, January 31). Digital in 2019: Global internet use accelerates (Special Report).
- Hur, S., Lim, H., & Lyu, J. (2020). “I” or “she/he”? The effects of visual perspective on consumers’ evaluation of brands’ social media marketing: From imagery fluency perspective. Journal of Global Fashion Marketing, 11(1), 1-17.
- Kapferer, J. N. (2012). Abundant rarity: The key to luxury growth. Business Horizons, 55(5), 453-462.
- Kapferer, J. N. (2014). The artification of luxury: From artisans to artists. Business Horizons, 57(3), 371-380.
- Kapferer, J.-N., & Laurent, G. (2016). Where do consumers think luxury begins? A study of perceived minimum price for 21 luxury goods in 7 countries. Journal of Business Research, 69(1), 332-340.
- Ko, E., Costello, J. P., & Taylor, C. R. (2019). What is a luxury brand? A new definition and review of the literature. Journal of Business Research, 99, 405-413.
- Kotler, P., Kartajaya, H., & Setiawan, I. (2017). Marketing 4.0: Mudança do tradicional para o digital (P.E. Duarte, Trans.). Lisboa: Conjuntura Actual Editora. (In Portuguese).
- Larrossa, L. (2019). Facebook para negócios – como vender através da maior rede social do mundo. Lisboa: Marcador. (In Portuguese).
- Liu, X., Shin, H., & Burns, A. C. (2021). Examining the impact of luxury brand’s social media marketing on customer engagement: Using big data analytics and natural language processing. Journal of Business Research, 125, 815-826.
- Loureiro, S. M. C., & de Araújo, C. M. B. (2014). Luxury values and experience as drivers for consumers to recommend and pay more. Journal of Retailing and Consumer Services, 21(3), 394-400.
- Macarthy, A. (2019). 500 dicas de marketing nas redes sociais. Lisboa: Editorial Presença. (In Portuguese).
- Morra, M. C., Gelosa, V., Ceruti, F., & Mazzucchelli, A. (2018). Original or counterfeit luxury fashion brands? The effect of social media on purchase intention. Journal of Global Fashion Marketing, 9(1), 24-39.
- Okonkwo, U. (2007). A question of luxury. In Luxury fashion branding: Trends, tactics, techniques (pp. 7-12). UK: Palgrave Macmillan.
- Orth, U. R., & Metoyer, R. A. (2005). Consumer behavior in virtual wine stores. Proceedings of the 2nd International Wine Marketing Symposium. Sonoma.
- Pantano, E., & Servidio, R. (2012). Modeling innovative points of sales through virtual and immersive technologies. Journal of Retailing and Consumer Services, 19(3), 279-286.
- Passarelli, S. (2010). O universo do luxo: Marketing e estratégia para o mercado de bens e serviços de luxo. São Paulo, Brasil: Manole. (In Portuguese).
- Roux, E., & Floch, J. M. (1996). Gérer l’ingérable: la contradiction interne de toute maison de luxe. Décisions marketing, 9, 15-23. (In French).
- Rovai, S. (2018). Digitalisation, luxury fashion and “Chineseness”: The influence of the Chinese context for luxury brands and the online luxury consumers experience. Journal of Global Fashion Marketing, 9(2), 116-128.
- Sekaran, U., & Bougie, R. (2013). Research methods for business: A skill building approach (7th ed.). John Wiley & Sons.
- Teixeira, S. F., & Machado, P. L. (2018). Venda online de marcas de moda de luxo: Contradição de conceitos ou desenvolvimento natural do negócio da moda de luxo? International Journal of Marketing, Communication and New Media, 4. (In Portuguese).
- Teixeira, S. F., & Machado, P. L. (2018). Venda online de marcas de moda de luxo: Contradição de conceitos ou desenvolvimento natural do negócio da moda de luxo? International Journal of Marketing, Communication and New Media, 4, 122-147. (In Portuguese).
- Tong, X., Su, J., & Xu, Y. (2018). Brand personality and its impact on brand trust and brand commitment: An empirical study of luxury fashion brands. International Journal of Fashion Design, Technology and Education, 11(2), 196-209.
- Vigneron, F., & Johnson, L. W. (2004). Measuring perceptions of brand luxury. Journal of Brand Management, 11(6), 484-506.
- Wijaya, D. W., Fauzi, A., & Arifin, Z. (2017). The effect of online store atmosphere towards emotion and its impact on purchase decision. Russian Journal of Agricultural and Socio-Economic Sciences, 64(4), 82-93.
- Yan, H., & Qu, X. (2014). Research on the marketing strategy of luxury goods. Contemporary Logistics, 15, 42-46.