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Personal Selling for Luxury Brands

In: Luxury Marketing

Author

Listed:
  • Jan Wieseke
  • Michael Mauer
  • Sascha Alavi

Abstract

Zusammenfassung The rise of purchasing power among the consumers in the industrialized countries results in an increasing demand for luxury goods and a sustainable growth of the luxury sector. This trend persists and can barely be slowed down by recessions or financial crisis [22]. These long term changes in the luxury market require luxury brands to develop radically new strategies to cope with the new situation.

Suggested Citation

  • Jan Wieseke & Michael Mauer & Sascha Alavi, 2013. "Personal Selling for Luxury Brands," Springer Books, in: Klaus-Peter Wiedmann & Nadine Hennigs (ed.), Luxury Marketing, edition 127, chapter 20, pages 359-376, Springer.
    • Handle: RePEc:spr:sprchp:978-3-8349-4399-6_20
    DOI: 10.1007/978-3-8349-4399-6_20
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    Citations

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    Cited by:

    1. Michaela Merk & Géraldine Michel, 2019. "The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception," Post-Print hal-02045833, HAL.
    2. Ahmed, Iram & Arnott, David & Dacko, Scott & Wilson, Hugh N., 2022. "Trying on a role: Mentoring, improvisation and social learning in luxury retailing," Journal of Business Research, Elsevier, vol. 144(C), pages 1039-1051.

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