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  1. No Access

    Chapter

    Toward a Research Agenda in Luxury

    Over the past years, there has been a remarkable growth in the luxury market. For example, the market for personal luxury goods has more than tripled during the last two decades from €73 billion in 1994 to €22...

    Verena Batt, Benjamin Berghaus, Chiara Bossard, Marion Höchli… in Luxusmarkenmanagement (2017)

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    Chapter

    Luxury–Specific Dimensions of Customer–Salesperson Relationships

    Luxury brands are expected to deliver exceptional service and leave nothing to be desired for its customers. Traditionally, they have been leaders in creating personal customer-salesperson relationships. Never...

    Annabelle C. Scharwey, Martin Fassnacht in Luxusmarkenmanagement (2017)

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    Chapter

    Strategische Kommunikation

    Selling luxury goods has always been related to a personal one-to-one relationship between the customer and the salesperson (Cailleux, Mignot, & Kapferer, 2009). Offering products of high involvement, high qua...

    Prof. Dr. Martin Fassnacht, Annabelle C. Scharwey… in Always Ahead im Marketing (2015)