In a market environment characterized by minimal switching costs, this study investigates brand loyalty among Generation Z as a highly dynamic consumer cohort. Focusing on the analysis of current loyalty programs, the research evaluates the impact of customer benefits on the satisfaction of this economically significant consumer group. Based on these insights, implementation recommendations for the identified customer benefits are developed. The study identified 211 customer benefit factors through an analysis of 50 companies across five different economic sectors. These aggregated benefit factors were incorporated into survey blocks, which were answered 254 times via an online survey. The results were presented, classified, and analyzed using the Kano model. The findings reveal that Generation Z often acts out of self-interest and shows preferences for benefits like attractive pricing, enhanced services, or improved customer support within current loyalty programs. This age group favors a combination of financial incentives and experiential values in the context of purchasing, appreciating a broad range of benefit factors within loyalty programs. The research provides a focus on customer benefits, offering insights into the effective design of loyalty programs targeting Generation Z. This work contributes to understanding how to engage and retain this influential demographic, providing a strategic advantage for businesses.

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Engaging a Dynamic Generation

  • Jan-Paul Lüdtke,
  • Timmy Repper

摘要

In a market environment characterized by minimal switching costs, this study investigates brand loyalty among Generation Z as a highly dynamic consumer cohort. Focusing on the analysis of current loyalty programs, the research evaluates the impact of customer benefits on the satisfaction of this economically significant consumer group. Based on these insights, implementation recommendations for the identified customer benefits are developed. The study identified 211 customer benefit factors through an analysis of 50 companies across five different economic sectors. These aggregated benefit factors were incorporated into survey blocks, which were answered 254 times via an online survey. The results were presented, classified, and analyzed using the Kano model. The findings reveal that Generation Z often acts out of self-interest and shows preferences for benefits like attractive pricing, enhanced services, or improved customer support within current loyalty programs. This age group favors a combination of financial incentives and experiential values in the context of purchasing, appreciating a broad range of benefit factors within loyalty programs. The research provides a focus on customer benefits, offering insights into the effective design of loyalty programs targeting Generation Z. This work contributes to understanding how to engage and retain this influential demographic, providing a strategic advantage for businesses.