Journal of Brand Management

, Volume 16, Issue 5–6, pp 338–346 | Cite as

Luxury brand marketing – The experience is everything!

  • Glyn Atwal
  • Alistair Williams
Original Article


Although the definition of a ‘luxury’ brand is open for debate, the natural evolution of luxury, with luxury brands first being adopted by the affluent and wealthy before inevitably being translated and reinterpreted down to mass markets, raises new challenges for marketing strategists. Luxury brands need to stay in front of luxury consumers, through the discovery of new and different ways to give expression to their desires. This paper discusses the fundamental difference between communication and connection, and identifies a means of assuring the greatest long-term success for luxury marketers by connecting with the luxury consumer using brand-related experiences.


branding consumer behaviour, experiential marketing luxury postmodernism 


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Copyright information

© Palgrave Macmillan 2009

Authors and Affiliations

  1. 1.ESC Rennes School of BusinessRennesFrance

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