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Luxury brand marketing – The experience is everything!


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.

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Correspondence to Glyn Atwal.

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1worked for Saatchi & Saatchi, Young & Rubicam and Publicis, and is Assistant Professor of Marketing at Rennes School of Business, France.

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Atwal, G., Williams, A. Luxury brand marketing – The experience is everything!. J Brand Manag 16, 338–346 (2009).

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