Читать книгу Marketing for Sustainable Development - Группа авторов - Страница 39

Sustainable development is an undeniable reality for all sectors of activity nowadays and the luxury sector is no exception. For companies, it is an issue of maintaining their legitamacy in order to prosper in a society increasingly concerned by the social and environmental consequences of human activity. This challenge is even greater for luxury companies in view of their brand notoriety and the colossal profits they create, and the fact that they are subject to intense scrutiny from sustainable development activists, in particular. In addition, considering their ability to offer innovation and creativity, luxury companies can provide an example of environmental and social engagement and bring other sectors into the movement. However, including sustainable attributes in a product does not always equal the valorization of consumers. In the case of luxury, this strategic choice could be ineffective as there can be a perceived contradiction between the values associated with luxury and those promoted by sustainable development. This chapter shows that through its tools and approaches, marketing can help to overcome this difficulty by proposing areas where the two notions can be brought together and made compatible. Luxury values as important as longevity (a long lifespan for the product, the ability of the product to be handed down from generation to generation) and scarcity (small-scale production, careful use of resources) are in line with sustainable development principles, and should be stressed. Other aspects that seem completely opposed to sustainability, such as a lack of animal welfare, must be considered. Luxury brands are expected to make a significant effort in terms of the traceability of the raw materials they use. In this regard, financial investments to ensure that animal conditions are monitored is an interesting avenue to explore. In addition, the use of technology 4.0 can make it possible to have access to complete information about animal origins.

A significant challenge facing luxury brands in the current context, which encourages environmental and social engagement, is proposing a sustainable offer while preserving the image of their products as being of an “exceptional” quality. Recycled materials, for example, are not seen as being high-quality. Environmental considerations should not be limited to recycling; the recovery of sustainable materials (for example, the fibers of pineapple and cactus leaves to replace animal leather) as a synonym for innovation, by adopting a high-price strategy, can help to maintain the positioning of luxury products. In future studies, it would therefore be interesting to explore the role of the luxury consumer in optimizing the innovation process to successfully create sustainable luxury products that are acceptable to the target audience. The literature confirms that the co-creation or even innovation by users (Von Hippel 1976) reduces the risk of product failure on the market.

Overall, luxury consumers are not the ones most concerned by environmental and social issues; their purchases continue to be driven above all by selfish motivations related to personal enjoyment, status and ostentation (Dekhili and Achabou 2016). The communication of luxury brands on sustainable development issues must therefore remain limited. However, dynamically extracted filtered information, made accessible thanks to technology 4.0 (for example, the IoT⁴), can make it possible to adapt the information communicated to the consumer profile. We think that a promising avenue would be to specify the type and quantity of information to mention on sustainable luxury products by taking into account the consumers’ environmental awareness and need for status.