Los programas de millas, también llamados programas de viajero frecuente o programas de fidelización de aerolíneas, fueron diseñados con el objetivo de atraer y retener clientes en la industria aérea a través de un sistema de recompensas basado en millas o puntos. En las últimas décadas, estos programas se han expandido hasta convertirse en un mercado vasto, complejo y lucrativo. Sólo en Brasil, hay más de 185 millones de clientes que participan en programas de fidelización de aerolíneas. Buscando ampliar el conocimiento disponible sobre el comportamiento de los clientes del programa de viajero frecuente, se realizó una encuesta a 414 consumidores de este mercado en Brasil. En el estudio se utilizó una combinación de enfoques metodológicos. En primer lugar, mediante el método cualitativo de libre asociación, se examinaron las percepciones y significados atribuidos por los consumidores a las millas aéreas. Los resultados indican que las personas perciben las millas mayoritariamente como recompensas y, en menor medida, como un tipo de moneda. En la etapa cuantitativa, buscamos explicar los determinantes del compromiso conductual del consumidor con las millas aéreas. El modelo de ecuaciones estructurales apoyó el modelo de hipótesis propuesto, indicando que el compromiso del consumidor está determinado por la importancia atribuida a las millas y las dificultades inherentes a la gestión de este activo
ABEMF - Associação Brasileira das Empresas do Mercado de Fidelização. (2023). Indicadores de Mercado dos Programas de Fidelização de Clientes no Brasil. https://www.abemf.com.br/indicadores-mercado
Alyahya, M., & McLean, G. (2021). Examining Tourism Consumers’ Attitudes and the Role of Sensory Information in Virtual Reality Experiences of a Tourist Destination. Journal of Travel Research, 00472875211037745. https://doi.org/10.1177/00472875211037745
Arruda, J. B. de, Durão, A. F., Silva, A. C. B. da, & Mota Silveira, C. B. da (2021). O engajamento online do consumidor em redes sociais de serviços turísticos: Uma análise comparativa entre as companhias aéreas brasileiras a partir de suas fanpages. PASOS Revista de Turismo y Patrimonio Cultural, 19(4), 799-810. https://doi.org/10.25145/j.pasos.2021.19.052
Beck, J. T., Chapman, K., & Palmatier, R. W. (2015). Understanding relationship marketing and loyalty program effectiveness in global markets. Journal of International Marketing, 23(3), 1-21. https://doi.org/10.1509/jim.15.0010
Bezerra de Sena Júnior, O. (2020). Valor subjetivo de milhas aéreas. Cenário: Revista Interdisciplinar em Turismo e Território, 8(15), 133-141. https://doi.org/10.26512/revistacenario.v8i15.30932
Boer, E. R. de (2018). Strategy in Airline Loyalty. Palgrave Macmillan.
Boer, E. R. de, & Gudmundsson, S. V. (2012). 30 years of frequent flyer programs. Journal of Air Transport Management, 24, 18-24. https://doi.org/10.1016/J.JAIRTRAMAN.2012.05.003
Bradley, G. T., & Wang, W. (2022). Development and validation of a casino service quality scale: A holistic approach. Tourism Management, 88, 104419. https://doi.org/10.1016/j.tourman.2021.104419
Breidbach, C., Brodie, R., & Hollebeek, L. (2014). Beyond virtuality: from engagement platforms to engagement ecosystems. Managing Service Quality, 24(6), 592-611.
Breugelmans, E., Bijmolt, T. H. A., Zhang, J., Basso, L. J., Dorotic, M., Kopalle, P., Minnema, A., Mijnlieff, W. J., & Wünderlich, N. V. (2015). Advancing research on loyalty programs: a future research agenda. Marketing Letters, 26(2), 127-139. https://doi.org/10.1007/s11002-014-9311-4
Breugelmans, E., & Liu-Thompkins, Y. (2017). The effect of loyalty program expiration policy on consumer behavior. Marketing Letters, 28(4), 537-550. https://doi.org/10.1007/s11002-017-9438-1
Brodie, R. J., Hollebeek, L. D., Jurić, B., & Ilić, A. (2011). Customer engagement: Conceptual domain, fundamental propositions, and implications for research. Journal of Service Research, 14(3), 252-271. https://doi.org/10.1177/1094670511411703
Bruneau, V., Swaen, V., & Zidda, P. (2018). Are loyalty program members really engaged? Measuring customer engagement with loyalty programs. Journal of Business Research, 91(January), 144-158. https://doi.org/10.1016/j.jbusres.2018.06.002
Catherine Liston-Heyes. (2002). Pie in the Sky? Real Versus Perceived Values of Air Miles. Journal of Consumer Policy, 1–26. https://link.springer.com/article/10.1023/A%3A1014594718701
Chan, M., Kemp, S., & Finsterwalder, J. (2016). The concept of near money in loyalty programmes. Journal of Retailing and Consumer Services, 31, 246-255. https://doi.org/10.1016/j.jretconser.2016.04.008
Chanpariyavatevong, K., Wipulanusat, W., Champahom, T., Jomnonkwao, S., Chonsalasin, D., & Ratanavaraha, V. (2021). Predicting airline customer loyalty by integrating structural equation modeling and bayesian networks. Sustainability (Switzerland), 13(13). https://doi.org/10.3390/su13137046
Chernev, A., Böckenholt, U., & Goodman, J. (2015). Choice overload: A conceptual review and meta-analysis. Journal of Consumer Psychology, 25(2), 333-358. https://doi.org/10.1016/j.jcps.2014.08.002
Darvishmotevali, M., & Altinay, L. (2022). Green HRM, environmental awareness and green behaviors: The moderating role of servant leadership. Tourism Management, 88, 104401. https://doi.org/10.1016/j.tourman.2021.104401
DiStefano, C., & Morgan, G. B. (2014). A Comparison of Diagonal Weighted Least Squares Robust Estimation Techniques for Ordinal Data. Structural Equation Modeling: A Multidisciplinary Journal, 21(3), 425-438. https://doi.org/10.1080/10705511.2014.915373
Drèze, X., & Nunes, J. C. (2004). Using Combined-Currency Prices to Lower Consumers’ Perceived Cost. Journal of Marketing Research, 41(1), 59-72. https://doi.org/10.1509/jmkr.41.1.59.25085
Forero, C. G., Maydeu-Olivares, A., & Gallardo-Pujol, D. (2009). Factor Analysis with Ordinal Indicators: A Monte Carlo Study Comparing DWLS and ULS Estimation. Structural Equation Modeling: A Multidisciplinary Journal, 16(4), 625-641. https://doi.org/10.1080/10705510903203573
Fornell, C., & Larcker, D. F. (1981). Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics. Journal of Marketing Research, 18(3), 382-388. https://doi.org/10.2307/3150980
Gavinho, C., & Mayer, V. F. (2021). Programas de fidelidade no mercado de passagens aéreas: desenvolvimento e oportunidades para pesquisas futuras. Cenário: Revista Interdisciplinar em Turismo e Território, 9(3), 339-353. https://doi.org/10.26512/revistacenario.v9i3.35097
Genter, J. T. (2020, July 15). How Airlines Make Billions From Monetizing Frequent Flyer Programs. Forbes. https://www.forbes.com/sites/advisor/2020/07/15/how-airlines-make-billions-from-monetizing-frequent-flyer-programs/?sh=6e54b2a314e9
Gotlieb, J. B., Grewal, D., & Brown, S. W. (1994). Consumer Satisfaction and Perceived Quality: Complementary or Divergent Constructs? In Journal of Applied Psychology (Vol. 79, Issue 6).
Hair, J. F., Black, W. C., Babin, B. J., & Anderson, R. E. (2019). Multivariate Data Analysis. Cengage Learning EMEA.
InfoMoney. (2023, January 12). Milhas: o que são, como funcionam e o que fazer com elas. InfoMoney. https://www.infomoney.com.br/guias/o-que-sao-milhas/
Iyengar, S. S., & Lepper, M. R. (2000). When choice is demotivating: Can one desire too much of a good thing? Journal of Personality and Social Psychology, 79(6), 995–1006. https://doi.org/10.1037/0022-3514.79.6.995
Jessup, Ryan. K., Veinott, E. S., Todd, P. M., & Busemeyer, J. R. (2009). Leaving the store empty-handed: testing explanations for the too-much-choice effect using decision field theory. Psychology & Marketing, 26(3), 299-. https://doi.org/10.1002/mar
Jiang, Q., & McCabe, S. (2021). Information technology and destination performance: Examining the role of dynamic capabilities. Annals of Tourism Research, 91, 103292. https://doi.org/10.1016/j.annals.2021.103292
Klein, G. S., & Schoenfeld, N. (1941). The Influence Of Ego-Involvement On Confidence. https://doi.org/10.1037/h0061777
Kwong, J. Y. Y., Soman, D., & Ho, C. K. Y. (2011). The role of computational ease on the decision to spend loyalty program points. Journal of Consumer Psychology, 21(2), 146–156. https://doi.org/10.1016/j.jcps.2010.08.005
Laurent, G., & Kapferer, J.-N. (1985). Measuring Consumer Involvement Profiles. In Source: Journal of Marketing Research (Vol. 22, Issue 1).
Li, C.-H. (2016). The performance of ML, DWLS, and ULS estimation with robust corrections in structural equation models with ordinal variables. Psychological Methods, 21(3), 369. https://doi.org/10.1037/met0000093
Lima, L. I. de. (2015). A percepção de valor dos programas de milhagens: um estudo exploratório. RAD - Revista Administração Em Diálogo, 17(2), 129-150.
Lo, A. S.-Y., & Im, H. H. (2014). Drivers of Customer–Brand Relationship Quality: A Case of Mainland Chinese Hotel Loyalty Program Members. Journal of Travel & Tourism Marketing, 31(7), 763-782. https://doi.org/10.1080/10548408.2014.889638
McCabe, S., Li, C. (Spring), & Chen, Z. (2016). Time for a Radical Reappraisal of Tourist Decision Making? Toward a New Conceptual Model. Journal of Travel Research, 55(1), 3-15. https://doi.org/10.1177/0047287515592973
Mulaik, S. A., James, L. R., Van Alstine, J., Bennett, N., Lind, S., & Stilwell, C. D. (1989). Evaluation of goodness-of-fit indices for structural equation models. Psychological Bulletin, 105(3), 430-445. https://doi.org/10.1037/0033-2909.105.3.430
Nunes, J. C., & Drèze, X. (2006). Your loyalty program is betraying you. Harvard Business Review, 84(4).
Nunkoo, R., Ramkissoon, H., & Gursoy, D. (2013). Use of Structural Equation Modeling in Tourism Research: Past, Present, and Future. Journal of Travel Research, 52(6), 759-771. https://doi.org/10.1177/0047287513478503
O’Leary, S., & Deegan, J. (2005). Ireland’s Image as a Tourism Destination in France: Attribute Importance and Performance. 43(3), 247–256. https://doi.org/10.1177/0047287504272025
Oliveira, P. S. G. de, Santos Filho, N. M. dos, Araújo, J., Berbert, J. de M., & Da Silva, L. F. (2018). O Estudo do Amor a Marcas em Companhias Aéreas em Voos Domésticos. Anais Brasileiros de Estudos Turísticos - ABET, 56-69. https://doi.org/10.34019/2238-2925.2018.v8.3206
Park, J. Y., & Jang, S. C. S. (2013). Confused by too many choices? Choice overload in tourism. Tourism Management, 35, 1-12. https://doi.org/10.1016/j.tourman.2012.05.004
Pereira, D. de A., Jeronimo, E. M. V. G. F. B., & Bellomo, R. L. F. de M. (2018). the Impact of the Miles Trade Business in the Brazilian Airline (Issue October).
Reed, D. (2021, May 19). Airlines Are Under Heavy Pressure To Devalue Your Mileage Points. Forbes. https://www.forbes.com/sites/danielreed/2021/05/19/airlines-frequent-flier-mileage-points/?sh=18734a4c29b8
Russell, E. (2020). Airlines earn big bucks from loyalty programs and partnerships. TGP. https://thepointsguy.com/news/how-much-money-do-loyalty-programs-make-airlines/
Solomon, M., Bamossy, G., Askegaard, S., & Hogg, M. (2006). Consumer Behaviour - A European Perspective. Pretince Hall.
Spencer, P. (1991). Funny Money. Economic Affairs, 11(2), 22–24. https://doi.org/10.1111/j.1468-0270.1991.tb00767.x
Sthapit, E., Kozak, M., & Coudounaris, D. (2017). What am I going to do now? Examining choice overload in vacation activities using the familiarity concept. Scandinavian Journal of Hospitality and Tourism, 0(0), 1-27. https://doi.org/10.1080/15022250.2017.1405844
Wang, Y., & Li, X. (Robert). (2022). Developing and validating a scale of host territoriality in peer-to-peer accommodation. Tourism Management, 88, 104425. https://doi.org/10.1016/j.tourman.2021.104425
Wong, A. (2016, August 13). The marvelous world of online mileage brokers - The MileLion. The Milelion. https://milelion.com/2016/08/13/the-marvelous-world-of-online-mileage-brokers/
Woosnam, K. M., Ribeiro, M. A., Denley, T. J., Hehir, C., & Boley, B. B. (2021). Psychological Antecedents of Intentions to Participate in Last Chance Tourism: Considering Complementary Theories. Journal of Travel Research, 00472875211025097. https://doi.org/10.1177/00472875211025097
Derechos de autor 2024 Turismo: Visão e Ação
Esta obra está bajo una licencia internacional Creative Commons Atribución 4.0.
La revista Turismo: Visão e Ação, vinculada al Programa de Posgrado en Turismo y Hotelería - Maestría y Doctorado, es una publicación científica en un sistema de flujo continuo, interdisciplinario y de alcance internacional. Según los criterios Qualis/CAPES (2017-2020), está clasificada como 'A3' en el área de Administración, Ciencias Contables y Turismo. Registrada con el ISSN número 1983-7151, Turismo: Visión y Acción comenzó sus actividades en 1998 con publicaciones impresas en inglés y portugués. En 2008, se transformó en una publicación en línea, con un alcance más amplio hacia el público interesado, manteniendo una política de ser una revista de acceso abierto y sin cobro de tarifas por presentación o acceso a los artículos. Turismo: Visão e Ação (TVA) se abrevia como Tur., Visão e Ação, utilizado en bibliografías, notas a pie de página, referencias y leyendas bibliográficas.
Universidade do Vale do Itajaí - Quinta Avenida, 1100, bloco 7, CEP: 88337-300, Balneário Camboriú, SC – Brasil. Tel.: +55 (47) 3261-1315, e-mail: revistaturismo@univali.br