• Resumen

    Compromiso del consumidor con los programas de fidelización de aerolíneas en Brasil: percepciones sobre las millas, importancia y dificultades en la gestión de millas

    Published date: 20/03/2024

    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

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