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"ABSTRAKAnalisis Situasi

1. Pasar mobil mewah di Indonesia memiliki profil yang unik. Berkat pangsa pasarnya sangat kecil terhadap seluruh pasar otomotif Indonesia, persaingan perusahaan penjual mobil mewah (Agen Tunggal Pemegang Merek) tidak bersaing secara volume penjual semata. Hubungan ATPM dengan konsumennya sangat bersifat tersegmentasi, loyalitas tinggi, dan hubungan emosional. Maka, para ATPM lebih berlomba menyediakan customer services daripada produk mobil semata
2. Lexus Indonesia sejauh ini telah menjawab fenomena tersebut dengan fungsi customer services terpadu dan berkelas bernama Lexus Concierge Services (LCS). LCS pun diterapkan dengan konsep serta standar kemewahan, personalisasi, dan hospitality. Lexus Indonesia telah mempunya customer loyalty yang tinggi tercermin dari repeat buyer sebesar 60%-70% per tahun.
3. Walaupun demikian, sistem LCS Lexus Indonesia masih sebatas fungsi ­after-sales di mana ?keterlibatan? customer masih sekadar keperluan mobil mereka. Padahal untuk memelihara maupun meningkatkan customer loyalty hendaknya dibuat instrumen layanan yang menciptakan engagement rutin kepada customer. Artinya, Lexus Indonesia membutuhkan cabang baru di sistem LCS yang berfokus kepada program komunikasi terhadap pelanggannya yang bersifat menciptakan keterlibatan rutin terhadap pelanggan Lexus Indonesia.

TujuanMeningkatkan dan memelihara keterlibatan rutin pelanggan Lexus Indonesia.SasaranSasaran program komunikasi:

• Menumbuhkan awareness dalam lingkup existing customer mengenai sistem LCS sebagai komitmen Lexus Indonesia untuk menjunjung costumer satisfaction.
• Membangun reputasi Lexus Indonesia di pasar mobil mewah tentang sistem LCS yang berkelas dan terpadu.

Sasaran bisnis perusahaan:

• Meningkatkan repeat buyer pada penjualan mobil sebanyak minimal 75% per tahun.
• Meningkatkan penjualan mobil Lexus secara keseluruhan sebanyak 20% per tahun.

StrategiPembuatan instrumen untuk customer loyalty program melalui peluncuran special event serta publisitas press conference dan press release.Khalayak Sasaran

1. Existing customer Lexus Indonesia
2. Media Massa

Pesan KunciLexus Indonesia membuat customer loyalty program sebagai bentuk komitmen meningkatkan customer engagement yang bersifat rutin, emosional, dan positif. Program

1. Customer loyalty program
2. Special event
3. Press conference
Jadwal
Januari ? Desember 2016
Anggaran
Total anggaran yang dibutuhkan sebesar Rp 387,050,000
Evaluasi
Metode evaluasi yang digunakan adalah metode input, output, dan outcome.
Input: evaluasi terhadap segala proses yang berlangsung dalam pelaksanaan kegiatan
Output: evaluasi terhadap sesuatu yang nyata sebagai hasil dari kegiatan
Outcome: pengukuran dampak dan evaluasi hasil pelaksanaan kegiatan.

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ABSTRACT
Situation Analysis
1. Luxury cars market in Indonesia?s automobile industry has a unique profile. Since their market share among the total car market is very small, every luxury car brands not compete against the sales volume primely ? instead, they?re really chasing how to catch the customer loyalty. Their relationship with their existing customer has a very segmented profile, and emotional deep-bond. Due to that condition, many of luxury car brands in Indonesia deployed many personalized customer relations management with their own style.
2. Lexus Indonesia, so far, has responded to face the reality or the nature of competition on the luxury car segment. Lexus Indonesia has been deployed a integrated customer services system called Lexus Concierge Services (LCS). Furthermore, LCS has been apllied with their brand standards like hospitality and personalized luxury experience. Lexus Indonesia confirmed their LCS system usage is in order to meet or even catch a customer loyalty. Their customer loyalty is reflected through 60%-70% repeat buyer every year.
3. However, Lexus Indonesia?s LCS system currently only having a after-sales function. Which is the engagement from the customers only occur simply because of customer?s car business. Eventough, to gain customer loyalty, a company or brand need more a frequently engagement by deploying a customer loyalty program.
Goal
To gain and maintain the customer engagement through customer loyalty program.
Objectives
Communication program objectives:
• Gaining awareness in existing customers scope regarding the new LCS system.
• Building a Lexus Indonesia reputation about the advanced new LCS system
Company?s business objectives:
• Increase the amount of repeat buyer on car sales by 75% minimum per year.
• Increase the whole car sales by 20% per year.
Strategies
Make a tools or instruments for the customer loyaty program through grand launching event that creates publicity on mass media.
Target Audiences
1. Lexus Indonesia?s existing customer
2. Mass media
Key Message
Lexus Indonesia deploying a customer loyalty program as a commitment to build & maintain customer engagement through an emotional and a long-term relationship.
Programs
1. Customer loyalty program
2. Special event
3. Press conference
Schedule
January ? December 2016
Budget
Grand total budget to make these programs is 387,050,000 IDR.
Evaluation
The evaluation method that used in this program is input, output, and outcome method.
Input: an evaluation towards all process that take place in the implementation of activities
Output: an evaluation towards tangible things as a result of activities
Outcome: impact measurement and evaluation of the activities implementation."

"Intensi membeli kembali pada konsumen merupakan suatu hal yang penting bagi perusahaan e-commerce. Salah satu faktor yang dapat meningkatkan intensi membeli kembali yakni customer loyalty program yang ditawarkan kepada konsumen. Penelitian ini bertujuan untuk meneliti apakah ada perbedaan intensi membeli kembali antara partisipan yang diberikan customer loyalty program tipe rewards dan rebate. Penelitian ini tergabung dalam payung penelitian intensi membeli kembali secara daring (online repurchase intention). Proses pengolahan data dilakukan kepada 128 pengguna e-commerce yang berusia minimal 16-25 tahun. Manipulasi yang dilakukan dalam penelitian ini adalah memberikan salah satu tipe customer loyalty program (rewards atau rebate) secara acak kepada partisipan. Partisipan diminta untuk mengisi kuesioner secara daring yang di dalamnya terdapat alat ukur intensi membeli kembali. Hasil penelitian ini menunjukkan bahwa tidak terdapat perbedaan intensi membeli kembali yang signifikan antara partisipan yang mendapatkan customer loyalty program tipe rewards (M = 5.58, SD = 0.564) dan rebate (M = 5.39, SD = 0.855). Kedua tipe customer loyalty program memengaruhi intensi membeli kembali yang tinggi pada konsumen.

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Consumer’s repurchase intention is an important thing for e-commerce companies. One of the factors that can increase repurchase intention is a customer loyalty program offered to consumers. This study aims to examine whether there are differences in repurchase intentions between participants who are given customer loyalty programs with rewards and rebate types. This research is incorporated in an online repurchase intention research group. The data collection process was carried out on 128 e-commerce users who were at least 16-25 years old. Manipulation carried out in this study is to give one type of customer loyalty program (rewards or rebates) randomly to participants. Participants were asked to fill out an online questionnaire in which there were tools to measure repurchase intention and gamification. The results of this study indicate that there is no significant difference in repurchase intentions between participants who received customer loyalty program rewards (M = 5.58, SD = 0.564) and rebate (M = 5.39, SD = 0.855). Both types of customer loyalty programs affect the high repurchase intention of consumers."

"ABSTRAKPenelitian ini bertujuan untuk menganalisa pengaruh dari Digital Innovation, Perceived Value, dan Loyalty Program terhadap Kepuasan dan Kepercayaan Pelanggan yang berdampak ke Kesetiaan Pelanggan di PT. Garuda Indonesia. Penelitian ini akan menggunakan perangkat lunak SmartPLS, untuk melihat hubungan dan tingkat signifikansi dari Digital Innovation, Perceived Value, dan Loyalty Program dalam mempengaruhi Kepuasan Pelanggan dan Kepercayaan Pelanggan. Kemudian juga akan dilihat hubungan dan besar pengaruh dari Kepuasan Pelanggan dan Kepercayaan Pelanggan terhadap Kesetiaan Pelanggan di PT. Garuda Indonesia.Data diambil berdasarkan jawaban kuesioner responden yang pernah terbang dengan Garuda Indonesia dan juga menjadi anggota GarudaMiles (Loyalty Program dari Garuda Indonesia). Hasil evaluasi menyatakan bahwa Digital Innovation mempunyai dampak yang signifikan terhadap kepuasan dan kepercayaan pelanggan setelah menghilangkan beberapa indikator. Percieved Value mempunyai dampak signifikan terbesar terhadap kepuasan dan kepercayaan pelanggan, dibandingkan dengan 2 variabel lainnya. Loyalty Program tidak mempunyai dampak yang signikan terhadap kepuasan dan kepercayaan pelanggan. Hasil evaluasi juga menunjukkan bahwa kepuasan dan kepercayaan pelanggan mempunyai dampak yang signifikan terhadap kesetiaan pelanggan.

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ABSTRACTThis research aims to analyze the influence of Digital Innovation, Perceived Value, and Loyalty Program toward Customer Loyalty through Customer Satisfaction and Loyalty in PT. Garuda Indonesia. This research will be use PLS-SEM as software to observe the relationship and significance of variable Digital Innovation, Perceived Value, and Loyalty Program toward Customer Satisfaction and Customer Trust. Which is finally, also observe the relationship and how significant the Customer Satisfaction and Customer Trust to influence the Customer Loyalty in Garuda Indonesia.Data is taken from questionnaires from respondent which flying with Garuda Indonesia which also member of GarudaMiles (Loyalty Program of Garuda Indonesia). The result of the study shows Digital Innovation have significant influence on customer satisfaction and trust by removing some indicators. Perceived Value have the most significant influence on customer satisfaction and trust compare to other 2 variables. Loyalty Program doesn't have significant influence on customer satisfaction and trust. The result also show that customer satisfaction and trust have significant influence on customer loyalty."

"Terlepas banyaknya program loyalitas pada e-commerce marketplace, penelitian hubungan antara loyalty program dengan online relationship quality masih langka. Tujuan penelitian ini adalah untuk menginvestigasi hubungan antara faktor – faktor (antecedents) dan konsekuensi dari online relationship quality dalam industri e-commerce marketplace dan untuk mengetahui bagaimana program loyalitas memoderasi variabel attitudinal dan behavioral loyalty sebagai konsekuensi dari online relationship quality. Data dikumpulkan dari 769 pengguna e-commerce marketplace di Indonesia sebagai responden dalam penelitian ini. Hipotesis dalam penelitian ini diuji dengan structural equation modeling - partial least squares (SEM-PLS). Hasil pengujian menunjukkan bahwa 10 dari 11 hipotesis yang mengukur pengujian langsung antecedents online relationship quality dan konsekuensi dari online relationship quality diterima, hal tersebut menunjukkan bahwa online relational bonds dan persepsi reputasi vendor mempengaruhi online relationship quality. Hasil pengujian yang menguji moderasi loyalty program menunjukkan 1 dari 4 hipotesis diketahui memoderasi hubungan online relationship quality dengan konsekuensinya yaitu EWOM pada kelompok subsample Low loyalty Program. Namun 3 hipotesis lainnya menunjukkan bahwa loyalty program tidak memperkuat hubungan online relationship quality dengan variabel online customer review dan behavioral loyalty. Penelitian ini memberikan gambaran bagaimana antecedents dari online relationship quality dan konsekuensinya dan moderasi loyalty program yang dilakukan e-commerce dapat disesuaikan sebagai panduan untuk memperkuat kualitas hubungan e-commerce dengan pelanggan dan meningkatkan loyalitas pelanggan.

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Despite the abundance of loyalty programs in e-commerce, their interplay with online relationship quality is scarce. The purpose of this study is to investigate the antecedents and consequences of online relationship quality in the e-commerce marketplace and to test if and how a loyalty program moderates consumer attitudinal and behavioral loyalty as the online relationship quality outcomes. The study is explanatory research, data were collected from 769 e-commerce marketplace buyers in Indonesia that participated in this study by completing questionnaires. The research hypotheses were tested using structural equation modeling - partial least squares (SEM-PLS). The results showed that 10 out of 11 hypotheses that measured the direct effect of antecedents online relationship quality on consequences online relationship quality are supported, it exhibits that online relational bonds and perceived vendor reputation affected online relationship quality. To assess the moderation of loyalty program, this study split samples into low and high loyalty program group. However only 1 out of 4 hypotheses of moderating effect from loyalty program are supported, it showed that loyalty program moderates the connection between online relationship quality and EWOM. This study provides wide antecedents of online relationship quality and their consequences towards attitudinal and behavioral loyalty with loyalty program for e-commerce marketplace, through being aware of them e- commerce could adjust their suitable guideline to sustain their relationship quality with online customers and choose a suitable loyalty program to help increasing customer loyalty."

"Loyalitas pelanggan adalah komitmen untuk melakukan pembelian kembali suatu barang atau jasa yang menjadikan pelanggan tersebut tidak mudah beralih ke kompetitor. Perusahaan dapat meningkatkan loyalitas pelanggan dengan menerapkan loyalty program. Penelitian ini bertujuan untuk menganalisis loyalitas pelanggan pada Go-Jek di Jabodetabek studi pada loyalty program Go-Jek Indonesia. Penelitian ini menggunakan pendekatan kuantitatif, jenis penelitian deskriptif, metode survey dengan menyebarkan kuesioner ke 150 responden dengan teknik purposive sampling. Hasil penelitian menunjukkan bahwa loyalitas pelanggan Go-Jek di Jabodetabek termasuk tinggi. Lebih khusus lagi, hasil dari penelitian ini juga menunjukkan bahwa dari ketiga kategori responden yang sebelumnya dibagi berdasarkan keterlibatannya dalam loyalty program Go-Jek Indonesia, kategori responden yang terdiri dari pengguna layanan Go-Jek yang terlibat dalam loyalty program menunjukkan loyalitas yang lebih tinggi dibandingkan pengguna layanan Go-Jek lainnya.

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Customer loyalty is a commitment to re purchase a product service and resist to switch to another product or brand. A firm can increase customer loyalty by implementing loyalty program. This research was conducted with the aim to analyse customer loyalty at Go Jek in Jabodetabek focusing on loyalty program by Go Jek Indonesia. This study was conducted using quantitative research approach with descriptive type of research and survey method by collecting questionnaires from 150 respondents with purposive sampling.

The result shows that customer loyalty at Go Jek in Jabodetabek is high. More specific, this research finds that among the three categories of respondents divided by involvement in Go Jek rsquo s loyalty program, the category of respondents which consist of respondent who had involved in Go Jek rsquo s loyalty program shows higher loyalty than the other categories of respondents."

"Program loyalty adalah salah satu taktik yang disesuaikan perusahaan untuk menjadi organisasi yang sukses dan memiliki keuntungan, dimana hal tersebut sangat penting dalam melakukan bisnis saat ini di pasar yang kompetitif. Berbagai jenis program value dari keanggotaan program loyalty dapat mempengaruhi kesetiaan kepada program, brand loyalty, dan respon perilaku, termasuk dari word of mouth, dan kemauan untuk membayar lebih. Penelitian ini akan mengkaji program value (hadiah yang menarik, pengetahuan yang bermanfaat, dan upaya yang diperlukan) dari KALBE Family Reward Card sebagai program loyalty yang memberikan dampak pengalaman yang menguntungkan, sedangkan pengalaman yang menguntungkan mempunyai pengaruh kepada program loyalty, brand loyalty, dan respon perilaku, termasuk dari word of mouth, dan kemauan untuk membayar lebih. Penelitian menunjukkan bahwa KALBE Family Reward Card memiliki nilai program yang berdampak menguntungkan experiental, manfaat pengalaman ini memberi dampak ke program loyalty dan brand loyalty, dan juga dampak dari word of mouth dan kemauan untuk membayar lebih perilaku.

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Program Loyalty is one of the tactics that companies has adapted to an organizational success and profit which are critical in conducting business in todays competitive market. The different types of value customers derive from Program Loyalty membership could influence loyalty to the program, loyalty to the brand, and behavioral responses, including word of mouth, and willingness to pay more. This research will examine the program value (reward attractiveness, knowledge benefit,and required effort) of KALBE Family reward card as the Program Loyalty give impact to experiental benefit, whereas experiential benefit influence loyalty to the program, loyalty to the brand, and behavioral responses, including word of mouth, and willingness to pay more. The research indicates that the KALBE Family reward card has program value that impact to experiental benefit, this experiential benefit give an impact to Program Loyalty and Brand Loyalty, and also the impact on word of mouth and willingness to pay more behaviour."

"Menciptakan customer loyalty merupakan cara efektif untuk menjaga profitabilitas perusahaan. Salah satu usaha untuk menciptakan customer loyalty adalah dengan mengadakan loyalty program. Loyalty program sendiri merupakan salah satu implementasi dari relationship marketing. Tujuan penelitian ini adalah menganalisis bagaimana praktek relationship marketing yang dilakukan oleh The Body Shop lewat loyalty program ldquo;Love Your Body Club rdquo; dapat mempengaruhi customer loyalty. Penelitian ini menggunakan pendekatan kuantitatif dengan menggunakan kuisioner yang disebarkan kepada 100 orang member The Body Shop di Jakarta dan dianalisis menggunakan analisis linear sederhana. Hasil dari penelitian ini menunjukan bahwa relationship marketing memiliki pengaruh yang signifikan terhadap loyalitas member The Body Shop di Jakarta.

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Creating customer loyalty is the effective way to save profitability of a company. One of the ways to achieve customer loyalty is creating loyalty program. Loyalty program is one of the implementation in relationship marketing. The objective of this research is to analyze how relationship marketing practice conducted by The Body Shop through loyalty program ldquo Love Your Body Club rdquo could affect customer loyalty. This quantitative research was accomplished by collecting questionnaires from 100 members of The Body Shop in Jakarta and analyzed with linear regression. The result of this research indicated that relationship marketing had a significant influence to customer loyalty of The Body Shop members in Jakarta."