Journal of Digital Convergence (디지털융복합연구)

The Society of Digital Policy and Management (한국디지털정책학회)
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Suggestion of developing a subscription on e-commerce platform: Case study of Amazon, Alibaba, Rakuten

쇼핑 플랫폼의 유료 멤버십 개발을 위한 제언: Amazon, Alibaba, Rakuten 멤버십 벤치마킹 사례 연구

  • Nam, Jiyeon (Dept. of Consumer Science, Seoul National University) ;
  • Rha, Jong-Youn (Dept. of Consumer Science, Seoul National University)
  • 남지연 (서울대학교 소비자학과) ;
  • 나종연 (서울대학교 소비자학과)
  • Received : 2020.08.11
  • Accepted : 2020.11.20
  • Published : 2020.11.28
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Abstract

Paid membership is a useful marketing method that can acquire long-term customers. This study benchmarked representative overseas memberships, Amazon Prime, Alibaba 88 Membership, and Rakuten Super Point, so that domestic shopping platform companies can refer to launch the paid membership. The membership services have in common: economic benefits, convenient experiences, and discriminatory treatment. Domestic companies should set the core customer value they want to deliver to consumers and organize the benefits so that paid membership can be operated from a long-term perspective. This study has a high practical contribution and it is necessary to conduct an empirical analysis of experts and a customer user survey in the future.

유료 멤버십은 지속적 거래를 통해 장기 고객을 확보할 수 있는 유용한 마케팅 방법이다. 본 연구는 국내 쇼핑 플랫폼 기업들이 신규로 유료 멤버십을 출시하거나, 운영중인 멤버십을 개선하고자 할 때 참고할 수 있도록, 해외의 대표적 멤버십인 Amazon Prime, Alibaba 88 멤버십, Rakuten Super Point를 벤치마킹하였다. 3가지 멤버십 서비스의 공통점은 경제적 이익, 편리한 경험, 차별적 대우 제공이었으며, 이커머스를 넘어서 소비 생활 전반을 장악한 거대 서비스 기업이 되었다는 점이 특징이었다. 국내 기업은 3가지 공통점 외에 소비자에게 전달하고자 하는 핵심 고객 가치를 정하고 장기적 관점에서 유료 멤버십이 운영될 수 있도록 혜택을 구성해야 할 것이다. 본 연구는 실무적 관점의 기여도가 높은 연구로, 추후 유료 멤버십 전문가 대상의 실증분석 및 고객 사용자 조사가 필요하다.

Keywords

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