Quantitave reseach for a Top American Luxury Brand | SIS International Research — Greenbook

Quantitative Research for a Top American Luxury Brand

Presented by SIS International Research

Challenge

A top American luxury brand needed to recalibrate its understanding of the modern luxury consumer.

Shifting demographics, the rise of aspirational younger buyers, and changing definitions of status and prestige had begun to outpace the client's existing segmentation framework. Internal sales data showed softening engagement among core customers in key US metros, while early signals pointed to untapped demand from emerging affluent cohorts. Leadership needed statistically robust evidence to guide a multi-year repositioning effort, including which consumer segments to prioritize, which brand attributes still resonated, where competitive vulnerabilities were forming, and how pricing latitude varied across the portfolio.

With significant marketing investment, product development cycles, and distribution decisions tied to the outcome, the cost of acting on outdated assumptions was substantial.

Proprietary Solution

SIS International Research designed and executed a large-scale quantitative study across the United States and select international luxury markets.

We fielded an online survey among more than 3,000 high-net-worth and aspirational luxury consumers, screened on household income, category spend, and brand engagement. The instrument combined brand equity measurement, perceptual mapping against the broader competitive set, MaxDiff exercises on attribute importance, conjoint analysis covering price and product configuration, and behavioral modules on channel preference, purchase triggers, and consideration sets. Latent class analysis was applied to identify distinct consumer typologies, each profiled across demographics, psychographics, media consumption, and category behavior.

Findings were delivered through an executive strategic readout, an interactive segmentation dashboard, persona toolkits for activation teams, and prioritized recommendations across marketing, merchandising, and CRM.

Result

The study reframed how the client defined its core and growth audiences.

Three high-value segments emerged, two of which had been underserved by existing communications and product assortment. The client used the segmentation to redirect a meaningful portion of its annual marketing budget toward higher-yield cohorts, revised its product mix for two upcoming seasons, and updated its CRM targeting model. Within twelve months, the brand reported measurable lifts in consideration and purchase intent among the prioritized segments, alongside improved campaign efficiency.

The work has since served as the foundation for ongoing brand health tracking and informed the brand's expansion strategy into adjacent product categories.

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SIS International Research, founded in 1984, is a leading full-service Market Research and Market Intelligence firm.