Flygbolag står inför utmaningen att utforma lojalitetsprogram på en marknad där nästan alla konkurrenter gör samma saker för att behålla sina kunder. Utmaningen accentueras av ett ekonomiskt klimat, i vilket flygbolag behöver balansera kostnadsminskningar med att erbjuda attraktiva förmåner till kunder. Mot denna bakgrund syftar fallstudien till att analysera hur ett flygbolags lojalitetsprogram påverkar lojaliteten hos frekventa resenärer vid val av flygbolag, samt vilka förmåner resenärer värderar högst. Syftet i studien har undersökts dels genom en enkät, dels intervjuer. Studien fokuserar specifikt på flygbolaget Scandinavian Airlines lojalitetsprogram EuroBonus, samt vilka förmåner som deras frekventa resenärer värderar högst. Slutsatser som dras är att EuroBonus förstärker respondenternas lojalitet till SAS och att förmåner både uppskattas och påverkar valet av flygbolag. Trots detta kan faktorer som pris och tillgänglighet påverka val av flygbolag. För att öka lojaliteten bör SAS differentiera förmånshantering baserat på medlemmarnas behov. Vidare är öppen kommunikation och transparens viktigt. Ökning av tillgängliga platser för bonusresor och fokus på sociala förmåner är konkreta förslag som kan förbättra lojaliteten. Framtida forskning kan utforska hur olika förmåner påverkar olika kundsegment för att optimera lojalitetsprogrammens effektivitet och förstå kundernas behov bättre. / Airlines face the challenge of designing loyalty programs in a market where nearly all competitors are doing same things to retain customers. This challenge is exacerbated by an economic climate where airlines need to balance cost reductions with offering attractive benefits to customers. With this in mind, this case study aims to analyze how an airline's loyalty program affects the loyalty of frequent travelers when choosing airlines, as well as which benefits travelers value the most. The aim of the study was investigated through a survey and interviews. The study specifically focuses on the airline Scandinavian Airlines' loyalty program EuroBonus and which benefits their frequent travelers prioritize. Conclusions drawn indicate that EuroBonus reinforces respondents' loyalty to SAS and that benefits are both appreciated and influence the choice of airline. However, factors such as price and availability can affect airline choice. To increase loyalty, SAS should differentiate benefit management based on members' needs. Furthermore, open communication and transparency are crucial. Concrete suggestions such as increasing available seats for bonus trips and focusing on social benefits can enhance loyalty. Future research could explore how different benefits affect different customer segments to optimize the effectiveness of loyalty programs and better understand customer needs.

關係行銷或是一對一行銷是目前行銷領域上廣泛被討論的議 題，企業要如何透過有效的辨識、區隔、互動以及客制化來量身打造 顧客專屬的個人化產品與服務內容，並強化其重複消費動機及忠誠， 為目前各種產業爭相積極追求的目標，此外，由於微利時代風暴，各 產業無不希望透過顧客價值的辨識與經營，實現以更有效、更低的成 本的差異化行銷策略來創造高收益的企業經營目標，以航空產業如此 資本密集，高固定成本，低變動成本以及不對稱的供需平衡，誰掌握 低成本領導與差異化策略優勢，便能決戰存續於二十一世紀超競爭時 代之中。 由於資訊科技、網際網路以及資料探勘技術的臻於成熟， 充份 發揮了跨國、即時、深度滲透與互動的特性，使得關係行銷、一對一 行銷的實現變得更加有效而可行。本研究希望從顧客價值的認定、顧 客忠誠策略以及資料探勘技術的探討，來思考如何運用於航空公司會 員系統的顧客區隔，同時，希能透過航空公司產業通路架構、全球旅 行社訂位系統(CRS)的發展現狀、微妙的航空公司間策略聯盟以及不 同航空公司所提供的會員酬賓計劃內容的探討與陳述，初略地對個案 公司的所在環境進行策略性分析，以建議其所需採取投入關係行銷的 主要焦點客層。 緊接著， 利用資料探勘工具中的分群技術， 選定有效的指標變 數，針對某一區間的會員交易資料進行分群，藉由研究各群會員所蘊 含的特殊屬性，如營收貢獻、產品特性、通路喜好以及消費行為等等， 依據前述所定義的目標客層，以創造顧客價值為目標，精確建立目標 客戶群，並據以設計不同的行銷策略與產品組合，逐步深耕建立完整 會員關係行銷資料庫。 最後， 對於本研究所無法觸及的研究議題， 概略指出後續可能 的研究方向與建議。 / Customer Relationship Management and data mining in this hyper-competitive era have revealed a lot of interesting and innovative opportunities to enrich the capability of company to realize and provide customer value. They touch the most critical issue of the enterprise, “How can we create and sustain successful advantage, and maximize profitability by leveraging new technologies ?＂In this thesis, we will focus on the application of data mining in the FFP of the airlines industry, and look over the differences among FFP members to discover the implicative needs of FFP customers. First of all, we start discussion on literature review in chapter two, which was divided into three parts: customer loyalty strategy, customer value and data mining. In this chapter, we put emphasis on the concepts and definitions of above topics, and they would be helpful to us to select and decide key variables in the following data mining practice. Chapter three of this thesis is to introduce the structure and characteristics of the airlines industry, the history of Computerized Reservation System(CRS), the airlines strategy alliance and the FFP system, and to figure out the way to understand the existing threats and opportunities. Chapter four, which was abode by the steps of data mining process, defines business issues and collects around one year's FFP historical transaction data to establish the target data and perform an actual data mining practice. In this real practice, we use the demographic cluster function of IBM Intelligent Mining tool to do member clustering. We select net revenue, first and business class spending rate, reservation booking designator and customer activation as analytical variables to perform FFP member clustering. Each variable has been well equipped with weight and method to produce best cluster pattern. Finally, according to the mining results we have explored and interpreted, we provide our draft recommendations about marketing planning and mix activities from the perspectives of FFP members clustering.

Since the introduction of frequent flyer miles (e.g. Voyager miles) in South Africa, the concept has evolved in a number of ways. Currently, loyalty programmes are widely used in the consumer industry. Despite the fact that these programmes have been in place for several years, the South African Revenue Service (hereafter referred to as SARS) has failed to issue any legislation or guidance with regard to the treatment of these miles from an employees’ tax perspective. The fringe benefit implications of frequent flyer miles have been the topic of research both in South Africa and abroad. However, little research has been identified on the tax implications of loyalty programmes. This study re-examined past studies and literature identified on frequent flyer miles and analysed the impact these have on loyalty points earned on personal and corporate credit cards from an employees’ tax perspective. The study also extended past research and investigated loyalty points awarded to employees as an incentive from an employees’ tax perspective. The study had three specific objectives. The first objective was to analyse past research studies, court cases and other literature in order to establish the theoretical construct of this study. Secondly, it compared the treatment of frequent flyer miles earned by, or awarded to, employees in South Africa to the treatment of these in Australia and Canada. The third objective was to analyse the employees’ tax implications of loyalty points earned by, or awarded to, employees in specific scenarios. These scenarios were limited to loyalty points earned by employers on corporate credit cards and which are awarded to employees for personal use; loyalty points earned on personal credit cards as a result of business expenditure incurred by employees; and loyalty points awarded to an employee, as part of a loyalty programme operated by the employer, as an incentive. The concluding argument of this study was that loyalty points earned on corporate or personal credit cards, which are used for the benefit of employees, may be considered not to be taxable and that consequently, no employees’ tax obligation will arise. However, this argument is plagued by uncertainties and it is questionable as to whether this view will be supported by the South African courts and SARS. In the scenario where loyalty points are awarded as an incentive to employees, it may clearly be argued that these should be taxable with the result that an employees’ tax obligation will arise. However, the nature and value of the benefit, as well as the point at which the tax event occurs, may create inequities and is therefore uncertain. All these uncertainties highlight the need for guidance in this area from SARS. AFRIKAANS : Sedert gereelde vlugmyle (bv. Voyager miles) in Suid-Afrika in plek gestel is, het hierdie konsep in verskeie vorms ontwikkel. Vandag word lojaliteitsprogramme algemeen in die verbruikersbedryf gebruik. Ten spyte van die feit dat hierdie programme vir baie jare reeds in plek is, het die Suid-Afrikaanse Inkomstediens (hierna verwys na as SAID) steeds geen wetgewing of leiding uitgereik oor die hantering van hierdie myle uit ’n werknemersbelastingsoogpunt nie. Alhoewel die byvoordeelimplikasies van gereelde vlugmyle die onderwerp was van navorsing in Suid-Afrika sowel as oorsee is min navorsing geïdentifiseer oor die belastingimplikasies van lojaliteitsprogramme. Hierdie studie heroorweeg bestaande studies en literatuur oor gereelde vlugmyle en analiseer die impak daarvan op lojaliteitspunte verdien op persoonlike en sakekredietkaarte uit ’n werknemersbelastingsoogpunt. Die studie sal ook bestaande navorsing uitbrei deur lojaliteitspunte, wat as ’n aansporing aan werknemers gegee word, uit ’n werknemersbelastingsoogpunt te analiseer. Die studie het drie spesifieke oogmerke. In die eerste plek is dit om bestaande navorsingstudies, hofsake en ander literatuur te analiseer om ’n teoretiese basis te vestig. Tweedens is dit om die belastinghantering van gereelde vlugmyle verdien deur of toegeken aan werknemers in Suid-Afrika te vergelyk met die hantering hiervan in Australië en Kanada. Die derde oogmerk is om die werknemersbelastingimplikasies van lojaliteitspunte toegeken aan of verdien deur werknemers in spesifieke scenario’s krities te analiseer. Hierdie scenario’s is beperk tot lojaliteitspunte verdien deur werkgewers op sakekredietkaarte en toegeken aan werknemers vir persoonlike gebruik; lojaliteitspunte verdien deur werknemers weens sake-uitgawes aangegaan op persoonlike kredietkaarte; en lojaliteitspunte, wat deel vorm van ’n lojaliteitsprogram wat deur die werkgewer bedryf word, gegee aan werknemers as ’n aansporingsbonus. Volgens die studie se bevindinge kan daar aangevoer word dat lojaliteitspunte verdien op sake- en persoonlike kredietkaarte vir werknemers se persoonlike gebruik nie belasbaar is nie en gevolglik geen werknemersbelastingverpligting teweeg bring nie. Nietemin gaan hierdie siening gepaard met baie onsekerhede en word bevraagteken of dit deur die Suid-Afrikaanse howe en SAID ondersteun sal word. In die scenario waar lojaliteitspunte aan werknemers as ’n aansporing gegee word, kan dit duidelik aangevoer word dat hierdie voordeel belasbaar is en dus ’n werknemersbelastingverpligting teweegbring. Daar is egter onsekerheid oor die tydstip waarop die voordeel belas moet word, asook die aard en waarde van die belasbare byvoordeel. Hierdie onsekerhede onderstreep die behoefte aan leiding op hierdie onderwerp vanaf SAID. / Dissertation (MCom)--University of Pretoria, 2010. / Taxation / unrestricted