Will My Customers Come Back? A Study of Beauty Salons in Taiwan

Purpose – The beauty salon industry is a highly competitive market. Every beauty salon shop aims to keep its customers satisfied and hopes that they will revisit several times. Hence, this paper investigates the key factors affecting the repurchase intention of consumers in the beauty salon industry in Taiwan. Research design, data, and methodology – We first use the content analysis of free-response narratives from beauticians to classify the key factors objectively and develop the questionnaire accordingly. We then distribute the questionnaire to 130 beauty salon consumers to complete the questionnaire. Next, the Grey Relation Analysis is employed to identify the key factors that affect the repurchase intention of consumers in the beauty salon industry. Results – From the perspectives of the beauty salon customers, the factors affecting the repurchase intention of consumers are (1) obvious treatment results, (2) the treatment space considers personal privacy, (3) the offer of promotional prices for treatment/product trials, and (4) the product knowledge of the beauticians. From the perspectives of the beauticians, the factors include (1) the treatment space is well-designed and makes the customers feel relaxed, (2) enhancement of the customer relationship, (3) the treatment space considers personal privacy, and (4) the positive service attitude of the beauticians. Conclusions – We analyze all the key factors and offer some suggestions as a conclusion.