Digital Marketing in the Makeup Industry - Attraction and Retention of Generation Z

Abstract

This study investigates the changing nature of marketing, especially by the makeup industry, as Generation Z increasingly employs its growing purchasing power. What do attraction and retention marketing tactics look like as brands seek to win Generation Z consumers? The research investigated the significance of Generation Z’s purchasing power, and found that younger consumers value personal connections, authenticity, and engaging with brands over digital platforms. Specifically in the makeup industry, social media, beauty influencer partnerships, and storytelling are employed to attract Generation Z. Brand communities, satisfying consumers, and loyalty programs are used to retain the younger consumers. A case study of the makeup brand Glossier illustrates how a digitally native brand uses digital tactics to win over the tech-savvy generation.