Journal of Strategic Management Studies

Journal of Strategic Management Studies

Integration of customer experience management in the life cycle of maintenance and repair of aviation industry products

Document Type : Research

Authors
Mansour Shamoradifar 1
Reza Hosnavi 2
Mohammad Hossien Karimi Govareshaki, 3
1 PhD student, Faculty of Industrial Engineering and Management, Malek Ashtar University of Technology, Tehran, Iran
2 Professor, Faculty of Industrial Engineering and Management, Malek Ashtar University of Technology, Tehran, Iran
3 Associate Professor, Faculty of Industrial Engineering and Management, Malek Ashtar University of Technology, Tehran, Iran
10.22034/smsj.2025.477186.2064
Abstract
Introduction
In today’s highly competitive airline industry, customer experience management has become a strategic priority for achieving sustainable competitive advantage. Airlines increasingly recognize that beyond price and convenience, passenger satisfaction, trust, and emotional connection determine long-term loyalty and profitability. However, managing customer experience in such a multifaceted service environment is complex, as multiple contact points—from booking and check-in to in-flight service and after-sales support—affect perceptions and attitudes toward the brand.Despite the practical importance of customer experience management, previous studies have often viewed it through limited perspectives such as service quality or customer satisfaction alone. This research therefore seeks to provide a more comprehensive and systematic model for managing customer experience in the airline industry by integrating psychological, behavioral, and strategic dimensions. Specifically, it investigates the interrelationships among key variables such as trust, dynamic pricing, unique services, support, and brand loyalty.The rationale for the study lies in addressing two main gaps. First, there is a lack of integrative frameworks that simultaneously consider the emotional and cognitive aspects of passenger experience. Second, the airline industry faces challenges such as fluctuating pricing policies and inconsistent service standards that directly influence customers’ trust and loyalty.
Methodology
This research adopts an applied approach in terms of purpose, aiming to offer practical implications for the airline industry, and an exploratory strategy to identify the key dimensions of customer experience. Furthermore, it employs a mixed-methods design combining qualitative and quantitative techniques to ensure both depth and generalizability of findings.In the qualitative phase, data were gathered through comprehensive literature analysis and semi-structured interviews. The participants included 15 key customers of travel agencies and 34 employees and managers of airline companies. Additionally, the researcher conducted direct observations over a one-month period to capture the natural flow of customer interactions and service delivery processes. The qualitative data were analyzed using thematic analysis, allowing the identification of recurrent concepts, patterns, and relationships among experience-related factors.Building on the qualitative insights, the quantitative phase involved a descriptive-survey method using a structured questionnaire developed based on the extracted themes. The questionnaire measured constructs such as trust, dynamic pricing, unique services, support, and brand loyalty using Likert-scale items. Data collected from airline customers and employees were analyzed through statistical techniques to test the proposed hypotheses and to validate the conceptual model. Reliability and validity of the measurement scales were confirmed through Cronbach’s alpha and factor analysis.
Results and Discussion
Statistical analysis of the data revealed several important relationships among the studied variables. First, trust and dynamic pricing were found to have a positive relationship with support, indicating that customers are more likely to engage with and support an airline brand that demonstrates reliability and adaptive price policies. However, unique services, while often perceived as positive differentiators, showed a negative relationship with support. This suggests that when service experiences deviate too far from standard expectations, they may generate inconsistency or confusion that diminishes customers’ practical support for the brand.Regarding brand loyalty, findings showed that trust and unique services have a positive relationship, while dynamic pricing has a negative relationship with loyalty. In other words, while trust and personalized experiences strengthen emotional bonds and long-term commitment, fluctuating prices may create perceptions of unfairness or unpredictability, thereby undermining loyalty.These results emphasize the central role of trust in building and maintaining positive customer experiences. Trust underlies satisfaction, perceived fairness, and customers’ willingness to continue their relationship with the airline.
Conclusion
The present study contributes to both theory and practice by proposing a framework for managing customer experience in the airline industry that integrates trust, pricing strategy, service uniqueness, and brand outcomes. The analysis confirmed that brand trust is the most influential factor affecting both support and loyalty, suggesting that efforts to strengthen transparency, reliability, and ethical conduct have the strongest impact on enhancing overall experience.At the same time, the study revealed that dynamic pricing, while beneficial for revenue optimization, can negatively influence brand loyalty if not communicated clearly or perceived as unfair. Therefore, airlines should adopt pricing strategies that are data-driven yet customer-centric, ensuring that dynamic adjustments are balanced with transparency. Similarly, while offering unique services can foster differentiation and loyalty, such services should be managed carefully to avoid inconsistency in customers’ expectations of support.In practical terms, airline managers should prioritize trust-building initiatives such as consistent service delivery, effective complaint handling, and honest communication. Investment in technological tools for personalized service design must be coupled with employee empowerment and training to ensure coherent experience across all touchpoints.
 
Keywords
Customer experience, Customer experience management, Aviation maintenance and repair industry, Lifecycle engineering

Subjects

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Journal of Strategic Management Studies
Volume 16, Issue 63
Summer 2025
Pages 247-270

  • Receive Date 07 September 2024
  • Revise Date 22 November 2024
  • Accept Date 29 April 2025