Journal of the Korean Society of Clothing and Textiles (한국의류학회지)

The Korean Society of Clothing and Textiles (한국의류학회)
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The Study on the Developing of Long-Term Relationship Between Salesperson and Customer

판매원과 고객간의 장기적 관계 발전에 관한 고찰

  • 안소현 (부산대학교 생활과학대학 의류학과) ;
  • 이경희 (부산대학교 생활과학대학 의류학과)
  • Published : 2000.11.01
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Abstract

The purpose of this paper is to deeply understand the developing of long-term relationship between salesperson and customer through analyzing of various literature. Salespersons are important due to their forefront position in retailing setting. They are called \"relationship manger\" due to their function of controlling service quality. Therefore understanding the salesperson-customer relationship is critical in retail environment. To accomplish the purpose of this paper, at first, the concept of relationship marketing and the domain of relationship marketing is examined. Then long-term relationship is studied through existing study on buyer-seller relationship. Anticipation of future interaction or long-term relationship orientation is generated from antecedent variables through mediating variables. Though previous studies ignored developing status of long-term relationship, developing status must be captured to thoroughly understand interpersonal relationship. Implication for relationship marketing theory and research are discussed related to clothing retail setting.l setting.

Keywords

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