Fashion & Textile Research Journal (한국의류산업학회지)

The Society of Fashion and Textile Industry (한국의류산업학회)
권호 표지
DOI QR코드

DOI QR Code

Fashion Product Salesperson's Perception of Department Store in Department Store Middle Management System

백화점 중간관리 형태에서 패션제품 판매원의 백화점에 대한 인식

  • Lee, Hyun Jin (Dept. of Clothing & Textiles, Kyungpook National University) ;
  • Choo, Tae Gue (Dept. of Fashion Design, Kyungpook National University)
  • 이현진 (경북대학교 의류학과) ;
  • 추태귀 (경북대학교 패션디자인 전공)
  • Received : 2012.04.20
  • Accepted : 2013.01.15
  • Published : 2013.02.28
Download PDF
⟨ Previous Next ⟩

Abstract

This study investigates the perception of conflict and satisfaction factors by salesperson of department store middle management system. This study was performed through a qualitative research method. An in-depth interview was given to 14 fashion shop managers and salespeople who have three or more years of department store work experience. The results show two categories of factors(factors according to power sources and factors according to job environment) that influence the perception of department store middle management system by fashion product salesperson. The factors(according to power sources) were classified into coercive power, reward power, expert/informational power, and referent power. The factors(according to job environment) were classified into physical environment, work conditions, and regulations.

Keywords

References

  1. Ahn, H. S. (2005). A study on job satisfaction and job stress of fashion shop manager. Unpublished master's thesis, Sookmyung Women's University, Seoul.
  2. Anderson, J. C., & Narus, J. A. (1990). A model of distribution firm and manufacturer firm working partnerships. Journal of Marketing, 48(1), 62-74.
  3. Beier, F. J., & Stern, L. W. (1969). Power in the channel of distribution. In Louis, W. (Eds.), Distribution channels. Boston: Houghton Mifflin Co.
  4. Creswell, J. W. (1997). Qualitative inquiry and research design. California: Sage Publications, Inc.
  5. Dormann, C., & Kaiser, D. M. (2002). Job condition and customer satisfaction. European Journal of Work and Organizational Psychology, 11(3), 257-283. https://doi.org/10.1080/13594320244000166
  6. Fair Trade Commission. (2009). Sales Commission of Large Retailer and Policy Implications. Seoul: Author.
  7. Fair Trade Commission. (2011). Fact finding survey of small-sized supplier. Seoul: Author.
  8. Fraizer, G. I., & Rody, R. (1991). The use of influence strategies in interfirm relationships in industrial product channels. Journal of Marketing, 55(summer), 52-69. https://doi.org/10.2307/1252203
  9. French, J. R. P., & Raven, B. H. (1959). The bases of social power. In Darwin Cartwright (Eds.), Studies in social power (p. 156). Ann Arbor: University of Michigan Press.
  10. Ganesan, S. (1994). Determinants of long-term orientation in buyerseller relationships. Journal of Marketing, 58(2), 1-19.
  11. Gibson, J. L. (1985). Organizations: Behaviour structure processes (9th ed.). Boston: McGraw Hill Publication.
  12. Herzberg, F. (1966). Work and the nature of man. Cleveland, OH: World.
  13. Hunt, S. D., & Nevin, J. R. (1974). Power in a channel of distribution: Sources and consequences. Journal of Marketing Research, 11(2), 186-193. https://doi.org/10.2307/3150557
  14. Jeong, Y. M., & Jang, Y. S. (2010). The effect of job stress and burnout by job environment of care-givers on job satisfaction. Journal of The Korea Academia-industrial Cooperation Society, 11(10), 3688-3699. https://doi.org/10.5762/KAIS.2010.11.10.3688
  15. Jung, H. J. (1998). The dependence, power sources, and conflict in the women's apparel distribution channel. Journal of Channel and Retailing, 3(1), 123-143.
  16. Jung, H. J. (2001). On interfirm power in the department store and its' women's apparel tenants in a channel distribution. Journal of Global Academy of Marketing Science, 7, 375-390. https://doi.org/10.1080/12297119.2001.9707431
  17. Kim, N. H. (2006). The understanding of case-study methodology for research of mathematics education. Journal of Social Science, 21, 1-23.
  18. Kim, K. M., & Lee, I. G. (2010). The effects of educational training support, brand reputation, and transaction specific investment on conflicts and satisfaction in a franchise system. Journal of Marketing Studies, 18(2), 1-17. https://doi.org/10.1080/09652541003630311
  19. Korea Federation of Small and Medium Business. (2009). 대규모 점포 거래중소기업 실태 설문조사 [Actual condition survey on transaction between large-scale stores and small-medium sized business]. Seoul: Author.
  20. Lee, D. J., Lee, W. S., & Lee, B. H. (2005). Factors affecting referral behavior between exporters and importers: The moderating role of relationship duration. International Business Journal, 16(2), 27-61.
  21. Lee, H. J., & Choo, T. G. (2011). Fashion product salesperson's perception of fashion company in the middle management system of department store. Journal of the Korean Society for Clothing Industry, 13(5), 705-716. https://doi.org/10.5805/KSCI.2011.13.5.705
  22. Lee, H. J., & Choo, T. G. (2012). The effect of power sources of department store and fashion company, and salesperson's job consciousness on job satisfaction in the middle management system of department store. Journal of the Korean Society for Clothing Industry, 14(2), 230-241. https://doi.org/10.5805/KSCI.2012.14.2.230
  23. Lee, M. H. (2006). Strategic customer management for direct marketing companies -Focused on the role salesperson's perceived conflict-. Unpublished doctoral dissertation, Seoul National University, Seoul.
  24. Lee, S. J. (2002). Current status on the distribution channel of apparel at department store : Focused on the relation between domestic department store management and apparel manufactures. Unpublished master's thesis, Konkuk University, Seoul.
  25. Lusch, R. F. (1997). Sources of Power : Their impact on intrachannel conflict. Journal of Marketing Research, 13(4), 382-390.
  26. Park, D. H. (1994). An analysis on educational needs of salesperson in department store. Unpublished master's thesis, Yonsei University, Seoul.
  27. Park, R. Y., & Seol, H. D. (2011). The effects of favorable job conditions on affective commitment: Focusing on the mediating effects of social exchange relationship. Journal of Korean Corporation Management Association, 18(2), 161-185.
  28. Park, S. H. (2008). A study on the relation effects and respons act in the distribution channels of national & foreign clothing brand -The relationship between the department store and the tenant in the department store-. Journal of Korea Research Academy of Distribution and Management, 11(4), 79-106.
  29. Suh, M. S., & Kim, S. H. (2002). The effects on the customer orientation and the service quality influenced by salesperson's emotional dissonance and emotional exhaustion. Journal of Korean Marketing Association, 17(4), 47-75.
  30. 'The High-handedness of Department Stores'. (2012, January 1). The Asia Economy Daily. Retrieved January 15, 2012, from http://www.asiae.co.kr/news/view.htm?idxno=2011123015501321145
  31. Youn, M. K., & Nam, G. S. (2000). The research of reduction and improvement for midterm dealer in local medium size department store. Journal of Global Academy of Marketing Science, 6, 93- 110. https://doi.org/10.1080/12297119.2000.9707399
  32. Wilemon, D. L. (1972). Power and negotiation strategies in marketing channels. The Southern Journal of Business, 2, 12-32.