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

  • 제43권5호
  • /
  • Pages.649-665
  • /
  • 2019
  • /
  • 1225-1151(pISSN)
  • /
  • 2234-0793(eISSN)
한국의류학회 (The Korean Society of Clothing and Textiles)
권호 표지
DOI QR코드

DOI QR Code

패션브랜드 숍매니저로의 성장과정에 관한 근거이론 연구

A Grounded Theory Study on the Growth Process as a Fashion Brand Manager

  • 김지연 (호남대학교 패션디자인학과) ;
  • 오현정 (광주대학교 패션.주얼리학부)
  • 투고 : 2019.06.10
  • 심사 : 2019.09.16
  • 발행 : 2019.10.31
PDF 다운로드
⟨ 이전 논문 다음 논문 ⟩

초록

This study presents a conceptual framework for the growth process as a manager based on data gathered from the sales experiences and careers of fashion brand managers. The study participants were seven managers with over 15 years of sales experience in a women's clothing brand in Gwangju. Data were collected through in-depth interviews from January 2018 to September 2018 and analyzed using open coding, axis coding, and selective coding according to Strauss and Corbin's grounded theory method. The study results are as follows. First, this study found six categories and 17 sub-categories based on the shop manager's sales experiences and careers. Second, we found the central job category as well as categories with causality, interaction, moderating and outcome relationships. Third, we developed a paradigm model that links the main phenomena, causal conditions, contextual conditions, intervening conditions, action/interaction strategies, and consequence categories. Fourth, the process of growing as a fashion brand manager was described by an integrated story.

키워드

참고문헌

  1. Ahn, G. Y., & Lee, Y. (2018). Qualitative research on fashion product shopping and retail therapy. Journal of the Korean Society of Clothing and Textiles, 42(3), 411-427. doi:10.5850/JKSCT.2018.42.3.411
  2. 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 A study on job satisfaction and job stress of fashion shop manager (Unpublished master's thesis).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.
  3. Ahn, K. H., Hwang, S.-J., & Jung, C. J. (2010). Fashion marketing (3rd ed). Seoul: Soohaksa.
  4. Ahn, S. H. (2001). Qualitative study in the relationship between customer and shop manager of the apparel shop (Unpublished doctoral dissertation). Pusan National University, Busan.
  5. Charmaz, K. (2013). Constructing grounded theory: A practica l guide through qualitative analysis (H.-S. Park, S.-G. Lee, & C. Rhee, Trans.). Seoul: Hakjisa. (Original work published 2006)
  6. Choi, K.-a. (2010). Effects of internal marketing factors of fashion retailers on salespersons' job satisfaction, customer orientations, and job performance (Unpublished doctoral dissertation). Dongduk Women's University, Seoul.
  7. Choi, K.-a., & Chung, S. J. (2008). Roles of apparel shop managers. 디자인포럼21, 11, 1-15.
  8. Choi, K. W., & Park, K. H. (2012). The effects of the personality traits and customer orientation on job satisfaction and job performance-Focused on female apparel salespeople in department stores-. Journal of the Korean Society of Clothing and Textiles, 39(9), 979-990. doi:10.5850/JKSCT.2012.36.9.979
  9. Chung, I. H., Park, K. O., Lee, M., Min, K. S., & Kang, J. K. (2005). A study on the job aptitudity of fashion salesperson. Distribution Business Review, 10(2), 73-97.
  10. Chung, M. w., & Joo, J. h. (2004). A study on the determining factors of Korean advertising designer's job satisfaction. Journal of Korean Society of Design Science, 17(4), 337-346.
  11. Creswell, J. W. (2015). Qualitative inquiry and research design: Choosing among five approaches (3rd ed.) (H.-S. Cho, S. W. Jung, J. S. Kim, & J. Kwon, Trans.). Seoul: Hakjisa. (Original work published 2013)
  12. Diamond, J., & Litt, S. (2003). Retailing in the new millennium. New York, NY: Fairchild Publications, Inc., cop.
  13. Higher education. (n.d.). Doopedia. Retrieved from http://www.doopedia.co.kr/doopedia/master/master.do?_method=view&MAS_IDX=101013000728494
  14. Hwang, S.-J., Jung, M. Y., & Song, K. E. (2007). The effect of apparel product salesperson's role ambiguity and role conflict on job-satisfaction and customer orientation. Journal of Human Life Sciences, 10, 63-78.
  15. Jeon, H. M. (2018). 나에게 불황은 없다 [I do not have a recession]. Seoul: Taeinmunhwasa.
  16. Jo, Y.-H. (1999). 질적 연구: 방법과 사례 [Qualitative research: Methods and practices]. Seoul: Kyoyookbook.
  17. Jo, Y.-J., Lee, W.-S., & Kim, S.-A. (2015). The effects of stress factors of fashion shopmasters on job satisfaction. Journal of the Korean Fashion & Costume Design Association, 17(3), 149-158.
  18. Johlke, M. C. (2006). Sales presentation skills and salesperson job performance. Journal of Business & Industrial Marketing, 21(5), 311-319. doi:10.1108/08858620610681614
  19. Keillor, B. D., Parker, R. S., & Pettijohn, C. E. (2000). Relationship-oriented characteristics and individual salesperson performance. Journal of Business & Industrial Marketing, 15(1), 7-22. doi:10.1108/08858620010311520
  20. Kim, E. J., Ahn, H. S., & Jang, S. Y. (2008). Shopmaster. Seoul: ShinhanM&B.
  21. Kim, H. J., & Choi. S. (2003). The effects of market orientation of apparel firms and salesperson's job performance on the job satisfaction. Journal of the Korean Society of Clothing and Textiles, 27(1), 1-8.
  22. Kim, I. C., & Yu, J. H. (2012). Shop-masters' perception on customer management-Focusing on the fashion brands at the department store-. Journal of KSSSS, 24, 139-158.
  23. Kim, S. A., Min, K. R., Lee, S., & Park, S. M. (2013). Unveiling the relationship among job choice motivation, job satisfaction and turnover intention in the public and private sector: With a focus on a moderating role of person-job fit. The Korea Public Administration Journal, 22(3), 271-314.
  24. Kim, S. W., & Lee, Y. R. (2012). What is beauty? - The aesthetic cognition of Korean women in their 20s and 30s -. Journal of Consumer Studies, 23(2), 351-382.
  25. Lee, C. Y. (2014). Fashion brand shopmaster core job competency analysis (Unpublished master's thesis). Chung-Ang University, Seoul.
  26. Lee, E. J., Kim, I., & Hwang, S. J. (2011). A study on the effects of internal marketing factors of fashion brands on job satisfaction and customer orientation of salespersons. Journal of the Korean Society of Fashion Design, 11(3), 29-45.
  27. Lee, G. Y., & Kim, H. J. (2017). Fashion products & shopmaster. Seoul: Soohaksa.
  28. Lee, J., & Hwang, S. (2018). A qualitative study on the role of shop masters in multi-channel retail context. Journal of Fashion Business, 22(5), 83-95. doi:10.12940/jfb.2018.22.5.83
  29. Lee, J. J. (2016). A qualitative study on work characteristics of shop masters with multi-channel retail environment-Focus on shop masters in department store young casual fashion section-(Unpublished master's thesis). Sungkyunkwan University, Seoul.
  30. Lee, S., & Kim, G. (2012). The qualitative study on the emotional labor of fashion sales personnel-Focused on fast fashion sales personnel-. Journal of the Korean Society of Clothing and Textiles, 36(5), 534-548. doi:10.5850/JKSCT.2012.36.5.534
  31. Oh, H. J. (2018). A qualitative case study on the success of fashion retail start-up by young entrepreneurs. Journal of the Korean Society of Clothing and Textiles, 42(1), 133-147. doi:10.5850/JKSCT.2018.42.1.133
  32. Park, S. H. (2013, June 26). 이랜드그룹, SPA 기업대학 설립 [E.LAND GROUP, establishes SPA business university]. Apparelnews. Retrieved from http://www.apparelnews.co.kr/news/news_view/?idx=147126&cat=CAT112
  33. Pettijohn, C. E., Pettijohn, L. S., & Taylor, A. J. (2007). Does salesperson perception of the importance of sales skills improve sales performance, customer orientation, job satisfaction, and organizational commitment, and reduce turnover? Journal of Personal Selling & Sales Management, 27(1), 75-88. doi:10.2753/PSS0885-3134270105
  34. Reynolds, K. E., & Beatty, S. E. (1999). Customer benefits and company consequences of customer-salesperson relationships in retailing. Journal of Retailing, 75(1), 1-32. doi:10.1016/S0022-4359(99)80002-5
  35. Shin, K. R., Cho, M. O., Yang, J.-H., Go, M.-S., Kong, B.-H., Kim, M. J., ... Ha, J.-Y. (2004). 질적 연구 방법론 [Qualitative research method]. Seoul: Ewha Womans University Press.
  36. Singh, R., & Das, G. (2013). The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience. Journal of Business & Industrial Marketing, 28(7), 554-564. doi:10.1108/JBIM-04-2011-0121
  37. Singh, R., & Koshy, A. (2012). A new conceptualization of salesperson's customer orientation: Propositions and implications. Marketing Intelligence & Planning, 30(1), 69-82. doi:10.1108/02634501211193921
  38. Son, S.-Y., & Lee, Y.-J. (2016). Qualitative research on consumption of professional baseball club's licensed fashion product. Journal of the Korean Society of Costume, 66(4), 18-31. doi:10.7233/jksc.2016.66.4.018
  39. Strauss, A., & Corbin, J. (1996). Basic of qualitative research-Grounded theory procedures and techniques (S. J. Kim, & K. R. Shin, Trans.). Seoul: Hanul Publishing Group. (Original work published 1990)
  40. Strauss, A., & Corbin, J. (2001). 근거이론의 단계 [Step of grounded theory] (K. R. Shin, Trans.). Seoul: Hyunmoon Publishing Co. (Original work published 1998)
  41. Sum, C. Y., & Hui, C. L (2009). Salespersons' service quality and customer loyalty in fashion chain stores: A study in Hong Kong retail stores. Journal of Fashion Marketing and Management, 13(1), 98-108. doi:10.1108/13612020910939905
  42. Tanya, D., & Lucette, B. C. (2013). Salesperson's listening ability as an antecedent to relationship selling. Journal of Business & Industrial Marketing, 28(1), 50-59. doi:10.1108/08858621311285714
  43. Yi, H.-T., & Jung, Y.-S. (2018). A study on the job demand factors affecting sales performance of department stores salespeople: Moderating effect of job resources. Korean Management Consulting Review, 18(2), 1-11.
  44. Yu, H., Jung, C. J., & Hwang, S.-J. (2012). On fashion industry. Seoul: Soohaksa.
  45. Yu, H., & Ko, S. (2015). An exploratory study on appearance related quality-of -life of obese Korean men. Journal of the Korean Society of Clothing and Textiles, 39(6), 812-825. doi:10.5850/JKSCT.2015.39.6.812