• 한국유통학회지:유통연구
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• 제11권2호
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• pp.1-27
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• 2006

본 연구는 내구소비재를 중심으로 판매원의 지각된 속성이 고객의 판매원에 대한 만족과 점포에 대한 만족, 교차구매의도, 점포추천의도간의 구조적 관계를 알아보고자 하였다. 이를 위해 대도시 소재 내구소비재를 직접 구매한 경험이 있는 소비자들을 대상으로 설문을 조사하여 250부의 설문지가 최종분석에 사용되었다. 분석결과 첫째, 판매원의 지각된 전문성, 진실성, 호감성, 고객지향성은 고객의 판매원에 대한 만족에 유의한 정(+)의 영향을 미침을 확인하였다. 둘째, 판매원의 고객지향성은 판매원에 대한 만족뿐만 아니라 점포에 대한 만족에도 유의한 정(+)의 효과를 가짐을 확인하였다. 셋째, 판매원에 대한 만족은 판매원의 지각된 속성들과 점포에 대한 만족을 매개하는 것으로 나타났다. 넷째, 판매원에 대한 만족과 점포에 대한 만족은 판매원의 지각된 속성들과 교차구매의도, 점포추천의도간의 관계를 매개하는 것으로 나타났다. 끝으로 내구소비재 관련 실무자들을 위한 관리적 시사점을 제시하였다.

• 유통과학연구
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• 제18권2호
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• pp.91-98
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• 2020

Purpose: This research aimed to suggest retailing companies some ways to enhance customer satisfaction with service recovery and recommendation intention towards these companies. For this purpose, current study examined the relationships among service recovery justice, service failure severity, customer trust, recovery satisfaction and intention to recommend and the moderating role of ego-resilience. Research design, data and methodology: Current study developed a structural equation model in which perceived service recovery justice is a predictor, service failure severity, customer trust, recovery satisfaction are mediators, intention to recommend is a dependent variable and the ego-resilience is a moderator between the perceived service recovery justice and the customer trust and the recovery satisfaction. Data were collected from customers who experienced service failures from retailers. A total of 400 questionnaires were collected and 365 samples were used for analysis after deleting data having missing value. SPSS 25.0 and AMOS 24.0 were used to test the validity, reliability, and structural equation modeling. Results: Empirical results showed that the perceived service recovery justice had a negative influence on the perceived service failure severity and a positive influence on the customer trust and the recovery satisfaction. These results indicate that when customers perceive the service recovery justice more highly, they perceive the service failure less severe but they perceive the retailer more trustworthy and are satisfied with service recovery. In addition, the customer trust and the recovery satisfaction had a positive influence on the intention to recommend. These results indicate that when customers perceive the retailer more trustworthy and are satisfied with service recovery, they are more intend to recommend the retailer. Moreover, the influence of the perceived service recovery justice on the customer trust and the recovery satisfaction was moderated by the ego-resilience. Conclusions: This study contributed to the service recovery literature by proving the relationship among service recovery justice, service failure severity, customer trust, recovery satisfaction and intention to recommend. Moreover, current research introduced the ego-resilience into service recovery research area and revealed the moderation role of the ego-resilience. Managerially, this research suggested retailing companies some ways to effectively recover from service failure.

• 한국유통학회지:유통연구
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• 제13권2호
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• pp.59-78
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• 2008

본 연구는 유통업체와 공급업체와의 관계에서 공급업체가 지각한 윤리경영과 공정성이 거래성과에 미치는 영향을 규명하는데 목적이 있다. 유통업체와 거래를 하고 있는 공급업체 368개를 대상으로 실증 분석한 결과, 첫째, 유통기업차원의 윤리경영은 공급업체의 절차적 공정성과 상호적 공정성에 정의 영향을 미치는 것으로 나타났으나, 임직원들의 윤리경영은 상호적 공정성에만 정의 영향을 미치는 것으로 나타났다. 둘째, 절차적 공정성과 상호적 공정성은 분배적 공정성에 정의 영향을 미치는 것으로 나타났다. 마지막으로 분배적 공정성과 상호적 공정성은 거래성과에 직접적으로 영향을 미치는 것으로 나타났으나, 절차적 공정성은 분배적 공정성을 매개로 거래성과에 영향을 미치는 것으로 나타났다.

• 산학경영연구
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• 제15권
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• pp.25-45
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• 2002

여행도매업체는 시장개방, 경쟁기업의 출현, 개인소득의 증가로 인한 소비자 욕구의 다양한 등 환경의 급속한 변화로 소매여행업체와의 관계에 있어 보다 효율적인 마케팅전략 수립이 요구되고 있다. 따라서 여행도매업체의 여행소매업체에 대한 관계적 특성요인을 확인하고, 관계형성요인간의 관계성을 연구함으로써 여행업계에서 현실적으로 적용할 수 있는 관계마케팅 차원의 접근이 필요하다. 본 연구는 여행업의 유통경로상에서 여행도매업체의 여행소매업체에 대한 관계적 특성요인들이 신뢰, 몰입, 그리고 재구매의도에 어떠한 영향을 주는지를 규명하고 개선방향을 제시하기 위하여 실증적 분석을 하였다. 본 연구는 여행도매업체의 여행소매업체에 대한 관계성에 초점을 맞춘 것으로 변수간의 관계를 분석하기 위해 연구모형과 가설을 설정한 후 검증하였다. 분석결과 전반적인 연구모형에 대한 적합도는 설정기준 이상으로 나와 가설검증을 실시하였다. 연구결과는 첫째, 여행도매업체의 최고경영자나 마케터들에게 여행소매업체와의 관계에서 현장에서 적용할 수 있는 효율적인 마케팅전략 방안을 구체적으로 제시해 주고, 둘째, 여행도매업체는 여행소매업자로부터 신뢰구축을 통하여 장기적인 교환관계유지와 같은 관계지향적인 방법으로 여행소매업체를 관리해야 한다는 시사점을 제시하고 있다.

• 한국유통학회:학술대회논문집
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• 한국유통학회 2000년도 추계학술대회 발표논문집
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• pp.91-105
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• 2000

Results of a study of the coordination effect in stocking and promotional markdown policies for a supply chain consisting of a retailer and a discount outlet (DCO) are reported here. We assume that the products are sold in two consecutive periods: Normal Sales Period (NSP) and subsequent Promotional Sales Period (PSP). When managers in the two periods coordinate, they share information on the demand forecast and jointly decide the stocking quantity, markdown time schedule, and markdown price to maximize mutual profit. In the absence of coordination, decisions are decentralized to optimize the individual party's objective function. Optimal coordination policy for the retailer/DCO problem setting is analyzed, and the coordination policy is compared with the uncoordinated policy to explore factors that make coordination an effective approach.

• 유통과학연구
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• 제21권2호
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• pp.103-110
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• 2023

Purpose: The high-end and variety of recently released items are driving the growth of the distribution industry, which is the purpose of private brand (PB) products. Because PB shortens the distribution process and lowers marketing expenses, such as those associated with various commercials, more people will buy PB while paying lower retail prices. The goal of this study is to make the case that PB can be positioned successfully by determining the influence and direction of each individual constituent concept on how product and store attributes (perceived price, image of retail store) affect the perceived value of PB and the legitimacy of retailers. Research design, data and methodology: The gathered data were examined using PLS-SEM using Smart PLS 3.0 in order to analyze the research model of this study. Internal consistency was verified to demonstrate the measurement model's dependability, and extensive validity analysis, discriminant validity, and analysis were performed to verify the validity. Conclusion: This researcher attempted to gather diverse understandings and viewpoints on PB trends in addition to understanding the existing state of PB products. It is meant to be a unique and successful plan in the PB Brands' marketing strategy. By understanding the brand's value proposition aspects, it is hoped to determine how PB influences brand attitudes based on the findings of this study.

• 산경연구논집
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• 제9권2호
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• pp.7-16
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• 2018

Purpose - This research addresses the question of how an international retailer like Costco can succeed in a foreign mature market and satisfy the local consumers. Our study aims to promote our understanding of how foreign retailers influence local consumers in a mature market with differentiated business models. Research design, data, and methodology - Our study uses company publications, secondary sources of information and the results of a questionnaire survey consisting of 106 participants. Consumer responses were solicited through a questionnaire survey conducted in the city of Kobe in December of 2013. Results - Product differentiation from local retailers in a mature market like Japan gave Costco a competitive edge. Compared with local supermarkets, Costco was preferred by Japanese consumers for its variety of goods that it carries, as well as in-store promotion large package of selling units, in-store amenities, and customer services. Conclusions - First, a theoretical framework is proposed in this study that can aid in developing localization strategies in a mature market such as Japan. Second, it reveals that an international retailer can succeed in a foreign market by stimulating local consumers to change their purchasing behavior, without having to alter the prevailing format of operation.

• 유통과학연구
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• 제16권2호
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• pp.5-18
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• 2018

Purpose - In recent years, new retail innovations have emerged in the Japanese eyeglasses industry and grown as a retail format. The purpose of this study is to establish the process model of retail format creation by examining how a retailer creates a retail format and under what kind of environmental conditions. Research design, data, and methodology - This study pointed out the weakness of the concept of the retail format in existing research on the retail format in existing research on the retail format variation theory and suggested the concept of "Formula" to analyze an individual retailer. This study categorized the subjects categorize the subjects of retail format creation into four categories, and analyzed JINS which is the retail format leader in the Japanese eyeglass industry. This study used secondary data because it is valid. Results - This research found "product handling skill," "changes to consumer purchasing patterns," and "competitive interaction" as environmental factors influencing retail format creation. This study highlighted how JINS adapted those environmental factors to create their original formula and suggested the process model of retail format creation through the JINS case study. Conclusions - This study discussed two theoretical implications and three managerial impressions which were derived from the JINS case study. This study also discussed limitations and further research issues.

• 한국경제지리학회지
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• 제8권1호
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• pp.131-152
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• 2005

본 연구는 대형유통업체의 식품유통체계와 농식품 공급업체와의 거래관계 특성을 구성하는 핵심과정인 농식품의 구매과정과 거래유형, 그리고 거래관계 유형별 입지 특성을 밝히는 것을 목적으로 한다. 사례연구를 위해 대구광역시의 대표적인 유통업체이자 향토기업인 동화백화점 계열 백화점 및 할인점을 대상으로 조사하였다. 사례기업의 농식품 구매유형은 주로 산지구매, 도매시장구매, 벤더구매가 중심이나 품목에 따라서 생식품과 공산품간에, 생식품 내에서도 세부품목별로 상이한 거래유형을 나타낸다. 농식품의 구매경로는 도매시장구매와 경매구매 등 중간 매개기관을 통한 구애와 산지구매, 개별계약농장구매 등 현지구매, 그리고 축산물구매 등으로 구분되며 각 구매경로 별로 독특한 구매노하우와 절차를 내포한다 공간적 측면에서, 고정 협력업체로 지정된 292개의 농식품 공급업체의 80$\%$ 이상이 대구와 경북지역에 집중 분포하고 있는 것으로 나타났다. 거래유형별로 대구지역 공급업체는 제조업체의 비중이 높은 반면, 경북지역 공급업체는 산지업체의 비중이 높다. 거래기간별로는 사례기업과 5년 이상 장기거래 관계를 지속하고 있는 업체가 70$\%$ 이상을 차지하여 거래지속성이 비교적 높은 것으로 나타났으며 특히 대구지역의 공급업체와의 거래지속성이 높은 것으로 나타났다. 품목별로는 대구지역은 공산품 공급업체의 비중이 높은 반면, 경북지역은 생식품 공급업체의 비중이 매우 높다.

• Industrial Engineering and Management Systems
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• 제14권3호
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• pp.248-274
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• 2015

This study discusses a contract to promote collection and recycling of used products in a green supply chain (GSC). A collection incentive contract is combined with a reward-penalty contract. The collection incentive contract for used products is made between a retailer and a manufacturer. The reward-penalty contract for recycling used products is made between a manufacturer and an external institution. A retailer pays an incentive for collecting used products from customers and delivers them to a manufacturer with a product order quantity under uncertainty in product demand. A manufacturer remanufactures products using recyclable parts with acceptable quality levels and covers a part of the retailer's incentive from the recycled parts by sharing the reward from an external institution. Product demand information is assumed as (i) the distribution is known (ii) mean and variance are known. Besides, the optimal decisions for product quantity, collection incentive of used products and lower limit of quality level for recyclable parts under decentralized integrated GSCs. The analysis numerically investigates how (1) contract for recycling activity, (ii) product demand information and (iii) quality of recyclable parts affect the optimal operation for each GSC. Supply chain coordination to shift IGSC is discussed by adopting Nash Bargaining solution.