• Journal of Distribution Science
• /
• v.17 no.11
• /
• pp.81-92
• /
• 2019

Purpose: The salesperson, the core of the operating activities, plays the role of connecting the inside and outside of the company, representing the company to the consumer and identifying and responding to the customer's needs. The department store industry is the most representative retail industry in South Korea, and competition among its peer group and industry is intensifying, requiring differentiated service sales activities and performance from its employees. This study divided the sales force system into activity control(process-oriented control) and output control(performance-oriented control) and verified the differential impact on the job attitude of the salesperson (e.g., job satisfaction and burn-out), respectively. In addition, the effect of job satisfaction and burn-out of the salesperson on the job performance were checked. Research design, data, and methodology: The survey was conducted on 200 sales people working at five branch stores of Hyundai department store in Seoul, and 194 of them were analyzed. The reliability and validity of the variables were analyzed and hypotheses were verified through the SEM. Results: Results have shown that activity control has a greater impact on burn-out compared to output control, and output control has a greater impact on job satisfaction compared to activity control. It has been shown that the salesperson's burn-out does not affect sales performance, but that job satisfaction has a positive effect on sales performance. Conclusions: This study examines the effect of sales force management system such as activity control and output control, on the job attitude and sales performance in department stores. According to the results of this research, each of two control systems have a discriminatory effect on the job attitude variables. For the sales managers of department store, it is recommended to increase the efficiency of sales management by increasing the use of outcome control compared to activity control.

• Journal of Korean Society of Industrial and Systems Engineering
• /
• v.32 no.1
• /
• pp.137-146
• /
• 2009

Researches on after-sales quality have centered on home electric appliances, figuring out how factors influencing after-sales service quality are causally related to customer's behavioral intentions, via consumer satisfaction as an intermediary parameter In most cases of after-sales service in home electric appliances, upon customer's request, service agents make a visit to where the appliance is installed, and check the product and do repairs. However, in case of a small portable device such as a cell phone, which people carry around at all times, most of the times customers themselves show up at the after-sales center, and demand a check-up and repairs. The main difference here is that the after-sales services are provided when a product can no longer perform its basic function and customer dissatisfaction is already up. In this case, the basic function of a product corresponds to must-be factor according to Kano model. The goal of our research is to identify critical factors for effective and efficient after-sales service, and how to monitor them on a routine basis. In our research, the quality after-sales service consists of three dimensions, interactive quality, result quality, and physical environment quality. We set up variables for each dimension, which would measure from customer's perspective key determining factors in service delivery process. Instead of focusing on customer satisfaction aspect, we focused on how after-sales service factors contribute to addressing customer complaints. Additionally, our future research would aim to verify how customer's behavioral intentions are affected, as the resolution of consumer complaints becomes more successful when adjustment of relevant quality factors improves after-sales service quality.

• International Journal of Advanced Culture Technology
• /
• v.6 no.2
• /
• pp.43-50
• /
• 2018

In this study, It is utilized 103 management panic data about social enterprises in Chungnam area (Chungnam, Daejeon, Sejong) region from 2011 to 2017. The organizational characteristics (organizational type, type of certification, company's region, external grants, paid employees) were set as independent variables with economic performance (sales) and social performance (employment of vulnerable class) as dependent variables. We analyzed the factors affecting the economic and social performance of social enterprises and confirmed the correlation between economic and social performance. The results of this study are as follows: First, the organizational characteristics of social enterprises showed a significant difference in sales as economic performance. External grants have no positive effect on the economic performance (sales) of social enterprises, while paid workers have a positive (+) influence on the economic performance. Second, the organizational characteristics of social enterprises showed significant differences in employment of the vulnerable class, which is social performance. Only the paid workers had a statistically significant relationship with the social performance of the social enterprise. Third, the correlation between economic performance (sales) and social performance (employment of the vulnerable class), which is the result of social enterprise, is shown. This can enhance a social enterprises' sustainable growth and self-sufficiency by improving the employment of vulnerable people, the economic performance of a social enterprise, which is sales and social performance, and ultimately can manifest the value and purpose of the social enterprise.

• Journal of Fashion Business
• /
• v.1 no.3
• /
• pp.60-70
• /
• 1997

The purpose of this study is to survey the sales of brassieres positively those of elderly women's (aged 50 or older) ones in particular through 72 sales outlets and thereby, in order to present the more comfortable brassiere models which can serve to reinstate elderly women's constitution and provide the useful basic data to brassiere makers and distributors for their business. The results of this survey and the suggestions therefrom can be summarized as follows; 1) Brassieres usually sell at 10,000-20,000 wons, which allows for 15% or more margin rate. Brassieres are disposed through bargain sales once or twice every year where their price are discount 10% or higher. Meanwhile, the majority of the brassieres distributors maintain more than 15% stock rate. The accumulated stocks are primarily disposed through return to makers or bargain sales. About 15% of the brassieres sold are returned by consumers to distributors to be replaced. 2) About a half of distributors operate some or other types of sales education programs. Most of these distributors feel that their educational program have been effective which suggests the effectiveness of sales educational program. On the other hand, 83.3% of the distributors operate in-house repair shops, while the absolute majority of them brief their customers on how to wear brassieres or clean them. 3) Because elderly women's understanding of brassieres sizes is very poor, they tend to ask help of the 'sales people about their sizes before purchasing and proper one personally. In other words, it has been disclosed that old women respond positively to seller's recommendation for their brassiere sizes. 4) It has been found that the brasseries sizes purchased by old women most are. 85A, 90A and 85B in their order, which suggests that the most popular size for under bust circumference is 85~90cm, while their primary cup size is "A". 5) The type of brasseries favored most by elderly women is the "full-cup" type, while their most favorite brassiere design is a soft and simple one. The colors preferred most by them are white, beige and pink in their order. 6) When being consulted by elderly women, sales people experience various difficulties due to their poor understanding of sizes and complaint about prices. Lastly, it has been found through this survey that elderly women want to see some sales promotion material featuring their brassiere sizes and their production arid ask the brasseries makers to produce more diverse brasseries sizes.

• East Asian Economic Review
• /
• v.27 no.1
• /
• pp.3-31
• /
• 2023

Dissemination of information can enhance smallholder farmers' agricultural outcomes and incomes in developing countries. However, the impact evaluation for new information can be inaccurate without considering pre-existing information that the indigenous people have used. This study explores qualitative causal links between existing agricultural information used by Lao smallholder farmers on rice yield and selling price with 180 household data. We categorized the pre-existing information into weather, farming technique, input, intermediate trader, and sales price. The source of each piece of information is used as an instrumental variable to overcome the endogeneity issue between information use and agricultural outcomes. Using farming technique information positively affects rice yields by 57.1% compared to those without that information. Moreover, intermediate trader and crop sales information result in 64.5% and 60.0% higher selling prices than non-user groups. A statistically significant causal relationship exists with agricultural outcomes. The more genuine impact should be measured with a newly updated impact evaluation approach that considers this pre-existing agricultural information.

• The Journal of Bigdata
• /
• v.4 no.2
• /
• pp.85-91
• /
• 2019

Since online shopping has become common, people can easily buy fashion goods anytime, anywhere. Therefore, consumers quickly respond to various environmental variables such as weather and sales prices. Thus, utilizing big data for efficient inventory management has become very important in the fashion industry. In this paper, the changes in sales volume of fashion goods due to changes in temperature is analyzed via the proposed big data analysis algorithm by utilizing actual big data from Korean fashion company 'B'. According to the analytic results, the proposed big data analysis algorithm found both expected and unexpected changes in sales volume depending on the characteristics of the fashion goods.

• Journal of the Korean Society of Food Culture
• /
• v.25 no.2
• /
• pp.134-140
• /
• 2010

This study focuses on testing the validity of dimensions of restaurants' menu prices. In addition, the effect of demographic variables on the perception of each price dimension was investigated. The subjects were people living in the capital region who have, at least on occasion, gone to family restaurants. The data were collected by self-administered questionnaires and analyzed by factor analysis, reliability analysis, confirmatory factor analysis, and the ANOVA t-test. The results were that consumers' perception of restaurant menu prices is not uni-dimensional, but has six dimensions: price-price schema, pricequality schema, value consciousness, low price proneness, price mavenism, sales proneness. Demographic variables partially affect the consumers' perception of each menu price dimension. The result of the t-test examining dimensions of price according to the demographic characteristic was that females have a higher sales proneness than males. The t-test result according to marriage indicated that married people were higher in price-price schema and quality proneness than unmarrieds. ANOVA according to age indicated that people between ages of 20 to 29 have a higher quality proneness than those of other ages.

• Journal of Information Technology Services
• /
• v.13 no.1
• /
• pp.43-55
• /
• 2014

More and more people are gravitating to reading products reviews prior to making purchasing decisions. As a number of reviews that vary in usefulness are posted every day, much attention is being paid to measuring their helpfulness. The goal of this paper is to investigate firstly various determinants of the helpfulness of reviews, and intends to examine the moderating effect of product type, i.e., search or experience goods on the product sales, helpfulness and helpfulness votes of online reviews. The determinants include product data, review characteristics, and textual characteristics of reviews. The results indicate that the direct effect exists for the determinants of product sales, helpfulness, and helpfulness votes. Further, the moderating effects of product type exist for these determinants on three dependent variables. The results of study will identify helpful online review and design review sites effectively.

• Journal of the Korean Society of Clothing and Textiles
• /
• v.7 no.1
• /
• pp.17-25
• /
• 1983

The purpose of this study were to explore specific buying practices of college women and to determine if there were significant differences in shopping patterns between grade level. The participants consisted of 415 college women in grades freshmen through seniors. The data were collected by questionnaires. The statistical analysis of the obtained data included Caculation of the Frenquency Distribution and Chi-Square test. The specific findings of this study were as follows: 1. More than half of the students had purchasing dependence in their clothing purchase. 2. Most of the students planned their clothing purchase in advance, 3. College women interact minimally with sales people. They feel salespeople are not courteous and often dishonest in order to increase sales. They also feel that sales person does not have much knowledge about products. 4. Magazines and store displays affected college students clothing purchases more than other fashion stimulants. 5. Seniors had greater purchashing independence than freshmen. 6. Freshmen considered becoming-ness more important while seniors considered price more important in the selection of clothes.

• The Journal of the Korea Contents Association
• /
• v.19 no.2
• /
• pp.305-316
• /
• 2019

This study aims to examine a relationship between creativity and work performance of salespersons, and understand how the relationship between salesperson's creativity and their work performance changed depending on the classification of sales business and the industrial category. An on-line survey was targeted for salespersons who were working in consumer goods sales, industry materials sales, financial business, and service industry. A total number of the completed surveys was 588. According to the study, creativity is an important competency to improve salespersons' work performance. Also, companies should focus on the investment in developing creativity of employees who are in charge of industrial materials sales compared to people in other industrial categories.