• Journal of the Korean Society of Clothing and Textiles
• /
• v.22 no.3
• /
• pp.396-406
• /
• 1998

The purpose of this study was to classify the types of salespeople in the apparel stores. A questionnaire was administered to 267 fashion sales related persons in apparel store in downtown, Daegu. Data were analyzed by using frequency, i-test, cluster analysis, MANOVA, ANOVA and Duncan test by using J.M.p(v.2.01) Mac. program and SAS for windows(v. 6.02) PC program. The results of this study were as follows: The types of salespeople were classified into 4 types: "complaining type as a salespeople", "sensitive type for other affairs than their duty", "satisfying as a salespeople" and "performance reaction type". There were significant differences in academic background, selling apparel type/apparel store type, and in all factors in job satisfaction/dissatisfaction, attitude toward working condition, customer type, and selling training by the different types of salespeople. Complaining type as a salespeople were dissatisfied with most items related with job attitude and showed negative response as salespeople. Sensitive type for other affairs than their duty responded more keenly to other affairs than their duty and showed the highest dissatisfaction on the job dissatisfaction factors, and showed the most emotional reaction on attitude toward working condition, customer type, and regulation. Satisfying type as salespeople showed the positive and active attitude for their job. Performance reaction type were satisfied with their job as salespeople only when their performance is tangible as sales increases and showed highest satisfaction only on the job satisfaction factors. The necessity of professional training was shown in all types of salespeople.g was shown in all types of salespeople.

• Fashion & Textile Research Journal
• /
• v.6 no.3
• /
• pp.314-320
• /
• 2004

The purposes of this paper were to investigate the effect of customer orientation on salespeople performance and the effects of sales training on customer orientation and salespeople performance. Data were obtained from 297 apparel salespeople working at 6 department stores in Daegu, Statistics used for data analysis were frequency, t-test, ANOVA, and regression analyses. The unanticipated result was found that the customer orientation of salespeople did not influence their performance. Though there was found the significance of the anticipated results that sales training affected customer orientation and salespeople performance, the results were not strong.

• Journal of the Korean Society of Clothing and Textiles
• /
• v.27 no.6
• /
• pp.705-714
• /
• 2003

Recent Studies have shown evidence of a positive relationship between market orientation and performance. However, some scholars have suggested that customer satisfaction, salespeople's job satisfaction, and product quality etc. could moderate this relationship. According to the increase of market oriented efforts of apparel firms and importance of the salespeople's role, this study focuses on the effect of market orientation on performance of apparel firms through the salespeople's job satisfaction and customer satisfaction. It is found that market orientation has a positive effect on the salespeople's job satisfaction and customer satisfaction. The salesperson's job satisfaction was found to influence on the performance through the customer satisfaction. The customer satisfaction has strong influence on the performance directly. Market orientation appears to provide a unifying focus for the efforts of salespeople within the organization, thereby leading to customer satisfaction and superior performance.

• Fashion & Textile Research Journal
• /
• v.6 no.2
• /
• pp.205-212
• /
• 2004

The purposes of this study was to exploit the differences on recognition for the service provided between salespeople and customers who have purchased fashion apparels and garments at the department stores, and to suggest the educational direction of salespeople in order to enhance competitiveness and to increase customers' satisfaction. Data were obtained from 297 apparel salespeople working at 6 department stores and 285 customers of department stores in Daegu. Statistics used for data analysis were frequency, mean, t-test, ANOVA, and regression analyses. The important factors which affected the purchase of fashion products, in order of importance, were information ability, credibility and service quality of salespeople. But the service quality recognized by customers was lower than that by salespeople. It can be said the salespeople have to make every effort that customers feel comfortable and certain for the service provided. There were significant difference on the service provided by salespeople, as well as service quality recognized by customers in accordance with gender, marital status, age, level of education, and annual fashion apparel expenses.

• Journal of the Korean Society of Clothing and Textiles
• /
• v.27 no.1
• /
• pp.1-8
• /
• 2003

The purpose of this study is to examine the components of market orientation of apparel firms and to examine the influence of market orientation, and salesperson's job performance on the salesperson's job satisfaction. Data were obtained from 547 shop-masters working at L' Department Stores in Seoul and Bundang. Statistics used for data analysis were frequency, factor analysis, cronbach's and multiple regression analysis. The results can be summarized as follows: (1) The market orientation of apparel firms is composed of three factors: information generation, information dissemination, and the responsiveness to market information. (2) Market orientation was found to have a positive effect on salespeople's job satisfaction. (3) salespeople's job performance was found to have a positive effect on salespeople's job satisfaction.

• Journal of Fashion Business
• /
• v.13 no.3
• /
• pp.62-76
• /
• 2009

The purpose of this study is to identify apparel consumers' immoral shopping behaviors from apparel retail sales associates' perspectives. As a first step to understand immoral consumer behaviors in apparel retail setting, the study took an exploratory approach using five focus-group interviews with 35 apparel salespeople. The immoral behavior of fashion (product) consumers was divided into two categories: one was the immoral behavior associated with the product, and the other was the immoral behavior relative to the consumer. The immoral behavior associated with the product was classified into three types: shoplifting, inappropriate returns, and damaging to merchandise. Immoral behavior relative to the consumer was classified into two types: abusive behavior by a consumer toward sales associates and excessive demand. Although, shoplifting was the primary immoral behavior mentioned by all interview participants, most sales associates failed to recognize shoplifting as a serious criminal behavior. Another commonly mentioned immoral consumer behaviors was retail borrowing, which may pose serious problems to the fashion industry. The findings of this study will provide a basis for approaches that may help decrease immoral consumer behavior at fashion retail stores and provide a basis for developing materials for consumer education over the long term.

• Journal of the Korean Society of Clothing and Textiles
• /
• v.25 no.6
• /
• pp.1057-1068
• /
• 2001

The purpose of this study was to clarify service quality of apparel stores and find out related variables. The related variables are contained customer's characteristics (shopping orientation, demographic characteristics), store types and store patronage behavior in apparel store. The subjects selected for the final analysis were 363 females aged from 20 to 59 who lived in Taejon. And the data were collected using a questionnaire and analyzed through factor analysis, ANOVA, cluster analysis, regression, Duncan test, Tukey test. The results of this study were as follows; 1. Services quality of apparel stores consisted of seven dimensions ; ability of salesperson, belief in policy, convenience of facility, attractiveness of physical environment, convenience of using credit cards, convenience of space movement. and apparence of salespeople. 2. Shopping orientation consisted of four dimensions; recreational shopping orientation, rational shopping orientation. convenience-oriented shopping orientation, price-conscious shopping orientation. Shopper types consisted of three dimensions ; recreational-economical type shopper, rational type shopper, convenience-oriented type shopper. Significant relationships were found out between those shopper types and service quality. Significant difference was caused by demographic characteristics(age, marital status, education, income. job) except for places of residence and service quality. 3. The significant difference was found out between store types and service quality. 4. Service quality(ability of salespeople. belief in policy, convenience of facility, convenience of using credit cards. apparence of salespeople) were influenced store patronage behavior.

• Fashion & Textile Research Journal
• /
• v.16 no.3
• /
• pp.378-385
• /
• 2014

This study examined the differences in job related variables, job satisfaction and job performance against demographic characteristics and the impacts of job related variables on job satisfaction and job performance. A questionnaire survey collected data from september $1^{st}$ and $7^{th}$ 2011. A convenience sample was drawn from salespersons working for department stores in Daegu and Pohang. A total of 337 responses were complete and usable questionnaires. Data were tested through factor analysis, t-test, ANOVA, and regression analysis, using SPSS 21.0. The results of this study are as follows: First, six factors were extracted from job related variables (positive reaction of customer, career of salespeople, interpersonal relations, influence of salesperson, customer complaints, overwork). Second, there were significant differences in job related variables, job satisfaction, and job performance according to age, marital status, average monthly income, work period, and job position. Third, regression analysis between job related variables and job satisfaction showed that the most influential predictor of job satisfaction was career of salespeople, followed by interpersonal relations, influence of salesperson, customer complaints, and overwork. The most influential predictor between job related variables and job performance was positive reaction of customer, followed by career of salespeople, interpersonal relations, influence of salesperson, and customer complaints.

• Journal of the Korean Society of Clothing and Textiles
• /
• v.24 no.1
• /
• pp.116-127
• /
• 2000

This study investigated the effects of sales supervisors on salespeople's goal orientations and sales performance in fashion retail setting. Specifically, it examined: 1) the differences in salespeople's goal orientations by salespeople characteristics; 2) the effects of supervisor's behavioral orientations on goal orientations of salespeople; and 3) the effects of salespeople's goal orientations on performance. A total of 343 questionnaires collected from salespeople in various apparel and accessory selling departments at four department stores in Korean were analyzed. Variables included supervisor's behavioral orientations(end-results, activity and capability), salespeople's goal orientations(learning and performance), sales performance and salespeople characteristics. MANOVA revealed that three was no difference in goal orientations by salespeople characteristics except by selling department. Multiple regression analysis revealed that supervisor's end-result orientation affected salespeople's learning orientation and performance orientation while activity and capability orientations did not. The study suggests that for long-term performance supervisors and retail organizations need to develop various supervisory behaviors, stimulate learning demands of salespeople, and provide training programs to achieve the learning goal.

• Journal of the Korean Society of Clothing and Textiles
• /
• v.29 no.8 s.145
• /
• pp.1196-1206
• /
• 2005

The purpose of this study was to identify the difference on the consumer's cognitive response, emotional and behavioral response in regard of the in-store shopping environment according to their apparel shopping orientation. The subjects of this study were consumers who finished shopping in the stores, and 300 questionnaires were completed. Data collected in this survey were analyzed by using Factor analysis, Cluster analysis, one-way ANOVA and Duncan test as a post identification. The results were as follows; 1. A significant difference was found on cognitive responses in regard of the in-store environment, such as a store atmosphere, salespeople, the assortment of products, and the fashion of products, according to types of apparel shopping orientation. The hedonic shopping type tended to have the higher evaluation toward a store atmosphere and salespeople than did other types. 2. Results showed statistically significant differences on emotional responses such as the outward/inward pleasure and outward/inward displeasure of the in-store shopping environment according to apparel shopping orientation types. The outward pleasure was found most highly in the high involvement shopping type. 3. There were significant differences on behavioral responses of the in-store shopping environment, such as the shopping satisfaction, the store revisit intention, recommending to others, and the unexpected consumption, according to apparel shopping orientation types.