• 한국생활과학회지
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• 제14권6호
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• pp.1017-1025
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• 2005

The purpose of this paper was to investigate the relationship between customer orientation and sales training. Data were obtained from 297 apparel salespeople working at six department stores in Daegu. Statistics used for data analysis were frequency, factor analysis, correlation, and t-test. The respondents were classified into 3 groups; high, medium, and low customer-oriented groups based on the mean score of customer orientation, and the high and the low were compared in training contents and educational methods. Based on factor analysis, four factors were extracted from 27 items of training content. Two of four factors were significantly correlated with customer orientation. The regression analysis showed that customer service and duration of work had significant effects on customer orientation. Also, the results were found that there were significant differences between the high and the low customer-oriented group in training contents which salespeople want to have in the future. However, there were not significant differences between the two groups in educational methods.

• Asian Journal of Business Environment
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• 제7권4호
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• pp.11-15
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• 2017

Purpose - This study aims to provide a clue on which factors current managers and many more potential entrepreneurial applicants were required to concentrate on presenting effective research methods in the effects of purchasing companies' perception of service quality about suppliers of MRO industrial goods on the quality of relationships. Research design, data, and methodology - To accomplish the purpose of this study, we plan to conduct a research model with factors of MRO service quality as the leading variables and conduct a causal analysis using regression analysis on their influence relations. Results - In order to achieve the above purpose, it is necessary to select service quality factors suitable for the characteristics of MRO industrial goods supplier companies. And it is necessary to develop a plan for improving the relationship quality with buyer companies by understanding the sales orientation of MRO industrial goods supplier companies. Also, they develop a combined strategy capable of facilitating relationship quality by clarifying the role of rapport. Conclusions - It is expected that these results will provide strategic clues which service quality factors should be improved from the perspective of supplier companies and will provide various information on educational training sales skills of the sales staff.

• 유통과학연구
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• 제9권2호
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• pp.73-81
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• 2011

본 연구는 구전의 정보원천 효과가 학원에 대한 기대형성에 미치는 영향을 규명해 보고자 함과 동시에, 기대형성이 실제 교육서비스 판매에 미치는 영향을 알아보기 위한 것이다. 또한 교육서비스 판매에 있어 사전에 형성된 기대가 교육서비스 판매에 있어 매개효과를 분석하는 데 그 목적이 있다. 가설검증 결과 구전정보 원천효과가 기대속성에 미치는 영향에 있어서는 전문성, 유사성, 호감성, 친숙성의 요인들이 기대속성에 미치는 영향이 유의한 결과를 보이고 있다. 그러나 진실성은 유의하지 않은 것으로 나타났다. 학원 방문전 기대속성이 교육서비스 판매에 미치는 영향에 있어서는 유의한 결과를 보이고 있어, 긍정적인 영향을 미치고 있다. 구전정보의 원천이 교육서비스 판매에 있어서 미치는 영향에 있어 기대속성의 매개역할에 대한 결과는 기대속성은 전문성이 교육서비스 판매에 미치는 영향에 있어 부분매개효과, 진실성에 있어서 완전매개효과, 유사성에 있어 부분매개효과, 호감성에 있어 완전매개효과, 친숙성에 있어 완전매개 효과가 있다는 결과가 도출되었다.

• 유통과학연구
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• 제11권10호
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• pp.81-92
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• 2013

Purpose - This study empirically analyzes the effect of improvements in the quality of service management performance of college education on traders' conscious change of business management innovation and diverse sales expertise for a year. The use of traders' conscious changes and sales expertise as variables for the verification of the effects of parameters related to the active trader's traditional education market is a desirable direction. The method of research reflects the quality of education service, management result, traders' conscious changes, and sales expertise to understand the precise essence and definition of teaching quality at merchant colleges through theoretical consideration. Moreover, its impact on traders' conscious changes and sales expertise in empirical analysis acts as an intermediary. Research design, data, methodology - The hypothesis of this study leverages the SPSS statistical program. To gather actual proof, sample survey for theoretical research examined 262 valid papers of the 300 papers written by 10 merchants who graduated from merchant's university. First, using the SERVQUAL model, Parasuraman et al. (1996) indicated that for quality of education service, the configuration of factors is the same as the sympathetic performance, that is, responsiveness and empathy, and traders are aware of these elements. However, our preliminary investigation revealed that traders' university education has been excluded as a component of quality of service in the earlier studies. Moreover, we found that certainty of knowledge, reliability, and sympathy are influenced by challenges and by the changing intentions of merchant consciousness. In addition, our study confirms that improvements in convincing abilities and sales technique have a positive impact. Second, merchants' and traders' expertise are proven to affect business performance. In other words, university education of traders and merchants affects the consciousness of consumers, and changes patterns of sales. Third, the quality of service management education and change in the consciousness has a considerable impact on the trader, thereby maximizing business performance and acting as an intermediary for verification. Fourth, the quality of service management education affects the trader's sales expertise to maximize business performance. Results - To summarize, the quality of college educational services relates to the improvement of business performance and the role of the resulting virtuous cycle. Consequently, we can look for suggestions in the traditional markets, where the Government pays attention to the exterior environmental factors as well as to the changing business environment. However, the most important aspect is the merchant awareness. That is, a merchant should understand the distribution environment. Several competitor and trend analyses should be conducted to meet customers' expectations positively and proactively cope with any challenges related to changes. Further, expertise in sales and marketing skills need to be acquired to improve customer convincing abilities and develop a customer-oriented mindset. Conclusions - According to the changes in consumption trends of business enterprises, new management techniques are required to survive competition by improving traditional markets, which will necessitate more competitive education programs in merchant universities.

• 유통과학연구
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• 제9권3호
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• pp.15-23
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• 2011

본 연구는 교육서비스 관련 상품 판매 요인이 교육서비스 만족에 미치는 영향을 파악하고, 이러한 만족이 재등록과 구전효과에 미치는 영향에 관하여 분석하였다. 입시학원에 수강 중인 학생들과 학부모들을 대상으로 실증분석 한 결과 교육서비스 관련 상품판매요인인 교육프로그램과 강사요인에 관한 가설들은 지지되었다. 그러나 물리적환경과 수강료가 교육서비스 만족에 미치는 영향에 대한 가설은 기각되었다. 또한 교육서비스 만족은 재등록과 구전효과에 미치는 영향에 관한 가설은 지지되었다. 이상의 연구결과를 종합해볼 때 교육서비스 만족에 미치는 영향에 있어 교육프로그램과 강사요인이 중요한 역할을 하며 물리적 환경과 수강료는 교육서비스 만족에 있어 중요한 요인이 아니다라는 결론이 도출되었다. 또한 교육서비스 만족은 재등록과 긍정적인 구전형성에 긍정적인 영향을 미친다는 결론이 도출되었다.

• 농촌지도와개발
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• 제25권2호
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• pp.85-97
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• 2018

This study aims to investigate the farmer's educational performances Influencing educational satisfaction. In general, the goal of agricultural education is to increase farm performance such as income, sales and perceptions. A survey was used to collect data from 588 farmers to the country extension office. The results of the analysis are as follows. The variables that have a significant effect on satisfaction in this study are as follows. interaction between instructors and farmers, passion of instructors, effectiveness of lectures, educational support, and educational facilities. However, the adequacy of the lecture and the diversity of the contents of education did not explain the satisfaction variable. Discussions on the improvement of farmers' education were made by considering the rejected variables. In conclusion, farmers' education in the field should secure educational diversity. And farmer's education in RDA should develop a new curriculum. Farmer's education in RDA should further strengthen the informal learning.

• 패션비즈니스
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• 제16권5호
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• pp.74-87
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• 2012

The service industry will be essentially extended during the economic growth and industrial development. Especially, the role of workers meeting the customers in service industry is very important from the view point of purchase intention. So many companies in service industry endeavor to increase the work efficacies of workers through the various prizes and incentives, and improve the job performance by additional education. Recently, the incentive tours are comprehensively accepted as an efficient tool to promote the loyalty and job performance of workers. The incentive tours enable the worker to gain the cultural experiences. They will experience not only the natural heritages and antiques, but also the local life culture and arts culture. The culture marketing for worker as the internal customer increase the worker's loyalty and the ties among workers, and therefore, their job performance will be increased. The empirical results (162 workers surveyed) showed the incentive tours have improved both the individual and group's job performance at a cosmetic sales organization. So it is recommend to plan the organization specific incentive tour in order to improve the productivity of the service organization.

• 무역상무연구
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• 제78권
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• pp.73-91
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• 2018

When existing trade creates a product, a series of processes is terminated when a seller or a buyer subscribes for transportation insurance and is guided through customs procedures according to the terms of the sales contract and then receives payment for it. Training practical Trade kowhow is also educated focusing on the procedures of these contracts. A new paradigm of the fourth industrial revolution was launched in the development of information communication technology and computer technology. Also, due to the Xinhuo tradeism triggered by the United States, the risk of commodity trading is further increasing. Currently, trade practical education of university and industry is carried out for most lecture and discussion. Since 2014, the curriculumof the department of trade has been increasingly managed by the NCS process. The curriculumof the department of trade department has the advantage of being managed in consideration of the characteristics of the company that wishes to find employment and the level of work content. Standardized, the curriculumcan faithfully reflect the characteristics of the company and the level of the work content. In the new era, a new educational method that reflects the trend of the 4th industrial revolution era is necessary. In this research, we propose that service trade practical education should be educated mainly on contracts, not on procedural basis as with traditional commodity trade education.

• 한국의류산업학회지
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• 제6권2호
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• pp.205-212
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• 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.

• 보건교육건강증진학회지
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• 제32권5호
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• pp.63-72
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• 2015

Objectives: The aim of this study was to evaluate the relationship of occupational stress and psychosocial stress to health promotion behaviors depending on characteristics of female office workers and emotional labor workers for sales. Methods: A survey of 207 female service workers engaging in sales of cosmetics in major department stores and 149 females working in the offices of cosmetics companies was carried out using a self-administered questionnaire. Results: It showed a significant difference in job demand and insufficient job control which are sub-domains of stress. The percentage of emotional laborers exposed to a high risk of psychosocial stress was higher than office workers. In office workers, occupational stress stemmed from insufficient job control and low reward of work was significantly related to psychosocial stress. But in emotional labor workers, stress from job insecurity, and organizational system were added. The relevant factors that affect health promotion behaviors were type of occupational stress, psychosocial stress, marital status, educational level and working career. Conclusions: Occupational stress and psychosocial stress were closely associated with health promotion behaviors. It was suggested that the development of health promotion programs which reduce the stress in female office and emotional labor workers.