• 산업경영시스템학회지
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• 제17권32호
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• pp.27-42
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• 1994

In the view point of accomplishing salesperson's management effectively, this study aims to find the relationship between salesperson's performance factors(Motivation, Role Perception, Ability) and turnover intention. The lowering of the turnover rate through this finding can reduce sales cost or marketing cost including the salesperson's education/training cost. Here, this study is researched empirically under the following hypothesis ; salesperson's turnover intention is affected by the performance factors originally This empirical research is based on theoritical background by Walker, Churchill, Ford and Jackofsky.

• Journal of information and communication convergence engineering
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• 제21권1호
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• pp.82-89
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• 2023

Various machine-learning models may yield high predictive power for massive time series for time series prediction. However, these models are prone to instability in terms of computational cost because of the high dimensionality of the feature space and nonoptimized hyperparameter settings. Considering the potential risk that model training with a high-dimensional feature set can be time-consuming, we evaluate a feature-importance-based feature selection method to derive a tradeoff between predictive power and computational cost for time series prediction. We used two machine learning techniques for performance evaluation to generate prediction models from a retail sales dataset. First, we ranked the features using impurity- and Local Interpretable Model-agnostic Explanations (LIME) -based feature importance measures in the prediction models. Then, the recursive feature elimination method was applied to eliminate unimportant features sequentially. Consequently, we obtained a subset of features that could lead to reduced model training time while preserving acceptable model performance.

• 한국의류학회지
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• 제31권3호
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• pp.387-397
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• 2007

Due to the recent trend of relationship marketing and characteristics of the apparel retail industry that relys heavily on employees' performance, internal marketing toward the employees gives a critical influence on firms' overall performance. This study is aiming at the factors of internal marketing and relationship management that enhance positive attitude toward change. A survey questionnaire was developed and about two hundreds department store sales staffs working for apparel brands participated in the empirical study. Factor analysis ensured the existence of five aspects of internal marketing: educational training, internal communication, power endorsement, management capability and incentive system. Results indicated that age, marital status, years of employment, position rank, and salary types of salespersons had significant influence on internal marketing factors. Incentive system had significant influence on internal customer relationship management. Internal customer relationship management had significant impact on employees' attitude toward change. Educational training had significant influence on employees' perceived importance of change. Educational training, power endorsement and incentive system affected employees' perceived outcome of change.

• 한국의류학회지
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• 제22권3호
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• pp.396-406
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• 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.

• 디지털융복합연구
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• 제13권10호
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• pp.51-58
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• 2015

교육 분야에서의 빅데이터 활용이 선진국을 중심으로 확산되고 있다. 그러나 국내의 경우 이와 관련된 실험적 접근만이 있을 뿐 관련 연구나 현장의 서비스는 아직 나타나지 않고 있는 실정이다. 따라서 이러닝 업계에서 빅데이터의 응용이 저조한 이유를 파악하고 이를 개선할 연구와 대안 모색이 시급한 상황이다. 연구 결과, 이러닝 산업계에서는 빅데이터의 이해 수준이 높으면 빅데이터가 이러닝에 미치는 영향이 크다고 인식하고 있으며, 매출 규모가 큰 업체일수록 영향이 크다고 인식하고 있는 것으로 종합되었다. 이에 본 연구는 매출규모에 따라 다른 빅데이터에 관한 교육 및 활용 지원 정책을 펼 것을 제언하였다.

• 유통과학연구
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• 제20권9호
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• pp.109-126
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• 2022

Purpose: The role of salespersons' emotions in effective selling behavior garners attention among scholars and practitioners. Previous studies have investigated the effects of emotional intelligence and emotional labor on sales success separately. However, to understand the whole process, the relationships among salespersons' cognition, emotions, and behaviors should be considered simultaneously. Accordingly, we uniquely examined how salespersons' emotional intelligence (emotional antecedent) and customer orientation (cognitive antecedent) influence their emotional labor (deep acting vs. surface acting), adaptive selling behavior, and the selling results in the retail environment. Research design, data, and methodology: To improve methodological rigor, we used the dyadic approach. We measured 182 salespersons' emotional intelligence, customer orientation, and emotional labor, and 364 customers assessed the salespersons' adaptive selling behavior and selling results in the insurance and duty-free department retailing sectors. Result: The findings suggest that salespersons' customer orientation and emotional intelligence relate to deep-acting of emotional labor, affecting their adaptive selling behavior and relationship quality with customers. Conclusions: As for managerial implications, sales managers may well consider emotional intelligence levels when selecting salespersons in the retail industry. Additionally, practical training programs are required to cultivate customer orientation, emotional intelligence, and deep acting while performing emotional labor.

• 한국조리학회:학술대회논문집
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• 한국조리학회 2004년도 IFMCS 2004 제1회 외식ㆍ조리ㆍ호텔 식음료 국제 학술대회
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• pp.101-111
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• 2004

소믈리에는 고대부터 존재한 직업이지만, 현재도 지속적으로 발전하고 있다. 따라서 점점 직업이 세분화되어 가고 있어 소믈리에는 적절한 교육 훈련을 받고, 건전한 세계적인 문화 역사 등의 지식, 예리한 와인 테스팅 감각 그리고 인간관계를 원만하게 하는 자질을 갖추고 있어야 한다. 모든 기술은 소믈리에가 레스토랑에서 가장 정확하고 표준화된 서비스 방법으로 노하우를 쌓을 경우에 효과적인 경험을 하게 된다. 사람들이 보는 다양한 관점은 모두 옳은 것으로서 와인 구매 업무, 셸러 관리, 와이 리스트 제작 방법, 고객 관리, 음식과 어울리는 와인의 추천 등을 원활하게 수행해야 한다. 그러나 이러한 직무들은 이미 알고 있는 사항들이며, 소믈리에는 영업의 규모, 와인 판매량을 늘이면서 철저한 고객 관리를 해야 한다. 이러한 사항에 있어서 전문가는 영업장, 상품 마케팅, 판매량과 영업회계 업무를 담당하고 최종적으로 소믈리에가 담당하고 있는 식당의 와인 판매량에 대해 책임을 져야 한다.

• 한국산학기술학회논문지
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• 제18권5호
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• pp.681-691
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• 2017

본 연구는 2016년 충청남도 천안에서 개최된 대한민국 국제농기계자재박람회(영문약칭, KIEMSTA)를 토대로 참가업체의 관점에서 실증적 분석을 수행한 연구이다. 선행 연구를 바탕으로 참가 업체의 참가 목적에 대한 중요도와 참가 목적이 실제로 달성되었는지에 대한 여부를 판단하는 성취도에 관한 15가지의 동일 항목이 선정되었다. 본 연구는 2016년도 KIEMSTA에 참가한 국내 및 국외 453개 업체를 대상으로 실시하였으며, 그 중 유효성이 확보된 258개 업체를 대상으로 최종분석을 실시하였다. 분석을 위해 중요도-성취도 분석(IPA)의 결과를 토대로 도출되는 2차원의 사분면으로 유의미한 영역의 차이를 구분하여 정리하였다. 연구결과를 구체적으로 살펴보면 다음과 같다. 과잉영역(현상유지영역)에는 경쟁사의 제품의 정보수집, 자사의 능력전시, 자사의 전시경험 향상, 마케팅 영업팀 훈련, 유지영역(유지 강화영역)에는 기존 고객과의 관계유지, 시장정보 수집, 자사의 경쟁력 파악, 신제품 소개, 마케팅 영업팀의 고객소통능력 강화, 저순위영역(점진적 개선영역)에는 새로운 미래전망의 발견, 해외시장의 수출기회 파악, 박람회 미참가 기업대비 경쟁력 강화, 마지막으로 집중영역(중점적 개선영역)에는 매출증대, 핵심 의사결정자와의 만남, 신시장 개척과 같은 항목이 나타났다.

• 한국의상디자인학회지
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• 제19권3호
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• pp.193-206
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• 2017

The Seongsu handmade shoes street consists of subsidiaries, leather shoe manufacturers, and shoe stores associated with the business as a domestic shoe business cluster. Since its development in the 1980s, the shoe industry has been a center of shoe manufacturing but since the 2000s, it has lacked a fully developed environment, a uniform distribution system, market-oriented brand, marketing and design, and also suffers from an aging workforce. Seoul officials and Seongsu-dong small business owners must overcome these difficulties through town enterprise development, brand creation and marketing co-promoting composition of the characterization and distance, but the situation is still insignificant. The purpose of this study is to determine the actual situation as targeted at small merchant handmade shoes Seongsu-dong Street, to determine the factors in the problem, and to propose substantial improvements for Seongsu handmade shoes street. This study was a survey of street sales outlets in Seongsu handmade shoes street in Seoul. The spatial extent of the study was to set up the scope by reference to the directions given through the Seongsu handmade shoes street site. To build infrastructure facilities and distribution systems for the betterment of handmade shoes Seongsu-dong street, it is important to gain a competitive edge through a specialized industry such as a marketing strategy to establish branding as a specialized company. Shoemakers should also seek their own activation measures in areas such as training professionals, universities and corporate projects for joint participation in the ongoing development of new content. To pioneer the domestic and international sales channels, it is important to broaden the sales infrastructure. These areas will ultimately enable a significant contribution to strengthening national competitiveness.

• 복식문화연구
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• 제28권4호
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• pp.527-543
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• 2020

The aim of this study is develop a state-funded education and training curriculum to contribute to the development of the fashion industry infrastructure. This will be achieved based on the service sector by the competitive clothing sales personnel and fashion startups. The study was conducted using a qualitative research method. The participants were 20 representatives of fashion-related companies and employees from one traditional market and two fashion outlets in Seogu, Gwangju. Data was collected from September 2015 to January 2017 by demand surveys and in-depth interviews. These were conducted on the same day at each clothing store office. In addition, existing literature was also reviewed. The collected data were first summarized into 64 meaning units from which three themes were derived by arranging, classifying, and analyzing the data. The findings of the study are as follows. First, the education and training curriculum for fashion job creation is aimed at job-oriented field-types with the objective of cultivating professional skills for online to offline fashion professionals. Second, the curriculum for fashion advisors was developed to consisted of 8 courses of 150 hours, including job knowledge, a foreign language, fashion-specific knowledge, fashion marketing & VMD, store management know-how, clothing repair, field trip, and internship. Third, the curriculum for fashion entrepreneurs consisted of 8 courses of 106 hours, including entrepreneurship, fashion practice, startup, field trip, finance & taxation accounting, marketing, social enterprise course, and internship.