Browse > Article
http://dx.doi.org/10.5850/JKSCT.2009.33.11.1781

The Importance of Salesperson's Characteristics and Criteria for Clothing Store Evaluation in Terms of Elderly Female Consumer Lifestyles -Focus on Females in their 60's and 70's living in Seoul-  

Hong, Kyung-Hee (Dept. of Home Economics Education, Korea University)
Lee, Yoon-Jung (Dept. of Home Economics Education, Korea University)
Publication Information
Journal of the Korean Society of Clothing and Textiles / v.33, no.11, 2009 , pp. 1781-1793 More about this Journal
Abstract
This study classifies the lifestyle of elderly female consumers in their 60's and 70's and examines the influence of lifestyles on personal clothing purchase behavior. This paper classified the types of lifestyle and examined the influence of lifestyle types on the perceived importance of salesperson's characteristics and store evaluation criteria. A survey was conducted on 194 elderly females in their 60's and 70's living in Seoul. The SPSS 14.0 program was used to analyze the data. Descriptive statistics, factor analysis, reliability analysis, K-means cluster analysis, and one-way ANOVA followed by Duncan post hoc comparisons were conducted. The research results are as follow. First, in order to identify the lifestyle factors of elderly female consumers a factor analysis was conducted that indicated 9 factors. Second, as a result of the cluster analysis of lifestyle types, the respondents were classified into 'proactives', 'passive stagnants', 'independent misers', and 'conservative consumers'. Third, according to lifestyle, weight on 'appearance and image', 'professionalism', 'ethics', 'similarity', and 'customer orientation' abilities of the salesperson were significantly different. Fourth, in relation to the store evaluation criteria by lifestyle, a significant difference was found in the attention to 'physical service' by a salesperson.
Keywords
Elderly female consumers; Lifestyle; Salesperson's characteristics importance; Store evaluation criteria;
Citations & Related Records
연도 인용수 순위
  • Reference
1 서봉철, 김숙응. (2005). 한국 노년 소비자의 구매행동에 관한 분석. 유통연구, 10(4), 23-39   과학기술학회마을
2 신사업 기회, 스트롱 시니어를 잡아라. (2006, 10. 18). LG경제연구원. 자료검색일 2008, 3. 21, 자료출처 http://www.lgeri.com
3 신혜봉, 이금룡, 임숙자. (2003). 중상층 노년 여성 소비자의 라이프스타일 특성과 의복구매행동. 한국노년학, 23(4), 1-16
4 전호경. (1999). 패션 점포 판매원의 연령과 의복이 노년 여성 소비자들의 호감과 구매의도에 미치는 영향. 성균관대학교 대학원 박사학위 논문
5 Bartos, R. (1980). Over 49: The invisible consumer market. Harvard Business Review, 58(1), 140-148
6 Crosby, L. A., Evans, K. R., & Cowles, D. (1990). Relationship quality in service selling: An interpersonal influence perspective. Journal of Marketing, 54(3), 68-78   DOI   ScienceOn
7 Gutman, J., & Mills, K. M. (1982). Fashion life styles, selfconcept, shopping orientation, and store patronage: An integrative analysis. Journal of Retailing, 58(2), 65-75
8 Hawkins, D. I., Best, R. J., & Coney, K. A. (1983). Consumer behavior. Tx: Business
9 Kang, J., & Hillery, J. (1998). Older salespeople's role in retail encounters. Journal of Personal Selling and Sales Management, 18(4), 39-53
10 Lazer, W. (1963). Lifestyle concepts and marketing. In S. A. Greyser (Ed.), Toward scientific marketing (pp. 140-151)
11 Chicago, IL: American Marketing Association. Lumpkin, J. R., & Festervand, T. A. (1987). Purchase information sources of the elderly. Journal of Advertising Research, 27(6), 31-43
12 Moschis, G. P. (1993). Gerontographics: A scientific approach to analyzing and targeting the mature market. The Journal of Consumer Marketing, 10(3), 43-53   DOI   ScienceOn
13 한성지, 양리나, 김문숙. (2002). 50, 60대 여성의 라이프스타일에 따른 의복구매행동에 관한 연구. 복식문화연구, 10(5), 504-517
14 김수경. (2005). 신노년층 여성의 자아지각과 여가생활에 따른 의복구매행동연구. 이화여자대학교 대학원 석사학위논문
15 통계청. (2007). 인구주택 총 조사. 서울: 통계청
16 Gelb, B. D. (1978). Exploring the gray market segment. MSU Business Topics, 26, 41-46
17 Mohr, L., & Bitner, M. J. (1995). Process factors in service delivery: What employee effort means to customers. In T. A. Swartz, D. E. Bowen, & S. W. Brown (Eds.), Advances in services marketing and management, 4 (pp. 91-117). Greenwich, CT: JAL Press
18 Moschis, G. P., Curasi, C., & Bellenger, D. (2004). Patronage motives of mature consumers in the selection of food and grocery store. The Journal of Consumer Marketing, 21(2), 123-133   DOI   ScienceOn
19 배현숙, 유태순, 조기자. (2003). 실버계층 여성의 의복 자아 이미지에 따른 의복구매성향. 패션비즈니스, 6(4), 96-97
20 Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 34-51
21 James, D. L., Durand, R. M., & Dreves, R. A. (1976). The use of multiattributes model in a store image study. Journal of Retailing, 52(2), 61-62
22 Swan, J. E., Trawick, I. F., & Silva, D. W. (1985). How industrial salespeople gain customer trust. Industrial Marketing Management, 14(3), 203-211   DOI   ScienceOn
23 Gross, L. H., Crandall, E. J., & Knoll, M. M. (1980). Management for modern families (4th ed.). Englewood Cliffs, NY: Prentice Hall
24 채진미. (1997). 50-60대 노년층 여성들의 라이프스타일의 다양성과 의복구매행동. 서울대학교 대학원 석사학위논문
25 Kotler, P. (1994). Marketing management: Analysis planning, implementation, and control. Englewood Cliffs, NJ: Prentice Hall
26 김정실. (2006). 뉴실버 여성 소비자의 지각연령에 따른 의복구매행동연구: 라이프스타일과 쇼핑성향을 중심으로. 숙명여자대학교 대학원 박사학위 논문
27 한마음. (2005). 소비자와 판매원의 성격 유형에 따른 판매원 서비스 평가와 구매 후 행동연구. 연세대학교 대학원 석사학위 논문
28 Wary, B., Palmer A., & Bejou, D. (1994). Using neural network analysis to evaluate buyer-seller relationships. European Journal of Marketing, 28(10), 32-48   DOI   ScienceOn
29 김은정. (2001). 의류 점포 판매원의 속성이 고객과의 관계에 미치는 영향. 숙명여자학교 대학원 박사학위 논문
30 Lumpkin, J. R., & Greenberg, B. A. (1982). Apparel shopping pattern of the elderly consumer. Journal of Retailing, 58(4), 68-89
31 Peter, J. P., & Olson, J. C. (1987). Consumer behavior: Marketing strategy perspectives. Homewood, IL: Irwinc
32 성기원, 이연숙, 장윤정. (2005). 예비노년층의 여가활동 현황 및 미래욕구에 관한 연구. 한국노년학, 25(4), 131-146
33 Moschis, G. P. (1992). Marketing to older consumers. Westport, CT: Quorum
34 Jernigan, M. H., & Easterling, C. R. (1990). Fashion merchandising and marketing. NY: Macmillan