• 한국의류산업학회지
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• 제20권5호
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• pp.509-519
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• 2018

This study is to examine the effects of salespeople' attributes (i.e., empathy, availability, professional appearance) on consumer cognition, emotion, and behavior. A conceptual model was developed based on stimulus-organism-response (S-O-R) theory and cognition-emotion theory. A total of 542 questionnaires were collected online and some incompletely written questionnaires were excluded. Because of the high possibility of memory distortion, only the questionnaires (n=220) written by those who visited fashion stores within one week were used for the final analysis. The results of PLS analyses demonstrated that 1) salespeople's empathy directly affected consumers' shopping emotion; 2) salespeople's availability and professional appearance indirectly affected consumer's shopping emotion through store image; 3) consumers' shopping emotion positively affected purchase intention. Theoretical and practical implications of the results are discussed in conclusion. As a result of this research, the main characteristics of the salespeople were identified in order to allow the consumers visiting the fashion store to buy the fashion products naturally and the basic directions of sales manuals for the salespeople in the fashion store were presented. It is also hoped that academic researchers will be able to use the characteristics of salespeople as the main data to understand how they affect consumers' cognitive and emotional responses and how they are connected to purchase behavior.

• 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.

• 한국콘텐츠학회논문지
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• 제5권3호
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• pp.193-199
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• 2005

휴리스틱 알고리즘 연구에 있어서 중요한 분야 중 하나가 강화와 다양화의 조화를 맞추는 문제이다. 개미 집단 시스템은 최근에 제안된 조합 최적화문제를 해결하기 위한 메타 휴리스틱 기법으로, 그리디 탐색과 긍정적 보상에 의한 접근법으로 순회 판매원 문제를 풀기 위해 처음으로 제안되었다. 본 논문에서는 기존 개미집단 시스템의 성능을 향상시키기 위해 강화 전략과 다양화 전략으로 나누어진 엘리트 전략을 통해 집단간 긍정적 부정적 상호작용을 수행하는 다중 집단 개미 모델을 제안한다. 그리고, 이 제안된 엘리트 전략에 의한 다중 집단 상호작용 개미 모델을 순회판매원문제에 적용해 보고 그 성능에 대해 기존 개미집단 시스템과 비교한다.

• 한국의류학회지
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• 제30권2호
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• pp.358-368
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• 2006

Today apparel finns make much effort to build a long-term relationship with their customers. The studies of salesperson-customer relationship emphasized the importance of customer's commitment on the formation of the continuous salesperson-consumer relationship. Therefore, the current study deals with the psychological relationship commitment development and from this prospective examines how consumers maintain the continuous relationship with a particular salesperson. The data were collected from January to February 2005 and analyzed by using SPSS 11.5 and Amos 5.0 with factor analysis, regression, ANOVA, path analysis. The results are as follows: First, the hypothetical model of multidimensional consumer commitment which showed a better fit of data than the rival model is unintentionally conceptualized. Second, the result showed that the affective commitment did the most effective role among the three dimensions of commitment consulted in this study. Especially the data indicated that for the establishment of the affective commitment in the salesperson-customer relationship. it is very important that a customer has deep trust in salesperson's ability, benevolence and honesty.

• 한국의류학회지
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• 제30권2호
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• pp.245-254
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• 2006

The purposes of this study were to identify the perceived difference of salesman's service and relationship benefit according to types of customers, to explain the effects of salesman's service and relationship benefit on buying satisfaction and repurchase intention, and to reveal the influences of satisfaction with purchase on repurchase. The data were collected from 318 female adults in Gwangju using a questionnaire to salesmen's service, relationship benefits, buying satisfaction, repurchase intention, and were analysed with factor analysis, t-test and regressive analysis with SPSS 10.0. The results of this study were as follows: 1. The regular customers perceived a significantly higher salesmen's services and relationship benefits than irregular customers. 2. In regular customers, 'knowledge of products', 'etiquette' and 'confident benefits' had a significant influence on buying satisfaction. 'Confident benefits' had a significant influence on repurchase intention. Tn irregular customers, 'etiquette', 'easiness' and 'confident benefits' had a significant influence on satisfaction with purchase. 'Knowledge of products', 'easiness' and 'confident benefits' had a significant influence on repurchase intention. 3. Satisfaction with purchase had a significant influence on repurchase intention in both regular/irregular customers.

• 한국의류학회지
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• 제32권1호
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• pp.45-54
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• 2008

The purposes of this study are to examine consumer's perception about salesperson services of fashion stores, and how salesperson services influence on consumer's satisfaction, repeat purchase intention by price perception. The data was obtained from a survey of 420 fashion product consumers in their 20's living in Gwangju city in 2006. It was analyzed by factor analyses, reliability, frequency, T-test, regression. The results of the survey were: 1) Salesperson service dimensions perceived by fashion product consumers were 4 dimensions: Customer service orientation,. Relationship orientation, Reliability & sales ability, Salesperson's appearance. 2) Salesperson services influenced on satisfaction of high price perception group and low price perception group. 3) Satisfaction and salesperson service importance influenced on repeat purchase intention of high price perception group and low price perception group. 4) The difference of salesperson services perceptions by store types were examined. The findings of this study are expected to help fashion stores make successful relationship strategy according to price strategy and keep the relationship with their customers for a long time in fashion retail setting.

• 한국의류학회지
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• 제25권2호
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• pp.293-302
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• 2001

The purpose of this study was to investigate the effects of a saleswomans clothing and store type on elderly female consumers likability to a saleswoman. Also it was to study the effects of the factors consisting likability to a saleswoman on intent to purchase among elderly female consumers. 3(clothing formality: low, medium, and high)$\times$2(clothing style: clothing looking old vs. young)$\times$2(store type: high priced specialty store vs. low priced open market) complete randomized between subjects design using field experiments were conducted. Subjects were 240 elderly females aged 54-69. The results showed that likability to a saleswoman consisted of impression factor, service ability factor and caring factor. There was the significant three way interaction among three independent variables in the service ability factor(F(sub)2,228=15.62, P<.001). Regression Analysis showed that the impression factor($R^2$=0.29, F<.001) and the service ability factor($R^2$=0.06, F<.001) influenced the elderly consumers intention to purchase significantly. In conclusion, favorable appearances of a saleswoman is considered a crucial service quality influencing potential elderly consumers to purchase.

• 한국의류학회지
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• 제35권10호
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• pp.1150-1160
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• 2011

This study investigates i) the effect of salesperson's self efficacy and work overload on emotional labor and ii) the mediating role of emotion. A survey questionnaire is developed and implemented on salespersons working in the fashion retail stores of department stores. The measurement scales are composed of emotional labor, self efficacy, work overload and emotion. A total of 112 responses are analyzed by confirmatory factor analysis and a structural equation model with AMOS18.0. The results are as follows. Firstly, self efficacy has direct effect on both deep acting and surface acting of emotional labor without the mediating effect of emotion. Self efficacy has a positive effect on deep acting. Secondly, work overload has a negative effect on emotion. Job emotion has positive effect on deep acting and it has a negative effect on surface acting. Thirdly, emotion has a significant mediating effect between work overload and emotional labor. Finally, implications for personal management and job design in the fashion retail organizations are suggested.

• 한국의류학회지
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• 제27권6호
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• pp.675-684
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• 2003

The purposes of this study was to identify the dimensions of salesperson's effort and to examine the effect of salesperson's effort on relationship quality and customer intent to relationship continuity of middle upper class older female customers. The subjects used for the study were 202 middle upper class older female customers over 55 years living in Seoul. Factor analysis, paired t-test, multiple regression analysis and path analysis were used for statistics analysis. The results of this study were as follows. First, 5 factors were identified for the dimensions of salesperson's effort in older female customer's perception: attentiveness/product competence/effective access/friendliness/ special treatment. The salesperson's effort perceived most importantly was friendliness. Second, the salesperson's effort perceived by customer had direct and indirect effects on customer intent to relationship continuity; indirect effect mediated by relationship quality was larger than the direct one. Relationship quality was proved to have a crucial role in customer intent to relationship continuity. The influences of dimensions of salesperson's effort were also investigated. The effective access affected considerably on customer intent to relationship continuity.

• 한국의류학회지
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• 제31권4호
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• pp.540-550
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• 2007

The study investigated the effect of shopping orientations of male and female consumers on the attitude toward sales clerk's service and shopping environments. The subjects of the study were male and female consumers who were residents in Seoul. Among the 400 distributed questionnaires, 364 questionnaires were used for data analysis. Statistical analyses used for the study were cluster analysis, t-test, ANOVA, Duncan's multiple range test, and $X^2-test$. The results showed that shopping orientations of male and female consumers had 6 factors: pleasure, economic, store loyal, planned, convenience, and impulsive. These 6 factors were classified into 5 groups by cluster analysis: pleasure/impulsive group, planned group, economic/ convenient group, planned/store loyal group, and low interest group. In regard to the differences among the five shopping orientation groups, the result showed that the groups were significantly different concerning the attitude toward sales clerk's service and shopping environments. In addition, male and female consumers were significantly different in shopping orientations, and the attitude toward sales clerk's service and shopping environment. For example, female consumers sought more pleasurable shopping while male consumers sought more store loyal shopping. Based on the findings of this study, the marketing strategies can be developed fur the specific segmented groups.