• Journal of Global Scholars of Marketing Science
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• v.3
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• pp.137-153
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• 1999

본 연구는 판매원이 업무를 수행하면서 경험하게 되는 윤리적 갈등과 관련을 지니고 있는 개인적 특성에는 어떠한 것들이 있는가를 살펴보는데 그 목적을 두고 있다. 이를 위하여 판매원의 개인적 특성에 따른 윤리적 갈등정도를 백화점과 쇼핑센터에서 판매업무를 담당하고 있는 판매원 332명을 대상으로 하여 실증적으로 고찰하였다. 수집된 자료를 분석한 결과에 의하면 윤리적 의사결정상황에서 판매원들이 경험하는 윤리적 갈등정도는 성별, 연령, 교육수준, 근무경력에 따라 다른 것으로 나타났다. 구체적으로 윤리적 의사결정 상황에서 남성이 여성에 비하여 윤리적 갈등을 보다 많이 경험하고 있는 것으로 나타났으며, 대졸이상의 학력을 지닌 판매원이 그렇지 않은 판매원에 비해 윤리적 갈등정도가 높은 것으로 분석되었다. 그리고 연령에 따른 윤리적 갈등정도에 있어서는 21세 미만과 26세${\sim}$31세 미만의 집단이 유의적인 차이를 보여주었으며, 근무경력에 있어서는 1년 미만의 판매원 집단과 1년${\sim}$5년 미만, 그리고 1년 미만과 5년 이상${\sim}$10년 미만의 판매원 집단이 다른 것으로 나타났다.

• Management & Information Systems Review
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• v.30 no.4
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• pp.45-71
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• 2011

This study aims at reviewing the effect of the non-verbal communication of salespersons at service encounter on customers' non-verbal communication and responses. The previous studies overlooked the correlation between salespersons' non-verbal communication and customers' non-verbal communication at service encounter, although non-verbal communication of salespersons has potentialities evoking customers' non-verbal communication and emotional responses in various ways. If it is a salesperson who a customer first encounters within a shop, the non-verbal communication of salesperson affects his/her non-verbal communication and these non-verbal communication affect his/her emotional responses, and these emotional responses affect his/her behavior. This phenomenon is based on the theory of emotional contagion, mimic, and face feedback. Therefore the non-verbal communication such as greetings, postures and eye-contact manners through the personal interactions between salespersons and customers, can be said to be an antecedent variable which affects the positive responses of customer. As a result of the study, the kinesic of salesperson's non-verbal communication was found to affect customers' non-verbal communication, and customers' non-verbal communication affect emotional responses experienced at service encounter, and customers' positive emotion affect customers' behavior responses. This result provides an opportunity which makes one turn eyes on salespersons' non-verbal communication at sales encounter both practically and scientifically, through introducing salespersons' non-verbal communication as an important factor which can enhance customers' positive responses but has been passed over by the previous studies.

• The Journal of the Korea Contents Association
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• v.7 no.8
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• pp.245-254
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• 2007

The purpose of this study is to analyse the effects of salesperson's lifestyle, selling behaviors on strategic management of salesperson. So this study not only examines differences in the salesperson's lifestyle, selling behaviors and job satisfaction but also analyses the impact of salespersons' lifestyle and selling behaviors on job satisfaction. The results of this study are summarized as follows. First, the result of analyzing differences in the lifestyle according to the characteristics of sex, age, academic background income is no significant difference. Second, the result of analyzing differences in the selling behavior according to the characteristics of sex and marriage is significant difference. Third, the result of analyzing differences in the job satisfaction according to the characteristics of store type is significant difference. Salesperson working at the exclusive agencies is most high job satisfaction. According to the result of examining the relationship between salespersons' lifestyle and the selling behaviors, job-oriented lifestyle has positive effects on the customer orientation and hospitality orientation. Finally salespersons' job satisfaction is positively affected by the job-oriented lifestyle and hospitality-orientation selling behavior.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.16 no.11
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• pp.7494-7500
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• 2015

The purpose of this study is to investigate how the customer's attitudes and behavioral responses, depending on the persuasion tactics of salespeople in customer service and meeting point. The tactics of persuasion of customer acceptance and purchase depending on the type of salesperson with proven effectiveness of even comes out to investigate what results according to the purchase form and the customer that the customer consumes gender. Results First, the tactics of persuasion tactics of coercive tactics to mention the loss of a salesman showed that increasing the degree of acceptance than non-coercive tactics to help consumers buy the information provided above. Second, coercive tactics to adjust the effect with respect to the degree of acceptance of the purchase of helping consumers to purchase in the online form has been proven to be more effective than non-coercive tactics case. Third, adjusted for gender effects were proven to help women with respect to the degree of acceptance of a consumer purchases more effective than men. That is, in consumer contacts, the persuasion tactics of salespeople depending on the customer's acceptance and purchasing intention showed that coercive tactics has the more positive impact on online forms and women.

• The Research Journal of the Costume Culture
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• v.22 no.1
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• pp.42-54
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• 2014

This research used an experimental design in an effort to assess the influence of brand gender and salespeople on the attitudes toward brands according to the males' gender identity traits. The study used a three-way split-plot experimental design, and data were analyzed by t-tests, and ANOVA. The subject of this research was men in their 20s and 30s, and a total of 178 people were selected through convenience- sampling. The findings are as follows: first, masculine male consumers preferred masculinity fashion brands; however, androgynous consumers preferred brands that reflect androgyny. Second, there were no differences in brand attitude according to the gender of the salesperson for the masculinity group, but the androgynous group estimated the brands as better when the salesperson was female. Third, there were no differences in the brand attitudes among consumers according to gender of the salesperson for the Galaxy; however, for Solid Homme, brand preference was stronger when the salesperson was a woman. Fourth, the influence of brand gender and salesperson gender on brand attitudes differed according to the gender of the consumer. Therefore, apparel companies must clearly understand the characteristics of consumer gender identity and execute proper marketing strategies in order to induce stronger positive attitudes toward their brands. Moreover, apparel companies should perceive that brand gender and the gender of the salesperson can consequently encourage brand preferences.