• 산경연구논집
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• 제9권7호
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• pp.7-18
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• 2018

Purpose - The purpose of this paper is to examine how clothing retail buyers (i.e., retail buyers, merchandisers, and storeowners), who are involved in assortment planning and retail buying use assortment criteria in their decisions. Comparisons are made between criteria used by men's wear and women's wear retail buyers as well as criteria used by male and female retail buyers. Research design, data, and methodology - A structured questionnaire was developed to collect data both in English and Korean. After conducting two pilot tests, the survey was conducted in Seoul, South Korea. Mantrala et al.'s 17 inputs of product assortment planning model with 23 assortment criteria from other previous studies were used. Results - Significant differences existed in consideration of assortment criteria between men's wear and women's wear retail buyers as well as between male and female retail buyers. Men's wear retail buyers rated the importance of sales history criteria (i.e., sales history, previous year's sales of same/similar styles) significantly lower than women's wear buyers did. Female retail buyers rated sales history criteria and weather criteria (i.e., unpredicted weather change, forecasting information of weather) significantly higher than male retail buyers did. Conclusions - This study provides guidelines for retail buyers regarding what criteria to use in what situations and how to organize assortment criteria from the most important criterion to the least one. In addition, the findings help them understand other retail buyers' buying behavior.

• 한국의류학회지
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• 제28권11호
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• pp.1438-1447
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• 2004

The purpose of this study were to examine if the buyers of counterfeits tend to care less about ethical beliefs than non-buyers among Korean, Japanese, and Hong Kong consumers, and if they have more supportive attitudes toward counterfeit products. 573 female college students living in Seoul, Tokyo, and Hong Kong were surveyed. For data analysis, descriptive statistics, factor analysis, and t-test were used. As the results, 65.8% of respondents had experiences of purchasing fashion counterfeits. Handbags among fashion counterfeits were the most frequently purchased by the respondents. The buyers of counterfeits tended to purchase counterfeit goods as more alternative of genuine products than non-buyers, and did not feel guiltier toward purchasing of counterfeits than non-buyers. Also, the buyers of counterfeits tended to have more positive attitudes toward the legality of manufacturing, selling, and buying of counterfeits than non-buyers. In addition, they tended to consider much more purchasing of counterfeits as a way to fight against big-firms than non-buyers. Finally, the buyers of counterfeits tended to have lower consumer ethics than non-buyers. Based on these results, global marketing strategies for fashion goods were suggested.

• 한국의류학회지
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• 제19권3호
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• pp.416-425
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• 1995

The purposes of this study were to identify buyers' need criteria on product/vendor selection criteria of apparel buyers in department store and to investigate the relatonships among buyers' need criteria, information search behavior, types of buying task and influential factors on buying behavior of buyers(individual characteristics, organizational characteristics, and customer perception characteristics). A questionnaire was developed to measure research subjects based on theoretical study empirically. The questionnaire was administered to 159 apparel buyers of 11 department stores in Seoul. The results of empirical studies were summarized as follows. 1. The need criteria of buyers on product/vendor selection criteria were classified into five types : vendor characteristics; quality characteristics; price characteristics; brand characteristics; product characteristics and the need criteria differed significantly by influencing factors on buying behavior of buyers. 2. There were no relationships between information types and amounts of information search but information types differed significantly by need criteria and individual characteristics 3. Types of buying task were significantly different according to need criteria of buyers and organizational characteristics. 4. Buying policy of department store was significantly different according to organizational characteristics.

• 무역상무연구
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• 제56권
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• pp.29-54
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• 2012

As market is more and more mature, the survival environment of exporting companies is getting severer, which throws exporting companies into great pressures of the process of growth and development. For most businessmen, the hardest part of starting a foreign business is to find buyers or to get customers, which is more critical for small and medium-size foreign enterprises. The fast changes of internal and external trade and market circumstances, together with the advent of e-commerce, led to the diversified of the way to find foreign buyers for exporting companies. But the performance differs in using different ways of finding foreign buyers. Therefore, this study examines the status of the methods of finding foreign buyers and performance of exporting companies in China. Based on the investigation of the ways of finding foreign buyers, this study tries to find out the most efficient ways of finding foreign buyers for them. And this study tries to propose some practical suggestions for the exporting companies based on the analysis that will help them to improve companies' performances.

• 마케팅과학연구
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• 제19권4호
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• pp.32-43
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• 2009

信任在心理学, 经济学, 社会学中已被广泛研究, 其重要性不仅在市场营销中被强调, 在一般商业原则中也被强调. 供应商和买家之间的关系与过去不同, 过去的关系需要相当大的私人网络优势, 并可能涉及不道德的商业行为. 而在以工业营销成功的为核心的二十一世纪激烈的全球竞争中, 供应商和买家之间的关系是伙伴关系. 在相互合作的高级别信任的基础上, 通过交换的关系, 这会给买家和供应商带来长期的利益, 竞争力增强和交易成本的降低以及其他福利. 尽管现有的研究有信任的重要性, 但是在购买与供应关系中却忽视了信任的作用, 也没有系统地分析信任对关系的影响. 因此, 深入研究, 确定买家和商业服务供应商之间信任和关系绩效之间的联系是绝对需要的. 本研究中的商业服务, 包括那些支持制造业, 正作为下一代经济增长的引擎而吸引着人们的注意. 韩国政府已选择其作为制造业发展的战略领域. 由于商业服务开放市场的需求日趋激烈, 商业服务业的竞争力应该比以往得到更多的提倡. 本研究的目的是探索相互信任对买家和供应商之间的关系绩效的影响. 具体来说, 本研究在商业服务交易中提出了一个关于信任-关系绩效的理论模型, 并实证检验根据模型而提出的假设. 这项研究表明, 研究结果有战略意义. 本研究通过多种方法收集经验数据. 这些方法包括通过电话, 邮件和面试. 作为样本的公司是在韩国供应和购买商业服务的以知识为本的公司. 本研究收集的是二进的基础数据. 每个样本公司对包括购买公司及其相应的供应公司. 并跟踪调查每个公司对的相互信任. 本研究为商业服务的买卖双方提出了信任-关系绩效的模型. 该模型由信任和它的前因和后果. 买家的信任分为对供应公司的信任和对销售人员的信任. 根据Doney 和Cannon (1997)的研究我们在个人水平和组织水平上观察信任. 通常情况下, 买方是信任的受体, 但这项研究我们建议以供应商为观察受体. 因此, 它独特的关注了双边角度的知觉风险. 换言之, 供应商和买家一样, 是信任的主体, 因为交易通常是双边的. 从这个角度来看, 供应商对买家信任和买方对供货商的信赖一样重要. 供应商的信任从某种程度上受它信任的买方公司和买家的影响. 这种使用个人水平和组织水平的信任分类是根据Doney 和Cannon (1997)的研究. 信任影响供应商的选择, 这是一项双向放的工作. 供应商们积极参与供应商选择过程中, 和买家密切的一起工作. 此外, 该过程从某种程度上受每一方信任的合作伙伴的影响. 挑选过程包括一些步骤: 识别, 信息检索, 供应商选择和绩效评价. 作为这一进程的结果, 买家和供应商都进行绩效评估, 并就这些结果为基础, 采取有形或无形的纠正行动. 本研究中使用的关于信任的测量问项是根据Mayer, Davis 和 Schoorman (1995) 以及Mayer和Davis (1999)的研究发展起来的. 根据他们的建议, 有关信任的三个方面的研究包括有能力, 善和完整. 根据商业服务这个背景我们调整了原来的问题. 例如, 如 "他/她的专业能力" 已被改为 "当我们讨论我们的产品时销售人员表现出专业能力. "这项研究使用的测量问项不同于在以往的研究中使用的问项（Rotter 1967; Sullivan和Peterson 1982; Dwyer和Oh 1987. 本研究中有关信任的前因后果的测量问项是根据Doney和Cannon (1997)的研究为基础制定的. 根据商业服务这个背景我们调整了原来的问题. 特别是, 问题被设计为对买家和供应商以解决下列因素: 信誉 (诚信, 客户服务, 良好意愿), 市场地位 (公司规模, 市场份额, 在行业中的地位), 愿意定制（产品, 过程, 交付), 信息共享(专有信息, 个人信息), 愿意保持良好关系, 认为专业, 权威授权, 买方与卖方的相似性, 以及接触频率. 作为信任相应的变量, 我们对关系绩效进行了测试. 关系绩效分为有形的影响, 无形影响, 和副作用. 有形的影响包括财务业绩;无形的影响, 包括关系的改善, 网络开发, 以及内部员工的满意度;副作用包括既不是有形影响也不是无形影响的影响. 我们联系了350对公司, 105对公司答复了我们. 由于不完整我们删除了5对公司, 105对公司被用于数据分析. 用于数据分析的回应率为30%(三百五十零分之一百零五), 高于工业营销的平均回复比率. 至于回复的公司的特点, 大多数的公司运作的商业服务既为买方(85.4%)也为供应商(81.8%). 大部分买家是做消费品贸易(76%), 而供应商的大部分(70%)是做工业品贸易. 这可能意味着买家的过程是购入材料, 部件和组件从而生产消费品成品. 正如他们对他们与合作伙伴关系的长度的报告表示, 供应商比买家有更长的商业关系. 假设1测试买方-供应方特点对信任的影响. 销售人员的专业度(t=2.070, p<0.05)和权威授权(t=2.328, p<0.05)积极影响买方对供应方的信任. 另一方面, 权威授权(t=2.192, p<0.05)积极影响供应方对买方的信任. 对买方和供应方来说, 权威授权的程度对保持对彼此的信任有关键作用. 假设2测试买卖双方关系特点对信任的影响. 买家倾向于信任供应方, 因为供应方总是尽全力联系买方(t=2.212, p<0.05)这种倾向性在供应方方面也表现得很强(t=2.591, p<0.01). 另一方面, 供应商对买方的信任是由于供应商感知买家与自己的相似性(t=2.702, p<0.01). 这一发现证实了Crosby, Evans, 和Cowles(1990)的研究结果. 他们的结果表明供应方和买方通过商务或私务的定期会议来建立彼此的联系. 假设3测试信任对感知风险的影响. 结果表明无论对买方还是供应方, 信任越低, 感知风险就越大(买方: t =-6.621, p<0.01; 供应方: t=-2.437, p<0.05). 有趣的是, 这一趋势已被证明对买方更强. 这种较高水平的感知风险的一个可能的解释是在商业服务交易中买方通常比供应方感知到更大的风险. 为此, 有必要对供应商对买方实施减少风险的战略. 假设4测试信任对信息搜集. 根据结果, 对供应方和买方, 与预期相反, 信任取决于他们合作伙伴的名誉(买方t=2.929, p<0.01; 供应方t=2.711, p<0.05). 这一发现表明, 具有良好信誉的供应商往往是可信的. 以往的经验并没有显示出任何与买家或供应商信任的重要关系. 假设5测试信任对供应方/买方选择的影响. 与买方不同, 当供应方认为以往与买方的交易重要时, 供应方倾向信任买方(t=2.913 p<0.01). 但是, 本研究并没有现实资源忠诚和买方对供应方的信任之间有显著关系. 假设6测试的是信任对关系绩效的影响. 对买方和供应方, 当财务表现被报告提高时, 他们比较信任他们的合作伙伴(买方: t=2.301, p<0.05;供应方: t=3.692, p<0.01). 有趣的是, 这种趋势在供应方比较明显. 类似的, 当竞争力被报告提高时, 买卖双方比较信任他们的合作伙伴(买方t=3.563, p<0.01 ; 供应方t=3.042, p<0.01). 对供应方来说, 当对买方信任时效率和生产力会提高(t=2.673, p<0.01). 其他绩效指标与信任没有显著关系. 这项研究结果有一定的战略意义. 首先和最重要的是, 以信任为基础的交易对供应商和买家而言都是有益的. 根据研究证实, 通过努力建立和保持相互信任可以使财务表现提高. 同样, 可以通过同样的努力提高竞争力. 第二, 以信任为基础的交易能够减少购买情况中的感知风险. 这对供应商和买家都有启示. 人们普遍认为, 在一个高度参与的采购情况中买家感知到更高的风险. 为了减少风险, 以往的研究已建议供应商制定降低风险的策略. 而本研究的特点是从双边角度关注知觉风险. 换言之, 供应商也容易存在风险, 特别是当他们提供的服务, 需要非常先进的技术, 操作和维护. 因此, 购买者和供应商必须一起密切合作解决问题. 因此, 相互信任在问题解决过程中起着关键作用. 第三, 在这项研究中发现, 销售人员有更多的授权, 他或她越被信任. 这一发现从战术角度看是非常重要的. 建立信任是一个长期的任务, 然而, 当互信尚未开发, 供应商能够通过授权销售人员做出某些决定来克服遇到的问题, 这一结论也适用于供应商.

• Management Science and Financial Engineering
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• 제4권2호
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• pp.15-42
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• 1998

A joint problem of order delivery, setup reduction, and cost-sharing in a two-echelon inventory system in which a vendor supplies multiple products to a group of buyers is studied here. The basic premise is that buyers have independently implemented setup reduction programs to acquire benefits from small order sizes. Doing so, however, causes the buyers' individually optimal order cycles to be differ from that of the vendor. In conjunction with this, two models are considered. In the first model, a multi-buyers single product situation is considered in which the vendor implements a joint supply cycle policy. However, buyers, as the dominant party, insist after implementing the individually optimal setup reduction that the vendor accept their individually optimal order schedules. In the second model. a multi-products, single buyer situation is considered in which the buyer implements a joint order policy. Here, the vendor, as the dominant party, refuses to cooperate fully with the buyer's individually reduced joint order schedule, and designs his own individually optimal setup reduction mix for each product under a given budget constraint. This led to a study of an integrated Setup Reduction/Break-even Pricing Policy for each situation to eliminate mismatches in individually optimal cycle times.

• 패션정보와 기술
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• 제2권
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• pp.48-58
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• 2005

Purchase decision behavior for and satisfaction with apparel among retail buyers and consumers were compared. Kunz's behavioral theory of the apparel fm was the conceptual framework; Oliver's disconfirmation model guided measurement of satisfaction. Buyers and consumers indicated their perceptions about shopping orientations, variables that influenced apparel purchasing decisions, the importance of aspects of customer service and attributes that they expected to find and found when shopping. Surveys were mailed to retailers and consumers identified by random sampling of company lists. Respondents were 66 buyers and 344 consumers. MANOVA revealed differences in retailers 'and consumers' shopping orientations, the influence of variables on purchase decisions, and perceptions of the importance of customer service. Paired sample t tests indicated dissatisfaction for buyers on 10 apparel/shopping attributes and consumers on nine items. Results support the need for vertically integrated manufacturers to redesign strategies that are more appealing to both retail buyers and consumers.

• 한국경영과학회지
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• 제34권1호
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• pp.85-100
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• 2009

An online marketplace, such as eBay, is an example of two-sided markets. In online marketplaces, there are transactions between sellers and buyers and direct competition effects among sellers and among buyers. Previous research on two-sided market has not handle these competition effects and mostly focused on indirect network externalities between sellers and buyers. We analyze the fee structure of an online marketplace considering direct competition effects among sellers and among buyers. We find that when fees for sellers and buyers can be imposed, an auction or fixed-pricing rule can be chosen according to the characteristics of a product traded. But when only fees for sellers can be imposed, an auction can be taken as a trading mechanism solely.

• 복식
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• 제53권7호
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• pp.83-94
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• 2003

The purpose of this study was to investigate the relationship between the clothing consumption value and consumer satisfaction which were based on the purchase places such as department store and market, and to examine the influence of the clothing consumption value and demographic variables on the consumer satisfaction. The subjects were 364 females ranging in ages from twenties to fifties who dwelt in Seoul and in the suburbs of Seoul. Four factors of clothing consumption value derived by factor analysis: 'functional value', 'emotional value', 'epistemic value', and 'conditional value'. The clothing consumption value and satisfaction of shopping system, purchase system, and consumption system of buyers at department store showed higher than that of buyers at market. Emotional value was most important in predicting the consumer satisfaction of buyers at department store, followed by epistemic value (-) and conditional value. Conditional value was most important in predicting the satisfaction of buyers at market, followed by emotional value and the academic background of buyers. Generally the higher the emotional and conditional value, the higher the consumer satisfaction. and the consumer satisfaction was influenced by epistemic value negatively.

• 대한산업공학회지
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• 제31권3호
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• pp.210-218
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• 2005

In the current global business environment, it is very important how to allocate products from the producer to buyers (or distributors). Sometimes some buyers can order more than pertinent demand due to inappropriate forecasting customers' orders. This is the big obstacle to the efficient allocation of products. If the producer can become aware of buyers' pertinent demand, it is possible to realize the high-level order fulfillment through the effective allocation of products. In this study, a new allocation policy is proposed considering buyers' demands. The backpropagation algorithm, one of algorithms in neural network theory, is used to find pertinent demands from the distributors' orders. In the experiment, an allocation policy considering buyers' demands outperforms previous allocation policies.