• 한국식생활문화학회지
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• 제29권4호
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• pp.326-335
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• 2014

The purpose of this study was to investigate factors influencing sales of health functional foods by door-to-door saleswomen. A total of 450 women who worked as door-to-door salespersons in Seoul were enrolled. The survey questionnaire was composed of five parts as follows: general characteristics, factors related with door-to-door sales process, task education, competency required for door-to-door salespersons, and customer relationship beliefs. The survey was conducted in October 2011. Finally, data on 302 subjects were statistically analyzed using the SPSS 17.0 package program. Reason for sales of health functional foods (p<0.01), time required for sales promotion (p<0.001), difficulties during sales of health functional foods (p<0.05), satisfaction of task education (p<0.01), and failure of salesperson's memory as problems of task education (p<0.01) were significantly associated with sales of health functional foods. However, means of sales promotion, frequency and time of task education, and competency required for door-to-door salespersons were not significantly related with sales of health functional foods. Customer relationship beliefs did not show significant association with sales of health functional foods either. In conclusion, certain factors were associated with sales of health functional foods by door-to-door saleswomen. These results provide an understanding for sales of door-to-door health functional foods and provide basic information for preparation of task education for health functional food saleswomen and marketing.

• 유통과학연구
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• 제17권11호
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• pp.5-15
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• 2019

Purpose: This study aimed to empirically demonstrate how self-esteem, self-efficacy, locus of control, and neuroticism, which is core self-evaluation factors of door-to-door salespersons within food and cosmetic retail industry, affected the sales performance of female salespersons via job satisfaction and organizational commitment. Research design, data and methodology: Using a 23-item questionnaire constructed based on previous studies, this study selected six domestic door-to-door sales companies and conducted a 1:1 face-to-face survey with female door-to-door salespersons belonging to branches and agencies in Seoul and the capital region. The data of 208 respondents were analyzed. The results of path analysis based on structural equation modeling and mediation analysis through the Sobel test were presented. Results: Self-efficacy and locus of control had the largest effect on job satisfaction and organizational commitment, respectively. Neuroticism, however, did not significantly influence job satisfaction and organizational commitment. Overall, core self-evaluation factors positively affected sales performance via job satisfaction but not via organizational commitment. Conclusions: This study found that factors which were oriented to female salespersons' ability and sales goals, such as self-efficacy and job satisfaction, were considered important in managing them in the door-to-door sales-distribution channels. In the future, policies should be developed for managing female door-to-door salespersons to help them achieve job satisfaction.

• The Journal of Asian Finance, Economics and Business
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• 제7권5호
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• pp.205-216
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• 2020

This study seeks to empirically analyze the effects of core self-evaluation and adaptive selling behavior on sales performance for female salespersons engaged in door-to-door sales through the face-to-face channel in the wellness industry. This study seeks to examine the importance of adaptive selling, through, salespeople derive appropriate strategies in response to market changes. For female salespeople who use face-to-face channels, this study empirically investigated the relationship between core self-evaluation and adaptive selling, and effects on sales performance. A 31-item survey was constructed, based on prior research. We selected six door-to-door sales companies in South Korea and conducted one-to-one interviews with female salespeople in the Seoul metropolitan area and analyzed 208 pieces of significant data. Results demonstrated that among the core self-evaluation factors for female salespeople, self-esteem, self-efficacy, and neuroticism had an effect on adaptive selling factors, while locus of control did not. These factors were found to affect sales performance through the mediating role of adaptive selling. Improvements in the adaptive selling capabilities of female salespeople in charge of face-to-face channels positively affected sales performance. Management efforts are required to enhance self-esteem, self-efficacy, or neuroticism. These results suggest that companies should support enhancing individual adaptive selling capabilities of their salespeople.

• 한국의상디자인학회지
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• 제18권3호
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• pp.1-19
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• 2016

This study tried to find out implementation factors of internal marketing for a cosmetic retailer, and to look into their effects on Salesperson's job satisfaction, organization commitment, customer orientation and sales performance. For this, this study inquired into the concepts and relationships of internal marketing, job satisfaction, organization commitment, customer orientation and sales performance through literature review; and tested the relationships between the variables by setting up a research model and hypotheses. The findings of this study may be summarized as follows: First, it was found that the better the education & training, the supervisor support and the compensation system among internal marketing factors of a cosmetic retailer were, the higher a door-to-door salesperson's job satisfaction was. Second, it was found that the better internal communication and the education & training among internal marketing factors of a cosmetic retailer were, the higher a door-to-door salesperson's organization commitment was. Third, the higher the job satisfaction of a door-to-door salesperson in a cosmetic retailer was, the higher the organization commitment was. Fourth, it was found that the higher the organization commitment of a door-to-door salesperson in a cosmetic retailer was, the higher the customer orientation was. Fifth, it was found that the higher the organization commitment and customer orientation of a door-to-door salesperson in a cosmetic retailer were, the higher the sales performance was. In conclusion, the internal marketing increases door-to-door Salesperson's job satisfaction, and enhances the sense of belonging to their cosmetic retailer. Further, they come to have a customer-oriented attitude in serving customers, which is directly connected to sales performance, and thus the retailer can create profits through internal marketing. Therefore, a cosmetic retailer will need to strengthen internal communication activities through diverse methods, expand and activate employees' professional education, and develop fair and just compensation system; and supervisors will need to give support to employees, trusting their judgment.

• 가정과삶의질연구
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• 제22권5호
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• pp.1-16
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• 2004

The purpose of this study is to identify the expectation of vocational abilities and the level of the existing abilities of the door-to-door saleswomen in the cosmetic industry, in order to provide baseline information that can be used to improve sales ability. The data were collected from 1,168 respondents to a questionnaire. Major findings were as follows: 1. The most commonly expected aptitude for the door-to-door salesperson was the ability 'to gain the confidence from customers'. The other important aptitudes were 'good attitudes', 'product information' and 'pleasant personality and patience'. 2. The overall level of the abilities according to their self-evaluation when compared with the level of expected abilities was 64.9 %. The item that received the lowest self-evaluation was 'ability in developing new market and audience'. 3. Vocational ability expectation was affected most strongly by education level. The variables that affected self-evaluation were career paths, education level, income, sales volume and position.

• 한국컴퓨터산업학회논문지
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• 제8권4호
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• pp.269-280
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• 2007

본 연구는 방문판매를 담당하는 뷰티카운셀러들을 대상으로 직업만족도와 전문성에 대한 사고를 파악하고, 뷰티카운셀러들의 제품에 대한 실무 교육 경로와 실태, 매출과의 상관관계를 파악하여 향후 경쟁력 있는 뷰티카운셀러를 만들어 가는데 도움이 되고자 하였다. 분석기법으로는 연구대상자의 일반적 특성을 파악하기 위하여 빈도와 백분율을 산출하였다. 또한 화장품 카운슬러들의 근무현황과 카운슬러의 교육경로 및 실태, 카운슬러 실무에 관한 교육내용, 그리고 카운슬러의 교육방법 및 필요성에 대한 카운슬러들의 인식을 알아보기 위해 $x^2$(Chi-square)검증과 빈도분석, t-test(검증), 그리고 One-way ANOVA(일원변량분석)을 실시하였다. 연구결과 화장품 판매를 위하여 전문적인 교육을 받은 뷰티카운셀러가 필요한 것 등을 얻을 수 있었다.

• 한국의류학회지
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• 제30권5호
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• pp.742-752
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• 2006

The purpose of this study were to classify the door to door selling consumers's according to their cosmetics lifestyles and to analyze the cosmetics a purchase behavior and satisfaction of classified groups. subject were 424 women living in chung-cheong and kyung-gi. The statistical methods to analyze the data were frequency, t-test, factor analysis. cluster analysis, and ANOVA(LSD) using SPSSWIN package. Considering that there were significant differences in the behavior of uses, purchase propensity according to cosmetics lifestyles for door to door selling, it is reasonable that the consumer market should be subdivided by their cosmetics lifestyles and the quality improvement and distinguished sales strategies should be required.

• 가정과삶의질연구
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• 제23권1호
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• pp.197-208
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• 2005

The purpose of this study was to investigate the relationships between father's beliefs on child rearing and children's self-perceptions. The subject of this study were comprised of 167 third-grade children (ages 8-10) and their father. To summarize major findings from the analyses : First, a significant difference was found in the degree of father's beliefs about child rearing by number of child , father's education, father's job, level of life, relationship between father and child in independence and by number of child, level of life, relationship between father and child in accommodation. Second, children's self-perception was related to father's education, father's income, father's job, relationship between father and child, child's gender, father's marital satisfaction, father's job. Third, according to the multiple regression analyses for the relationships between father's beliefs about child rearing and children's self perceptions, there was a positive relationship between father's belief's on the creativity, problem-solving skill, accommodation. Father's SES status, relationship between father and child was a positive relationship children's self-perceptions. Father's beliefs on the creativity was a positive relationship children's self-perceptions but father's belief's on the accommodation was a negative relationship children's scholastic performance, behavioral conduct.

• 유통과학연구
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• 제20권6호
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• pp.11-19
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• 2022

Purpose: This study aims at exploring and understanding the effect of four independent variables related to dairy retail marketing and distribution (deep freezers, promotions, company support and distributor-retailer relationship) and one moderating variable Covid-19 lockdown on sales of dairy product during the Covid 19 pandemic situation. Research design and methodology: Personal interviews and door-to-door surveys and promotional tools were designed to publicise and collect data from the retailers. The sale data before, during and after promotion activity were all recorded and evaluated to draw an inferential conclusion. Factor analysis and multiple regression methods were adopted to analyses the data collected. Results: The research shows that four out of the five factors studied was found having significant impact on dairy retail sales. The highest impact on sales was contributed by promotions, secondly by the deep freezer impact followed by distributor-retailer relationship during the study period and lastly but not the least due to influence of Covid-19 lockdown. Conclusions: The study contributes to the body of knowledge in cold chain distribution process through utilization of right mix of tools and tactics for effective marketing and distribution of dairy products in developing countries especially during a pandemic situation.

• 한국조경학회지
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• 제41권5호
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• pp.46-56
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• 2013

본 연구는 야외 운동기구에 대한 안전기준이 마련되어 있으며, 제품 안전검사를 평가하는 TUV 기준을 적용하여 국내 거주지 주변에 보급된 야외 운동기구 제품의 안전성 실태를 규명하고 평가하는 것을 목적으로 하고 있다. 그리고 조달 판매량이 많은 12업체를 선정하고, 판매 선호도가 높은 10개의 야외 운동기구 제품을 대상으로 현장조사를 통해 평가한 결과, 안전성 평가 요구조건에 대한 야외 운동기구 평균 합격률이 55.1%로 평가되었다. 그리고 야외 운동기구의 고정상태에 대한 요구조건은 안전성이 높게 평가되었지만, 이용되는 유동 상태에 대한 요구조건은 안전성이 낮은 것으로 밝혀졌다. 또한, 판매 선호도가 높은 운동기구 제품이 다른 제품에 비교하여 안전성이 낮게 평가되었으며, 제작 업체에 따른 안전성 평가의 차이는 없는 것으로 분석되었다. 이러한 결과는 국내에서 보급되는 운동기구의 안전성이 높다고 볼 수 없으며, 향후 이용 중의 사고예방을 위해 법제정을 통한 안전기준 마련의 시급성을 시사하고 있다고 사료된다. 이러한 안전기준 마련은 사고예방뿐만 아니라, 야외 운동기구의 제작 업체의 경쟁력 강화에도 영향을 미칠 것으로 판단된다.