• Journal of the Korea Fashion and Costume Design Association
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• v.18 no.3
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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.

• Journal of Distribution Science
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• v.17 no.11
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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.

• Journal of Families and Better Life
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• v.22 no.5
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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.

• Journal of the Korean Society of Food Culture
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• v.29 no.4
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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.

• The Journal of Asian Finance, Economics and Business
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• v.7 no.5
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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.