• 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.

• 한국의상디자인학회지
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• 제16권1호
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• pp.41-52
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• 2014

The purposes of this study were to explore differences in utilization of information sources depending on the length of buyers' career and annual sales volume of stores where buyers work for. The questionnaire was prepared by the researcher and was answered by 200 buyers who purchase their items from Dondaemun market. The researcher analyzed the data using both ANOVA and Tukey's test as a post-hoc test. The conclusion of this study is summarized below. First, there were significant differences in utilization of information sources among buyer groups depending on the length of buyers' career. The buyers with more than 10 years career showed more effective utilization of information source such as resident buying offices, manufacturers, trade publications, trade associations, fashion reports, celebrities, window shopping, professional magazines, and advice from others. Second, there were significant differences in utilization of information sources among buyer groups depending on annual sales volume of the stores where the buyers work for. The buyer who work for the store with its annual sales volume in excess of 2 billion won showed more effective utilization of information source such as trade association, professional magazines, sales record, want slips, advertising results, sales trends, customer surveys, sales meetings, customer advisory panel, in-store merchandising bureau and advice from other experienced buyers. However, buyers of the store with its annual sales volume lower than 100 million won showed different pattern utilization of information sources such as vendors, trade publication, celebrities and advice from others.

• 한국의류산업학회지
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• 제16권3호
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• pp.386-395
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• 2014

This study was to identify underlying dimension of marketing strategy, and to examine effect of the marketing strategic factors on store affect, brand attitude, and brand loyalty in global and domestic SPA brands. Based on pilot study, four SPA brands of which consumers were most aware were selected: Korean SPAs (e.g., Codes-Combine, Basic House) and global brands (e.g., Zara and Uniqlo). A self-administered questionnaire was developed based on literatures. By using intercept survey, 421 respondents were obtained from consumers shopping at the selected SPA retail stores located in cities (Seoul, Daejon, Chongju) in Korea. Result showed that SPA brand marketing strategy consisted of four factors: Product differentiation, store location, in-store VMD, and price value. The marketing strategic factors had partially significant effects on brand attitude, store affect and store loyalty. However, there was significant differences in those effects between global and Korean SPA brands. Specifically, the effect of in-store VMD on brand attitude was higher in Korean SPA brands, whereas the effect of price value was higher in global SPA brand. Also, the price value was significant predictor of store affects in global SPAs, while in-store VMD was significant predictor of store loyalty in Korean SPA brands. This study discussed a managerial implication for creating brand attitude and emotional responses, which obtains comparative advantages in the competing marketplace.

• 복식문화연구
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• 제23권3호
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• pp.400-411
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• 2015

Successful use of displays in stores arouses consumers' curiosity, and induces them to purchase a product after a visit. Facade is a word meaning an external front wall of a building, and is usually the first point of visual contact for the consumers. The present study is an empirical investigation of external appearance of a clothing store, with a $2{\times}2{\times}2$ factorial design of facade, show window, and wall surface material designed for the purpose of the study. Dependent variables were store image variables and attitude toward store. A total of 320 questionnaires from male and female consumers were used for the analysis. Facade type and material had significant main and interaction effects, while show window type had no meaningful effects overall. A facade of irregular design prompted significantly higher levels of perceived 'elegance', 'uniqueness', and 'attractiveness' of the store. Material itself did not have significant influence but did have significant interaction effect with facade design. The interaction effect was found in store attitude as well. In order to create a positive store attitude, a concrete material facade should have an irregular design. Companies owning fashion brands should carefully select facade type and wall surface material in the visual merchandising strategies of a store.

• 한국의류학회지
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• 제39권5호
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• pp.714-727
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• 2015

This study investigated consumers' clothing expense, consumer innovativeness and perceived risk to the channel type they frequently purchase fashion products and compared the relationship between the variables. A survey of male and female college students was conducted and 367 responses were analyzed using descriptive statistics, chi-square analysis, two-way ANOVA, factor analysis, reliability analysis, and correlations. Female consumer clothing expenses were high compared to male consumers, and clothing expenses of consumers using department stores and independent banded stores were high compared to those using internet shopping malls. The sub-dimensions of consumer innovativeness were determined as adventure-oriented, unique-oriented, and change-oriented, and female consumers have characteristics more unique-oriented and change-oriented. In the case of female respondents, unique-oriented innovativeness was highest for department store customers, while the male customer of non-branded stores showed the highest unique-oriented innovativeness. Perceived risk indicated the highest score from the customers of internet shopping mall. Department stores were recognized as reliable by female department store customers. Clothing expenses and consumer innovativeness dimensions showed significantly positive correlations; in addition, the relation between clothing expense and perceived risks were significantly negative. Consumer innovativeness and perceived risks have positive relations.

• 한국의류학회지
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• 제35권8호
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• pp.906-917
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• 2011

This study identified the present state of store and selection criteria of supplier from the regional fashion buyer point of view and examined the effects of the factors of relative impact between buyer and supplier on the relational bond. The interviews and questionnaires were administered to the owners or the sellers of 85 fashion retail stores in Gwangju. For analysis of data, frequency, means, factor analysis, Cronbach's ${\alpha}$ and regression analysis were applied. The results were as follows. First, in the results of examining the actual conditions of store managers for fashion buyers, fashion buyers complained about lengthy travelling and time consumption inconvenience. They also reported decrease in margin and monthly mean sales over last year. Second, the most important selection the criteria for the supplier were product power, followed by a convenient store layout. Finally, higher quality communication, more compromises, and higher dependence were affected with higher satisfaction, trust, and commitment in suppliers; conversely, the trust and commitment of the buyers decreased relative to the increased power of the suppliers.

• 복식
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• 제61권1호
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• pp.34-46
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• 2011

The purposes of this study are to classify apparel service quality elements using the Kano's model, and to identify how much service quality can increase the degree of customer satisfaction when the service quality is fully fulfilled. Women over 20 years-old from metropolitan areas participated in the study. Data from 254 questionnaires were used for the statistical analysis. The results were as follows: First, 17 service quality elements were categorized into one-dimensional quality which could lead to both satisfaction and dissatisfaction, and 3 services quality elements were categorized into indifferent quality which neither result in satisfaction nor dissatisfaction. Second, potential customer satisfaction improvement(PCSI) Index was developed using Kano model and CS coeffient. Findings of this study provide both industry and academic researchers with a guide to increase customer satisfaction in fashion retail store.

• 한국의류학회지
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• 제16권4호
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• pp.471-484
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• 1992

The purpose of this study was 1) to find out Market segmentation possibilities according to consumer's store selection factors by analysis of Consumer's attitude and oriteria of apparel store selection, 2) to provide marketing strategies of segment marker for apparel stores Research problems were as follows. 1) To find out the important factors of consumer's store selection and to segment markets according to their factors. 2) To find out consumer characteristics (demographic variables, clothing life factors, cloth-ing purchase behaviors) according to segment markets. 3) To find out preference store types and preference factors according to segment markets. 4) To provide marketing mix strategy for retail apparel store sales. The subjects selected for the final analysis were 586 female college students, housewives, and workers living in Seoul. A questionnaire was developed in order to measure consumer's selection criteria of apparel store, consumer characteristics and preferred store types and preferential factors. The results of this study were as follows: 1. There were 8 factors of consumer's store selection such that: the high quality, convenience, store atmosphere, economy, dependency commercials, store patronage, the conformity, product assortment. the result of cluster analysis based on these 8 factors of store selection verified that market was able to be segmented as four different market, which were the store loyalty group, the aligned economical group, the assortment pursuing group, the store fame dependent group. 2. There were significant differences among four groups, for 4 variables related to consumer's characteristics such as demographic characteristics (sex, age, job, level of education, the living quarters, marrige or unmarrige), clothing life factors, clothing evaluating criteria, and favorite fashion information sources. 3. There were significant differences among four groups for 2 variable related to store preference such as preference types of store and preference factors of store.

• 한국의류학회지
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• 제28권12호
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• pp.1617-1624
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• 2004

패션 점포의 비주얼(visual) 환경은 소비자를 점포로 이끌고, 최종적으로 구매를 유도하기 위해 매우 중요한 요소로 본 연구에서는 패션 점포를 방문하는 소비자들의 행동에 영향을 미치는 비주얼 환경 요소에 대하여 연구하였다. 먼저 소매 점포에서 점포의 비주얼 환경이 소비자들의 행동(점포에 머무르는 시간)에 미치는 영향을 조사하였고 다음 실제 점포의 비주얼 환경의 차원은 어떻게 구성되는지, 또 구성된 요소 별로 소비자특성에 따른 선호의 정도는 어떻게 다른지 살펴보았다. 그 결과 패션 점포의 비주얼 환경이 실제 소비자들의 패션 점포에서의 체류 시간에 영향을 줌을 확인하였다. 또 비주얼 환경의 요인으로써 디자인, 편리성, 상품 평가의 용이성, 분위기의 4가지 차원을 규명하였고, 소비자 특성에 따라 선호되는 요인이 특성 별로 다름을 확인하였다. 본 연구의 결과를 통해 소매 점포에서의 비주얼 환경의 중요성을 확인할 수 있고, 실제 점포의 비주얼 정책 수립과 점포 비주얼 환경의 개선에 도움을 줄 수 있을 것으로 생각된다.

• 한국의류학회지
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• 제29권9_10호
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• pp.1340-1348
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• 2005

Consumers are prone to engage in browsing because they are, for a variety of reasons, open to spending opportunities that grab their attentions. In-store browsing is the in-store examination of a retailer's merchandise for recreational or/and informational purposes without an immediate intent to buy. Browsers made more unplanned purchases than non-browsers in a regional mall setting. As a form of on-going search, in-store browsing is a central component in the impulse buying process. The purposes of this study were 1) to examine the causal relationships among fashion involvement, hedonic consumption, browsing and impulse buying behavior, and 2) to investigate the mediating effects of browsing on impulse buying behavior for fashion products. A questionnaire was developed from a literature review and measured on a 7-point rating scale. Data were obtained from 413 students attending universities in Busan. The self-administered questionnaire was given during a scheduled class. Using structural equation modeling, the results indicate that the proposed model of this study is appropriate to explain the mediating effects of browsing on impulse buying behavior for fashion products. The model shows that fashion involvement and hedonic consumption are important as antecedents of browsing in fashion stores, and consumers browsing longer in fashion stores would tend to increase the likelihood of experiencing impulse buying behavior. That is, browsing in store plays an important mediating role in triggering impulse buying behavior for fashion products. The results from this study provide some insights into retail marketing theory supporting the trait and behavioral aspects of impulse buying. Future research and managerial implications are addressed.