• 유통과학연구
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• 제19권7호
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• pp.101-111
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• 2021

Purpose: The main purpose of this research is to examine the effect of impulse buying tendencies toward impulse buying, which is mediated by an urge to buy and moderated by the gender of the retail customers. Research design, data and methodology: This study uses a survey design. The sample consisted of several mall customers in Yogyakarta. Purposive sampling was used as the sampling technique. Data collection was carried out in two ways, distributing questionnaires online and directly giving questionnaires to mall customers. Results: The results of data analysis using structural equation modeling show that: 1). Impulse buying tendencies have a positive and significant effect on the urge to buy and impulse buying, 2). The effect of impulse buying tendencies on impulse buying were mediated by an urge to buy and moderated by gender. Conclusions: Theoretical implications of this research strengthen the concept/theory concerning the relationship of the impulse buying tendencies, urge to buy and impulse buying. The results of the study have some managerial implications. It can be used to reference retail store business in increasing the volume of retail customers purchases through impulse buying. The retail businesses can increase impulse buying which will trigger impulsive purchases and the company's sales and profitability

• 대한가정학회지
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• 제42권2호
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• pp.117-131
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• 2004

The purpose of this study was to examine the current situation of B2B fashion buying behavior (i.e., buying motives, product characteristics, buying processes), and to analyze the buying performance, buying problems and buying strategies. In depth, face-to-face interviews with structured questionnaire were conducted with three buyers and three vendors related to 18 buying items of C Company. Results of this research were as following:1. Buying motives were mainly reduction of buying costs, improvement of profits, and increased efficiency in buying process for retail buyers, while the selling motive was mainly improvement of market share for suppliers. Suitable items for B2B buying were basic items or bulk items. The B2B buying process included the following steps: selecting auction items, target prices, and suppliers ; setting the product specification and bidding niles; training the suppliers for preparing the auction; proceeding the auction by internet. 2. The perceived B2B benefits for buyers were profit improvement and cost reduction while those for suppliers were time saving and market share improvement. The indicated buying problems were as poor product quality, low product image, and difficulty in partnership. For B2B buying strategies, a quality management system, various auction tactics based on items, and a supplier management system were recommended.

• 유통과학연구
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• 제16권8호
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• pp.15-27
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• 2018

Purpose - The purpose of the study is to examine the relationships among the following retail operations variables: retail store operations (i.e., store management, sales personnel, promotion of merchandise), success of assortment planning, firm performance (i.e., market share, overall competitive position, profitability, product quality, consumer satisfaction), and retail buyer's demographics and firm's characteristics. Research design, data, and methodology - After conducting a pilot test, the survey was conducted in Seoul, South Korea. With using the listwise deletion method, 378 usable data sets were analyzed. For data analysis, descriptive statistics, factor analysis, and Structural Equation Modeling (SEM) methods were employed. Results - As evidenced from the path diagram, the relationship between retail store operations and the success of assortment planning is strong and significant. Retail store operations affect firm performance, though at a weaker significance than it affects the success of assortment planning. The relationship between the success of assortment planning and firm performance, is the strongest relationship observed by this research. Conclusions - The findings of this empirical study contribute to the retail/fashion buying/management field by confirming (a) the importance of assortment planning for retail firm performance and (b) the role of store operations for successful assortment planning and firm performance for fashion retailers.

• 한국의류학회지
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• 제27권6호
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• pp.635-642
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• 2003

The purposes of this study were to explore the consumer attitude toward the retail sales, to examine the relationships between the sale attitude and the price-related variables(i.e., price consciousness, sales proneness, and value consciousness), and to examine the effects of the sale attitude and the price-related variables on the perceived price value during the retail sales. Data were collected from 790 undergraduate students using the two types of questionnaires representing the sale and non-sale situations, and 776 responses were analyzed. Factor analysis of the sale attitude extracted five dimensions including price benefit, limited product assortment, impulse buying, low service quality, and disordered store atmosphere. The price benefit and the impulse buying factors were related with all the 3 price-related variables, and all the sale attitude factors were related with the value consciousness. The price benefit and the impulse buying factors positively affected the perceived price value under the sale situation.

• 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.

• 가족자원경영과 정책
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• 제10권4호
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• pp.27-45
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• 2006

On this research, we classified Korean consumers into several comsumer groups based on the different decision-making process they endorse, and then investigated the difference among these consumer groups in frequency, expenditure, satisfaction in using different types of retail stores. For this research, we have surveyed consumers dwelling in Seoul and in near-Seoul areas in 2004. The following is the summary of the main results. First, 'enjoy shopping' group showed a high expenditure rate in department store shopping and internet shopping, whereas 'impulsive decision' group more frequently visited traditional market places, 'fashion pursuing' group and 'enjoy shopping' group visited department stores more frequently than traditional market places. Second, 'impulsive decision' group assessed that the traditional market place offers better price and quality. Also 'impulsive decision' group and 'enjoy shopping' group assessed positively on the AS provided by department stores, and assessed negatively on the AS provided by internet shopping malls. Finally, 'fashion pursuer' group preferred buying foods from traditional market places, while 'brand seeker' group and 'fashion pursuer' group preferred buying clothes from discount stores. While 'enjoy shopping' group showed a high preference in buying clothes in department stores, 'rational decision-making' group showed a low preference in buying clothes in department stores.

• Asian Journal of Business Environment
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• 제5권3호
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• pp.5-15
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• 2015

Purpose - This paper aims to identify and rank factors that influence impulse buying behavior among shoppers in Dubai. Research design, data, and methodology - Questionnaires were collected from 168 Dubai shoppers using non-probability quota sampling. Factor Analysis was completed to identify factors triggering impulse buying traits. Results - Six antecedent factors were identified: hedonism, in-store influences, product related influences, socialization, promotional activities, and convenience. Surprisingly, product related influences were the most significant in stimulating impulse buying behavior. Conclusions - This research suggests that a multitude of factors affect shopper propensity for impulse buying, with non-economic factors like product and in-store related influences having a significant impact. Hence, retail managers should concentrate on these in merchandising and promotional efforts. Against the backdrop of Dubai, one of the biggest retail destinations, this study contributes to present knowledge on impulse buying behavior. In terms of shopper inclinations and likeliness to purchase products, it highlights how shoppers respond to special in-store displays and discount offerings. For marketers, the findings regarding relative significance of various factors may help in strategies to attract consumers.

• The Journal of Asian Finance, Economics and Business
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• 제8권3호
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• pp.575-584
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• 2021

This research aims to examine and analyze the impact of customer shifting behavior on the shopping emotion. Based on impulse buying, customers tend to behave recently based on the constructed variables of impulse buying, outlet ambience, hedonic shopping value utilitarian shopping value, and shopping emotion. This study employs samples/survey data of the population consisted of Asian women parents in Indonesia. The survey data of this research is based on observations using time series with cross-section/one-shot, which was done in 2019. The results indicate that variable outlet ambience, hedonic shopping value, and shopping emotion have a positive and significant impact on impulse buying. Whereas the utilitarian shopping value variable has a positive but not significant relationship against impulse buying. There is a positive influence between ambience outlets and utilitarian shopping value on shopping emotion. The variable hedonic shopping value has a negative and not significant relationship towards shopping emotion. The finding of this study suggests that both the retail stores and even the superstores must pay more attention to the design of outlet ambience to create the hedonic shopping value and eventually may attempt the attention of the impulse buying customers.

• 복식문화연구
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• 제6권4호
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• pp.136-148
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• 1998

A apparel retail buyer played an important role in the market by providing apparel products for consumers and acting as an specialist who selected the vendor and decided the apparel product assortment. The purpose of this study was to investigate the relationships among the vendor selection criteria and information sources used by retailers and the satisfaction with store performance. A questionnaire was developed based on the previous studies and pretest. Data were collected from 237 retailers for women's apparel living in Pusan. Results indicated that they didn't significantly relate among the vendor selection criteria, information sources and the satisfaction with store performance except the harmony of buying products and existing products. Only the age and the buying experience showed significance in relation to demographics of apparel retailers among the vendor selection criteria, information sources and the satisfaction with store performance. The information source affected the vendor selection criteria was the street fashion, the apparel of entertainers, the other apparel buyer, and the owner of production. The findings had implications for retailers as well as for researchers.

• 복식문화연구
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• 제10권5호
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• pp.565-577
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• 2002

Impulsive buying behavior is an important aspect of consumer behavior and is of significant interest to researchers and retail management alike. It is a familiar from of in-apparel store behavior because of its social-psychological characteristics. The objectives of this study were to find out the variable(5) influencing impulsive and non-impulsive buying behavior, as well as to investigate the causal relationships between variables related to impulsive buying behaviors in boutiques. A questionnaire was completed by 345 boutiques customers in Busan, Korea. Demographics showed that consumers were more educated and had higher incomes than average consumers in Korea. Data was analysed by discriminant analysis and path analysis. Results showed that "Clothing involvement" was the most influencing variable determined impulsive buying behavior. "Self-monitoring" proved negatively influencing on impulsive buying behavior in boutiques. Consumers with low interest in apparel reacted positively to the in-store purchasing situation, and did negatively to their affective factors. As a result, they provided the useful information for consumer behavior researchers and boutiques retailers.