• Title/Summary/Keyword: Retail Sales

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The Effect of Core Self-Evaluation of Female Salesperson on Sales Performance

  • YOON, Duk-Woon;KIM, Bo-Young
    • 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.

A Study on the Promotion of Retail Business on Primary Fisheries Cooperatives in Korea (수협 단위조합 소매사업 발전 방안에 관한 연구)

  • Park, Joon-Mo
    • The Journal of Fisheries Business Administration
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    • v.44 no.1
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    • pp.39-57
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    • 2013
  • This study aims to examine problems of retail business operated by primary fisheries cooperatives and provide some suggestions for enhancing their retail business function. It reveals that although sales business function of fisheries cooperatives is very important for the members of Korean fisheries cooperatives, their performance and efficiency outcomes have been disappointing. The research offers six suggestions in two categories to resolve the issues. In the first category as a marketing plan for retail business of primary fisheries cooperatives, first, enhance of marine products business using local specialty goods. second, expanded of on-line shopping mall and third, joint marketings among primary cooperatives are necessary. In second category as an assistance plan of National Federation of Fisheries Cooperatives(NFFC) for primary fisheries cooperatives, First, we needed to making logistics system for fisheries. Second, conducting retail business consulting for primary fisheries cooperatives. Finally, human resource development programs are needed. Primary fisheries cooperatives have to discipline faithfully as a cooperatives for NFFC roles as a cooperatives. So making marine products sales business as a core of a economy business of primary fisheries cooperatives in Korea is very important.

Sustainability of Traditional Retail in an Emerging Market: A Conceptual Framework Applied to a Vietnamese Wet Market

  • Tran Thi Tuyet Nhung
    • Asia Marketing Journal
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    • v.24 no.4
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    • pp.143-151
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    • 2023
  • In emerging countries, traditional retail, such as wet markets, still accounts for a large proportion of retail sales. Traditional retail has poor infrastructure compared to modern retail, and is often associated with problems of waste, water, and environmental pollution. Therefore, traditional retail faces extreme difficulties in achieving sustainability. This study aimed to determine what value traditional retail contributes to sustainability. We generated and applied a conceptual framework of sustainability to explore this question. We used a single case study of a small-scale wet market in Vietnam. The results showed that wet markets have significant value for the development of sustainable retail, including economic, environmental, social, and community value. This study extends the literature by providing a comprehensive and accurate view about the value of traditional retail in contributing to sustainability. It suggests strategies for traditional retail in emerging countries to survive sustainably.

A comparative study between Korea and the USA on the development process in retail trade & its changing locations (소매업의 발달과정과 입지 변화에 관한 한.미 비교 연구)

  • Jeon, Kyung-Sook
    • Journal of the Korean association of regional geographers
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    • v.6 no.2
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    • pp.21-40
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    • 2000
  • The retail trades in many countries have changed recently according to the high quality, diversification, and marked individuality of consumer needs. Under the continually competing system of the WTO agreement, corporations based in the USA and the EU try to raise their market share in other countries so it is inevitable for Korean retail enterprises to compete with them. This paper is aimed at contributing to the efficient growth for Korean retail trade from the analysis of the development process in retail trade and its changing locations comparing Korea and the USA. Retailers in the USA have practiced diversified marketing strategies considerably in order to survive in a rapidly changing retailing environment. American retailing, which has the most advanced marketing system in the world, has been of growing concern to marketing strategies in Korea. The following is a brief summary of this study. 1. Speedy and higher quality consumption is needed in accordance with the great increase in the single-family household and the female labor force participation both in Korea and in the USA. Senior citizens have become a new consumer group due to the aging population. In the future the retail trade will switch over to diversified retail formats and internet shopping as countries are transformed into information and communication societies. 2. In Korea, the former retail system characterized by markets and department stores has been greatly changed since the late 1980s with emphasis on high quality and convenience in consumption behaviors, with large domestic enterprises and foreign distribution corporations participating in Korean retailing. In the USA, retailing mergers and takeovers by major retails, bankruptcies, and extra-large shopping centers have emerged since the late 1980s. Recently, the USA retailing formats have been changed from the lower price-oriented discount types to the large scale theme parks. Much emphasis was put on entertainment, resorts, and convention centers. On the other hand, non-store types, such as the internet shopping, the CATV shopping, as well as catalog and mail-order sales are drastically increasing, although the proportion of their sales is low up to now. 3. In Korea, most of the retail facilities are concentrated in Seoul and the Metropolitan Region, and the distribution ratio of facilities came to 52% in 1997. The periodic markets, traditional markets which open on a periodic basis, are located mainly in Chollanam-do and Kyungsangbuk-do. The large-sized discount stores have expanded their locations to the over-crowded apartment complexes in new towns, located in the Metropolitan Region, and the large provincial cities, unlike the suburban locations in the USA. Therefore we needed to give attention to the locational relations in retail facilities between Seoul & the Metropolitan Region and rural settlement areas. In the USA, urban areas grew quickly with the development of the automobile in the 1920s, and the location of stores changed from a dispersed style centering around rural areas to a centralized one in urban areas. There is an accelerated growth for suburban areas, which have grown rapidly since 1950. As the membership warehouse clubs were introduced in the 1970s, the decentralization of location was more intensified. On the other hand, inner cities were revitalized by rearranging existing facilities to cope with suburban areas. And the location-free virtual retailing & TV shopping are also growing every year. 4. In view of the above, the continuous and desirable development devices in Korean retail trade are summarized as follows: First, the countermeasures against economies of scale, increase in retailing sales, and rise of a employment percentage in retailing are in need. Second, a scheme of lowering the proportion of food retail sales, and increasing a ratio of durable goods sales need to be worked out. Third, the original ideas are needed to apply positively information, communication and technology to retailing, to graft the traditional types on modem ones based on the social culture. Fourth, strategies are needed to strengthen the competitiveness of our retail trade through cooperation and chains of smaller retailers, the large enterprises participating in the distribution industry. Fifth, in order to realize the above, the retail industry, the administration, and the academic world should support the retail segment with concern and a practical strategy plan.

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An Empirical Study on the Interaction Effects between the Customer Reviews and the Customer Incentives towards the Product Sales at the Online Retail Store

  • Kim, J.B.;Shin, Soo Il
    • Asia pacific journal of information systems
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    • v.25 no.4
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    • pp.763-783
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    • 2015
  • Online customer reviews (i.e., electronic word-of-mouth) has gained considerable interest over the past years. However, a knowledge gap exists in explaining the mechanisms among the factors that determine the product sales in online retailing environment. To fill the gap, this study adopts a principal-agent perspective to investigate the effect of customer reviews and customer incentives on product sales in online retail stores. Two customer review factors (i.e., average review ratings and the number of reviews) and two customer incentive factors (i.e., price discounts and special shipping offers) are used to predict product sales in regression analysis. The sales ranking data collected from the video game titles at Amazon.com are used to analyze the direct effects of the four factors and the interaction effects between customer review and customer incentive factors to product sales. Result reveals that most relationships exist as hypothesized. The findings support both the direct and interaction effects of customer reviews and incentive factors on product sales. Based on the findings, discussions are provided with regard to the academic and practical contributions.

The Impact of SSM Market Entry on Changes in Market Shares among Retailing Types (기업형 슈퍼마켓(SSM)의 시장진입이 소매업태간 시장점유율 변화에 미친 영향)

  • Choi, Ji-Ho;Yonn, Min-Suk;Moon, Youn-Hee;Choi, Sung-Ho
    • Journal of Distribution Research
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    • v.17 no.3
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    • pp.115-132
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    • 2012
  • This study empirically examines the impact of SSM market entry on changes in market shares among retailing types. The data is monthly time-series data spanning over the period from January 2000 to December 2010, and the effect of SSM market entry on market shares of retailing types is analyzed by utilizing several key factors such as the number of new SSM monthly entrants, total number of SSMs, the proportion of new SSM entrant that is smaller than $165m^2$ to total new SSM entrants. According to the Korean Standard Industrial Classification codes, the retailing type is classified into 5 groups: department stores, retail sale in other non-specialized large stores(big marts), supermarkets, convenience stores, and retail sale in other non-specialized stores with food or beverages predominating (others). The market shares of retailing types are calculated by the ratio of each retailing type monthly sales to total monthly retailing sales in which total retailing sales is the sum of each retailing type sales. The empirical model controls for the size effects with the number of monthly employees for each retailing type and the macroeconomic effects with M2. The empirical model employed in this study is as follows; $$MS_i=f(NewSSM,\;CumSSM,\;employ_i,\;under165,\;M2)$$ where $MS_i$ is the market share of each retailing type (department stores, big marts), supermarkets, convenience stores, and others), NewSSM is the number of new SSM monthly entrants, CumSSM is total number of SSMs, $employ_i$ is the number of monthly employees for each retailing type, and under165 is the proportion of new SSM entrant that is smaller than $165m^2$ to total new SSM entrants. The correlation among these variables are reported in

    .
    shows the descriptive statistics of the sample. Sales is the total monthly revenue of each retailing type, employees is total number of monthly employees for each retailing type, area is total floor space of each retail type($m^2$), number of store is total number of monthly stores for each retailing type, market share is the ratio of each retailing type monthly sales to total monthly retailing sales in which total retailing sales is the sum of each retailing type sales, new monthly SSMs is total number of new monthly SSM entrants, and M2 is a money supply. The empirical results of the effect of new SSM market entry on changes in market shares among retailing types (department stores, retail sale in other non-specialized large stores, supermarkets, convenience stores, and retail sale in other non-specialized stores with food or beverages predominating) are reported in
    . The dependant variables are the market share of department stores, the market share of big marts, the market share of supermarkets, the market share of convenience stores, and the market share of others. The result shows that the impact of new SSM market entry on changes in market share of retail sale in other non-specialized large stores (big marts) is statistically significant. Total number of monthly SSM stores has a significant effect on market share, but the magnitude and sign of effect is different among retailing types. The increase in the number of SSM stores has a negative effect on the market share of retail sale in other non-specialized large stores(big marts) and convenience stores, but has a positive impact on the market share of department stores, supermarkets, and retail sale in other non-specialized stores with food or beverages predominating (others). This study offers the theoretical and practical implication to these findings and also suggests the direction for the further analysis.

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  • The Effects of Supervisors on Goal Orientations and Sales Performance of Department Store Salespeople (백화점 판매원의 목표지향성과 성과에 미치는 판매관리자의 영향: 패션제품 판매원을 중심으로)

    • 박경애;허순임;사공수연;신수임
      • Journal of the Korean Society of Clothing and Textiles
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      • v.24 no.1
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      • pp.116-127
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      • 2000
    • This study investigated the effects of sales supervisors on salespeople's goal orientations and sales performance in fashion retail setting. Specifically, it examined: 1) the differences in salespeople's goal orientations by salespeople characteristics; 2) the effects of supervisor's behavioral orientations on goal orientations of salespeople; and 3) the effects of salespeople's goal orientations on performance. A total of 343 questionnaires collected from salespeople in various apparel and accessory selling departments at four department stores in Korean were analyzed. Variables included supervisor's behavioral orientations(end-results, activity and capability), salespeople's goal orientations(learning and performance), sales performance and salespeople characteristics. MANOVA revealed that three was no difference in goal orientations by salespeople characteristics except by selling department. Multiple regression analysis revealed that supervisor's end-result orientation affected salespeople's learning orientation and performance orientation while activity and capability orientations did not. The study suggests that for long-term performance supervisors and retail organizations need to develop various supervisory behaviors, stimulate learning demands of salespeople, and provide training programs to achieve the learning goal.

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    Characteristics of Retail Sale Activities in Depopulation Aging Regions (인구감소 고령화지역의 소매판매활동 특성)

    • Han, Ju-Seong
      • Journal of the Economic Geographical Society of Korea
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      • v.17 no.3
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      • pp.538-553
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      • 2014
    • The aim of this study is to consider the degree of supply-demand balance in relation to the characteristics of retail sale activities in depopulation aging regions and the degree of aging by using simple regression analysis. The major findings of this study are as follows. While aging society, and aged society regions show a similar major retail sale industries, super-aged society shows fewer major industries and different industry composition. These characteristics are seen by different phenomenon and the background of the particular retail structure. The first one is that the number of employees per establishment increases when the aging phenomenon is not accelerated, and the annual sales per capita purchasing power decrease because their purchasing power becomes lower when the aging phenomenon is severe, but it also shows a high density of establishments because disperse location of establishment within depopulation aging region. The second one is the retail structure with high labor productivity in a aged and superaged society region. We identify the extent of demand and supply in general retails, fuel retails, food and beverage, and tobacco retails which represent the highest sales rates in depopulation aging region. As a result, general retails are seen as 'supply-demand balance region' in aged and super-aged society, fuel retail sales in aged and super-aged society which generally shows less sales, and food and beverages, and tobacco retails in super-aged society. The higher the degree of aging is, the less the regional differences in the gap between demand and supply is. This is because the difference in purchasing power between these regions is small.

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    A Qualitative Study on the Role of Shop Masters in Multi-channel Retail Context (멀티채널 유통브랜드의 샵마스터 역할에 대한 질적 연구)

    • Lee, Jungjin;Hwang, Sunjin
      • Journal of Fashion Business
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      • v.22 no.5
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      • pp.83-95
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      • 2018
    • As the paradigm of fashion retail industry moves rapidly to the multi-channel, the role of shop master has changed as well. Therefore, the purpose of this study is to examine in-depth the changing role of shop masters in multi-channel retail paradigms. In-depth interviews were conducted, and all interviews were recorded with permission. Seven shop masters participated in in-depth interviews. All of them were sales specialists, with more than 10 years working experience, at department stores. Results of this study are as follow: First, the roles of a multi-channel shop master include store management, management of sales associates, customer relationship management, and management in relation to the headquarters and suppliers. Second, the most important competencies of shop masters are to forecast future demand, establish information networks, communicate well with others, and create a work environment resulting in higher productivity.

    Influence of Social Presence on Consumer Purchase Decision at a Retail Store -Shopping Companions, Other Consumers, and Sales Associates- (리테일 매장에서 소비자 구매결정에 미치는 사회적 존재의 영향 -쇼핑동반자, 다른 고객, 판매원-)

    • Park, Kyungae
      • Journal of the Korean Society of Clothing and Textiles
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      • v.42 no.6
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      • pp.962-976
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      • 2018
    • This study examined: 1) the influence of 3 social presence types including shopping companions, other consumers, and sales associates on the consumer's purchase decision at a retail store; 2) the difference in the influence by shopping situation involving shopping together or shopping alone; and 3) the differences by consumer susceptibility to social influence and self-confidence. The study conducted three experiments with the retail shopping scenario manipulating consumer's positive self-evaluation, but lack of confidence after trying on a clothing product. Experiment 1 and Experiment 2 examined the positive influence of social presence while Experiment 3 examined the negative influence. The results showed that the positive comment of a shopping companion had the highest influence on the purchase decision. Such impact was more observable under the low susceptibility to normative influence. The negative comments of sales associate and shopping companion lowered the purchase decision. There was no difference by shopping situation. The results imply that influences of social presence on the consumer's purchase decision are different by positive or negative comments and such influences are not different by shopping situation.


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